Costs too much/cant afford it

“Costs too much/I don’t have the money”

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If a customer gives you this objection, there are two things they obviously don’t understand. The first is that there is no upfront cost for solar, and the second is that it’s a bill swap. They are most likely thinking that this is going to be an expense on top of their current power bill, or that they will need to pay 5 to 10 thousand dollars to install it. Here’s an example of how you might overcome this:

• Feel: Ex: I completely know how you feel.
• Felt: Your neighbors expressed the exact same thing actually
• Found: After they sat down with us they found thatsome text
  • Zero Upfront Cost
  • Bill Swap
• Transitional Phrase or Question: Ex: Just curious, what’s the highest bill you’ve paid over the past year?

Customer: I don’t have the money for something like this.

Sales Rep: Hey, I completely get it! Most of your neighbors thought that people with solar either won the lottery or took a bunch of money out of their retirement account to pay for it, but after they sat down with us they realized a lot has changed. The two biggest things are that there is no upfront cost at all for solar, you don’t pay a penny out of pocket up front. You’re simply redirecting the money you’re already spending with [electric company] into a cheaper fixed rate. So you’re saving money rather than spending it. Just curious, what’s the highest bill you’ve paid over the past year?

Customer: I don’t know.. Maybe $180

Sales Rep: The reason I ask is…. (Transition to pain story)

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