{"id":10389,"date":"2023-09-01T17:32:06","date_gmt":"2023-09-01T17:32:06","guid":{"rendered":"https:\/\/aurorasolar.com\/?p=10389"},"modified":"2023-09-28T18:53:57","modified_gmt":"2023-09-28T18:53:57","slug":"solar-sales-objections-solar-just-doesnt-work-for-us","status":"publish","type":"post","link":"https:\/\/aurorasolar.com\/blog\/solar-sales-objections-solar-just-doesnt-work-for-us\/","title":{"rendered":"Solar sales objections: &#8220;Solar just doesn&#8217;t work for us&#8221;"},"content":{"rendered":"\n<p>Solar doesn\u2019t work for <em>everyone<\/em>, it&#8217;s true. However, when a prospect tells you that solar won\u2019t work for them \u2014 but you know it will \u2014 this objection shouldn&#8217;t stop your sales pitch in its tracks.&nbsp;<\/p>\n\n\n\n<p>But how do you turn that, \u201cNo\u201d, into a, \u201cHmmm, maybe\u2026\u201d and then, \u201cYes!\u201d? That\u2019s what the <a href=\"https:\/\/aurorasolar.com\/empower-2023#empower-2023-form?aurora_blog_cta=inline-text\">Solar Sales Objections Throwdown session<\/a> at <a href=\"https:\/\/aurorasolar.com\/empower-2023\/\">Empower 2023<\/a> was all about: Taking common homeowner objections every solar salesperson hears in the field, and turning them on their head.<\/p>\n\n\n\n<p>The Throwdown featured four solar sales pros offering their best strategies:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li><strong><strong><a href=\"https:\/\/www.linkedin.com\/in\/kennethparry\/\">Kenny Parry<\/a>, Founder and CEO of Parry Capital<\/strong><\/strong><\/li><li><strong><strong><a href=\"https:\/\/www.linkedin.com\/in\/jader-leao-25b4551b\/\">Jader Leao<\/a>, General Manager of Vivint Solar<\/strong><\/strong><\/li><li><strong><strong><a href=\"https:\/\/www.linkedin.com\/in\/joe-mousakheel-27622a37\/\">\u201cSolar\u201d Joe Mousakheel<\/a>, Owner of The Solar Academy<\/strong><\/strong><\/li><li><strong><strong><a href=\"https:\/\/www.linkedin.com\/in\/ashleighchristina\/\">Ashleigh Tatarcyk<\/a>, Owner of Urban Sol Energy&nbsp;<\/strong><\/strong><\/li><\/ul>\n\n\n\n<p>Without further ado, let\u2019s jump in and see how these pros deal with this very common objection.<\/p>\n\n\n\n<figure class=\"wp-block-image size-full\"><a href=\"https:\/\/aurorasolar.com\/empower-2023#empower-2023-form?aurora_blog_cta=inline-text\"><img decoding=\"async\" width=\"750\" height=\"393\" src=\"https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Empower-Blog-CTA-Image-.jpg\" alt=\"\" class=\"wp-image-10395\" srcset=\"https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Empower-Blog-CTA-Image-.jpg 750w, https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Empower-Blog-CTA-Image--300x157.jpg 300w, https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Empower-Blog-CTA-Image--320x168.jpg 320w, https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Empower-Blog-CTA-Image--448x235.jpg 448w, https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Empower-Blog-CTA-Image--508x266.jpg 508w, https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Empower-Blog-CTA-Image--100x52.jpg 100w, https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Empower-Blog-CTA-Image--740x388.jpg 740w\" sizes=\"(max-width: 750px) 100vw, 750px\" \/><\/a><figcaption>Click above to watch all the Empower session on demand.<\/figcaption><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-the-objection-we-ve-looked-into-it-and-solar-just-doesn-t-work-for-us\">The objection: \u201cWe\u2019ve looked into it and solar just doesn\u2019t work for us.\u201d<\/h2>\n\n\n\n<hr class=\"wp-block-separator\"\/>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-step-1-get-to-the-root-of-the-problem-or-lack-thereof\">Step 1: Get to the root of the problem (or lack thereof)<\/h3>\n\n\n\n<p>First and foremost, if solar \u201cdoesn\u2019t work\u201d for someone, it&#8217;s logical to ask\u2026 Why?&nbsp;<\/p>\n\n\n\n<p>By discovering exactly why the potential customer believes that solar doesn\u2019t work for them, you can quickly assess whether the issue is a valid concern or more of a misunderstanding. As <strong>Joe Mousakheel<\/strong> stated, \u201cYou have to ask clarifying questions to know the root of the problem.