Aesthetics

Aesthetics

“I don’t like how they look”

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This objection is arguably the hardest to overcome because it’s an opinion, and unfortunately we can’t tell them their opinion is wrong. A good way to relieve the tension is with some form of joke or icebreaker– if you don’t feel like you’re landing the icebreaker well, then just move into your validation phrase. Avoid trying to change their mind about the aesthetics of the panels and instead side with them. If they get the sense that you’re on their side and saying that despite the look the savings and benefits are worth it, you’ll be much more likely to get the set. The last thing to do is take away the pressure of deciding in the moment whether the trade off is worth it. So do a small pull back and mention that they can decide another time whether they feel like the benefits outweigh the way they look. Here’s how we overcome this:

• Icebreaker
• Feel: Ex: I get it. They aren’t the best looking things.
• Felt: In fact, a lot of your neighbors have felt the same way
• Found: Benefits outweigh the “ugly” look of the panels
• Pullback: (take the pressure off) That decision is for another time with actual numbers
• Transitional Phrase or Question: (Example) Just curious, is it you that pays the power bills? Or do you have a spouse that pays them? .. (Transition to pain story)

Customer: I honestly hate the way the panels look!

Sales Rep: I don’t know what you mean, I think they’re the most beautiful thing you could possibly put on your home… (laughing and smiling). No, I get it. They aren’t the best looking things–you’re definitely right there. In fact, a lot of your neighbors have felt the same way, however after sitting down with us, they found that for all the benefits solar offers, it was worth the trade off of how the panels looked. And over time, they honestly kind of forgot they were even up there. But, that decision is definitely for another time when I actually have hard numbers to show you at which point you could determine for yourself if it would be worth it. Just curious, is it you that pays the power bills? Or do you have a spouse that pays them?

Customer: I pay them.

Sales Rep: Okay. The reason I ask is because… (Transition to Pain)

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