Are you looking for a job in solar sales, or simply trying to improve your everyday sales strategies? We asked Solar Energy International (SEI) Instructor and Curriculum Developer Will White to share some exclusive insight on the dos and don’ts of solar sales.

Know your client

Who are you selling to? Try to understand what their limitations are in going solar. Some potential limitations could be budget, space, or how much energy they wish to offset.

What is their motivation in going solar? Maybe they are in it for the environment, financial benefits, energy independence, or even a combination of all three. Knowing your clients limitations and motivations can help you best tailor a sales pitch to fit their needs.

Be an expert on your utility, state, incentive programs and parameters

It is imperative to know any limitations the utility might pose on photovoltaic (PV) systems or if there are any specific requirements in your local area that might impact the install (think building, zoning and permitting requirements). Additionally, how does the incentive program work for their utility, do they have net metering? Let your client know you aren’t just selling them solar, you’re also an expert resource on local policies and incentive programs.

Have the right tools to turn around a proposal and a preliminary design quickly

Whether it’s developed in-house or by a subscription service, a salesperson should be able to provide a proposal with a preliminary design for the client quickly. While talking to the customer would be best to give a proposal, but aim for within 24 hours at least if that is not possible.

Follow up!

While talking to the customer, set the expectation for when they will hear from you next. Be sure to return calls, messages, and emails quickly, the more responsive you are the higher the chance of closing the sale.

Know the details of a financial analysis

You should be prepared to compare the details of your financial analysis to a competitor’s. It is important to keep in mind that different companies use different factors in a financial analysis and you should be able to justify your choices and explain why they’re the most accurate.

Interested in learning more about solar business and technical sales? Take a deep dive into the field with Will as an instructor in SEI’s PV206: Solar Training- Solar Business and Technical Sales- Online. The next class session is filling up fast!

Full class description:

There are many opportunities for different careers in the residential PV industry, including the business and sales side of it. Addressing the topics in the NABCEP PV Technical Sales job task analysis, PVOL206 focuses on technical details for sales professionals, financial analysis, and system financing. This course is geared toward students who are interested in, or who already are working in, the business or sales side of the residential PV industry and are looking to improve their knowledge and sales techniques or are working towards the NABCEP PV Technical Sales Certification.