\u201d&nbsp;<\/p>\n\n\n\n<p><strong>Kenny Parry<\/strong> called this process \u201cuncovering,\u201d explaining: \u201cThere\u2019s something deeper behind this objection. There&#8217;s something they&#8217;re not telling us. So asking good questions at this point is really important.\u201d<\/p>\n\n\n\n<p>While there are so many opening and follow-up questions you can ask prospects, <strong>Jader Leao<\/strong> begins by establishing a timeline, asking, \u201cWhen was the last time you sat down with somebody?\u201d<\/p>\n\n\n\n<p>Once you begin to understand the homeowner&#8217;s experience with solar, you can then hone in on the root of the problem. If your prospect isn\u2019t providing many specifics, you may have better success asking about the exact aspects of solar that stopped them from buying in the past, like:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Was it about the cost of the solar energy system?<\/li><li>Did you run into a roofing issue \u2014 like not enough space or too much shade?<\/li><li>Do you believe that you will not be able to save money with solar?<\/li><\/ul>\n\n\n\n<p>When discussing costs, savings, and value, it\u2019s vital to clarify the different types of solar energy contracts on the market today. Even if the homeowner has done a lot of research and \u201cknows\u201d everything, outlining the <a href=\"https:\/\/aurorasolar.com\/blog\/your-solar-finance-primer-what-to-know-about-the-top-four-solar-financing-options\/\">differences between loans, leases, and PPAs<\/a> can help reopen a conversation about solar.&nbsp;&nbsp;<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-step-2-empathize-and-address-concerns\">Step 2: Empathize and address concerns<\/h3>\n\n\n\n<p>As you dig deeper into the homeowner\u2019s solar journey, staying empathetic and addressing concerns with respect can help keep your conversation informational, rather than argumentative.&nbsp;<\/p>\n\n\n\n<p>If you\u2019re talking to someone who believes they know \u201ceverything\u201d about solar, they have clearly done previous research and may think that any further investigation would be a waste of time. As <strong>Joe Mousakheel<\/strong> said, \u201c<em>Everything<\/em> is an emotional word\u2026 In my experience, whenever anybody says, \u2018Everything\u2019, that\u2019s never the reality. It&#8217;s more about emotion\u2026 It&#8217;s a smoke screen for something else that&#8217;s going on.\u201d<\/p>\n\n\n\n<p>Of course, if a person knows \u201ceverything\u201d about solar, you can then assume that they were interested in possibly adopting the technology at some point in the past. By addressing the stopping points that ultimately ended their previous efforts, you can help a homeowner pick up where they left off and walk them through the next steps to a better outcome.&nbsp;&nbsp;&nbsp;<\/p>\n\n\n\n<p>Leveraging the customer\u2019s previous interest in solar to open up a conversation, <strong>Ashleigh Tatarcyk <\/strong>would address this objection empathetically, responding, \u201cI&#8217;m glad that you&#8217;ve done your research. You&#8217;re definitely ahead of the game here\u2026 What have you seen that is telling you it\u2019s not for you?\u201d<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-step-3-open-the-floor-to-questions-and-discuss-options\">Step 3: Open the floor to questions and discuss options<\/h3>\n\n\n\n<p>When someone thinks that solar won\u2019t work, and has thought that for some time, it can be difficult to convince them otherwise. Plus, even if the homeowner is willing to entertain the idea once again, they will likely have a lot of questions that need to be answered.&nbsp;<\/p>\n\n\n\n<p>Having an open and honest conversation can help you gain the customer\u2019s confidence, which can ideally lead them to reconsider solar altogether. Although it may take more than one point of contact to gain their trust, establishing yourself as a reliable source of accurate information can help make those previous feelings fade.