MASTERING NEED ANALYSIS & CLOSING TECHNIQUES

What Will You Learn?

• The purpose and value of conducting a needs analysis in solar sales
• How to present yourself with confidence and credibility during phone consultations
• Techniques for identifying and understanding the customer's core motivations for switching to solar
• The difference in mindset and opportunity between being a salesperson and an employee
• The importance of preparation, including having materials and questions ready before a call
• How to involve all decision-makers in the conversation for better outcomes
• How to use motivational storytelling and real-life examples to connect emotionally with the customer
• Strategies for managing resistance or hesitation effectively
• The overall goal of need analysis: to align the solar solution with the homeowner’s specific needs

Material Includes

• NA

Requirements

• Reflect on each note section by writing down personal insights and actionable strategies
• Practice need analysis conversations, focusing on listening, asking the right questions, and understanding motivation
• Prepare a list of common solar motivations (e.g., bill savings, environmental impact)
• Create and practice stories or examples that align with common motivations
• Understand the value of confidence and preparation in building trust
• Use the bonus reflection questions to deepen personal understanding and practical readiness

Audience

• Beginner-level phone-based solar sales representatives
• Individuals seeking to improve their consultative sales skills
• New hires in solar sales needing to understand customer-centric selling approaches
• Anyone looking to build confidence, preparation skills, and emotional engagement in phone sales