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Sales Confidence for Better Conversions

Hi, it’s Russell French from Energetic Consulting. Today I wanted to talk about sales and confidence of sales. 

Often we feel like in the solar industry that we need to be selling something that beats our competition to win the business. And we feel like we need to pressure the customer, because we have an agenda in mind that we want them to sign up to our system. We feel like we need to pressure them to get that sale.

Well, I want to present a different path, which is all about:

Creating a better conversation with the customer, and educating the customer.

Allowing the sale to naturally flow to its end course so you get that system sold.

The best salespeople I have ever have witnessed were just having a conversation. They are very natural. They don’t have the need to push for anything. They allow the products to present themselves. They allow the conversation to naturally unfold. They’re inquisitive and curious.

They’re curious to ask the customer a lot of questions like:

  • Is it important for you the aesthetic of how the panels are laid out on the roof? 
  • Is it important where the inverter is situated? 
  • Is it important that it’s nice, neat and tidy installation and there aren’t cables hanging down?
  • Is the warranty for the system important to you?

Asking smart questions and probing questions: 

  • What are your needs? 
  • What are your desires? 
  • What does success look like for you in going solar? 
  • What’s most important for you? Is it the price of the system? Is it having high performance? Is it having great customer support and warranties in case anything goes wrong? 

There’s a conversation that’s unfolding. 

There are lots of tips and tricks that I can teach you along the way such as rapport building, or mirroring the customer’s tone of voice or their body language. 

What I would definitely recommend is coming in with really positive body language. So not hunching the shoulders forward, really having the shoulders pull back. If you’re in person with the customer, really having the confidence in what it is that you’re presenting by doing your preparation before you even go to see the customer. Or before you get on the phone with the customer make sure you do your preparation. 

Actually make sure that you understand their roof layout, and that you have some understanding of their needs, or the products that they may be interested before you even go to site or before you get on the phone.

So that’s just a part of the conversation. It’s also important you educate the customer so they know the differences with your warranties, and the difference with your products. Perhaps you have a premium offer that has micro inverters, and LG or REC solar panels. Or you’ve got a more budget conscious option with maybe a slightly cheaper panel, and maybe a slightly cheaper inverter.

Educate the customer what the differences are with your business and the risks involved in going with a cheap system.

You must educate the customer how you don’t cut corners, and what it looks like with some companies cutting corners and the risks involved with that. How they will end up with a really poor quality and potentially dodgy system.

Educate them on that a high quality installation looks like, and how you are going to support them with great customer service along the way, and how you’re going to hold their hand in every step of the process. 

Great sales is about education. It naturally builds a rapport with the customer and builds their confidence. Then you need to do what you say you’re going to do in your follow up as a part of the sales process. That helps you feel confident and helps the customer feel confident in making a wise decision to go with your solar company. 

If you’d like more sales coaching and contact us today. We provide sales training and have signature, sales training and business coaching services. We can come to you or we do sessions via Zoom or Google Meet video conference platforms. Soon we will have on-demand sales training as well.

I hope that’s been of assistance to you and your solar business.


You can listen to the Soundcloud recording below:


If you need help with your business or marketing needs, contact Energetic Consulting today and start creating raving fan customers!

Article by Russell French – Founder of Energetic Consulting Australia

Energetic-Consulting-Founder-Russell-FrenchRussell is a veteran of the Australian renewable energy industry of 17 years and an innovative business leader with a proven track record spanning over 20 years. Alongside Warwick Johnston of Sunwiz, and Donovan Craig, he is the co-founder of Sunfluence and Solar Guide, which are solar business automated marketing platforms and services to help solar retailers win more business.

He is also the Founder of Solar Social, a new and innovative meet-up bringing together like minded businesses and professionals to discuss innovation and the latest technology developments.

He has served as a Director for several well known renewable energy companies like:

  • Enphase Energy as their APAC Director and Australian Country Manager and brought the business to Australia and setup their operations in the region
  • Sungrow ($2.2B, world largest solar inverter manufacturer in partnership with Samsung SDI) as their Marketing & Strategy Director
  • Sun Empire as Founder and Managing Director. Sun Empire was a founding company member of the Clean Energy Council of Australia.

Russell has also worked in the award winning Sustainability Strategy team for the City of Melbourne developing the city’s renewable energy and solar program, and helped develop the new Solar & Storage division for one of Australia’s largest energy retailers, Red Energy which is owned by the iconic Snowy Hydro.

He served as the Secretary & Convenor for the Melbourne Chapter of the Smart Energy Council of Australia (formerly Australian Solar Council) for 5 years.


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