&nbsp;&nbsp;<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-the-tools-you-need\">The tools you need<\/h3>\n\n\n\n<p>After addressing your prospect\u2019s initial concerns about costs, payback periods, possible roof damage, or whatever the root issues may be, you can move on to the proposal. Solutions like <a href=\"https:\/\/www.aurorasolar.com\/sales-mode\/?aurora_blog_cta=inline-text\">Aurora\u2019s Sales Mode<\/a> can help you clearly outline a customer\u2019s options, including everything from site modeling to financing comparisons.\u00a0<a href=\"https:\/\/aurorasolar.registration.goldcast.io\/events\/743a6f40-020b-4bb9-ad24-3d850c645f81?aurora_blog_cta=Sales+Mode+Relaunch+2023\">Check out our webinar<\/a> on October 5 to learn more.<\/p>\n\n\n\n<figure class=\"wp-block-image size-full\"><a href=\"https:\/\/aurorasolar.registration.goldcast.io\/events\/743a6f40-020b-4bb9-ad24-3d850c645f81?aurora_blog_cta=Sales+Mode+Relaunch+2023\"><img decoding=\"async\" width=\"935\" height=\"353\" src=\"https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Sales-Mode-10-5-Webinar-Blog-CTA.png\" alt=\"\" class=\"wp-image-10704\" srcset=\"https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Sales-Mode-10-5-Webinar-Blog-CTA.png 935w, https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Sales-Mode-10-5-Webinar-Blog-CTA-300x113.png 300w, https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Sales-Mode-10-5-Webinar-Blog-CTA-768x290.png 768w, https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Sales-Mode-10-5-Webinar-Blog-CTA-320x121.png 320w, https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Sales-Mode-10-5-Webinar-Blog-CTA-816x308.png 816w, https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Sales-Mode-10-5-Webinar-Blog-CTA-896x338.png 896w, https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Sales-Mode-10-5-Webinar-Blog-CTA-448x169.png 448w, https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Sales-Mode-10-5-Webinar-Blog-CTA-508x192.png 508w, https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Sales-Mode-10-5-Webinar-Blog-CTA-100x38.png 100w, https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Sales-Mode-10-5-Webinar-Blog-CTA-740x279.png 740w\" sizes=\"(max-width: 935px) 100vw, 935px\" \/><\/a><figcaption>Click above to learn more about how the newly reimagined Sales Mode can help your business.<\/figcaption><\/figure>\n\n\n\n<p>By getting an accurate, personalized, updated proposal in your customer\u2019s hands quickly \u2014 while you have them engaged in a conversation about solar \u2014 you may be able to convince them that a PV system will work for them.&nbsp;<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-in-closing\">In closing\u2026<\/h3>\n\n\n\n<p>If someone tells you that they know everything about solar and that it simply won&#8217;t work for them, don&#8217;t be afraid to start a conversation. By asking questions, addressing concerns with empathy, and delivering objection-proof solutions, you may just be able to change their mind. <\/p>\n\n\n\n<p>Get more insight on this objection be watching the whole session (and every other Empower session, too) <a href=\"https:\/\/aurorasolar.com\/empower-2023#empower-2023-form?aurora_blog_cta=inline-text\">on-demand by clicking here<\/a>.<\/p>\n\n\n\n<figure class=\"wp-block-image size-full\"><a href=\"https:\/\/aurorasolar.com\/empower-2023#empower-2023-form?aurora_blog_cta=inline-text\"><img decoding=\"async\" width=\"750\" height=\"393\" src=\"https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Empower-Blog-CTA-Image-.jpg\" alt=\"\" class=\"wp-image-10395\" srcset=\"https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Empower-Blog-CTA-Image-.jpg 750w, https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Empower-Blog-CTA-Image--300x157.jpg 300w, https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Empower-Blog-CTA-Image--320x168.jpg 320w, https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Empower-Blog-CTA-Image--448x235.jpg 448w, https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Empower-Blog-CTA-Image--508x266.jpg 508w, https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Empower-Blog-CTA-Image--100x52.jpg 100w, https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Empower-Blog-CTA-Image--740x388.jpg 740w\" sizes=\"(max-width: 750px) 100vw, 750px\" \/><\/a><figcaption>Click above to watch this session, or any others, on demand.<\/figcaption><\/figure>\n\n\n\n<p>This is just the first of our four-part Sales Objections Throwdown series. Check back each week for another objection, and how to turn it into an opportunity.<\/p>\n\n\n\n<p>Here are the rest of the objections (we\u2019ll link them here as they\u2019re posted):<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>\u201cSolar just doesn\u2019t work for us\u201d \u2014 this blog<\/li><li><a href=\"https:\/\/aurorasolar.com\/blog\/solar-sales-objections-financing-rates-are-too-high\/\">\u201cFinancing rates are too high\u201d<\/a><\/li><li><a href=\"https:\/\/aurorasolar.com\/blog\/solar-sales-objections-solar-isnt-worth-it-under-nem-3-0\/\">\u201cI\u2019ve heard that solar won\u2019t save me money in California with NEM 3\u201d<\/a><\/li><li>\u201cI need to get another quote\u201d<\/li><li>Frequently heard solar objections, solved!<\/li><\/ul>\n\n\n\n<figure class=\"wp-block-image size-full\"><a href=\"https:\/\/aurorasolar.registration.goldcast.io\/events\/743a6f40-020b-4bb9-ad24-3d850c645f81?aurora_blog_cta=Sales+Mode+Relaunch+2023\"><img decoding=\"async\" width=\"935\" height=\"353\" src=\"https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Sales-Mode-10-5-Webinar-Blog-CTA.png\" alt=\"\" class=\"wp-image-10704\" srcset=\"https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Sales-Mode-10-5-Webinar-Blog-CTA.png 935w, https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Sales-Mode-10-5-Webinar-Blog-CTA-300x113.png 300w, https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Sales-Mode-10-5-Webinar-Blog-CTA-768x290.png 768w, https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Sales-Mode-10-5-Webinar-Blog-CTA-320x121.png 320w, https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Sales-Mode-10-5-Webinar-Blog-CTA-816x308.png 816w, https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Sales-Mode-10-5-Webinar-Blog-CTA-896x338.png 896w, https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Sales-Mode-10-5-Webinar-Blog-CTA-448x169.png 448w, https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Sales-Mode-10-5-Webinar-Blog-CTA-508x192.png 508w, https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Sales-Mode-10-5-Webinar-Blog-CTA-100x38.png 100w, https:\/\/aurorasolar.com\/wp-content\/uploads\/2023\/09\/Sales-Mode-10-5-Webinar-Blog-CTA-740x279.png 740w\" sizes=\"(max-width: 935px) 100vw, 935px\" \/><\/a><figcaption>Click above to learn more about how the newly reimagined Sales Mode can help your business.<\/figcaption><\/figure>\n\n\n\n<p><em>Featured image by <a href=\"https:\/\/unsplash.com\/@rwlinder?utm_source=unsplash&amp;utm_medium=referral&amp;utm_content=creditCopyText\">Robert Linder<\/a>.<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Solar doesn\u2019t work for everyone, it&#8217;s true. However, when a prospect tells you that solar won\u2019t work for them \u2014 but you know it will \u2014 this objection shouldn&#8217;t stop your sales pitch in its tracks.&nbsp; But how do you turn that, \u201cNo\u201d, into a, \u201cHmmm, maybe\u2026\u201d and then, \u201cYes!\u201d? That\u2019s what the Solar Sales [&hellip;]<\/p>\n","protected":false},"author":6,"featured_media":10402,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"post_topic":[72,52],"class_list":["post-10389","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v18.4 (Yoast SEO v27.7) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Solar sales objections: &quot;Solar just doesn&#039;t work for us&quot; | Aurora Solar<\/title>\n<meta name=\"description\" content=\"Taking the common solar objections every solar salesperson hears in the field, and turning them into solar sales opportunities.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" 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