Preemptively Overcoming Concerns

8-Mile (Preemptively Overcoming Concerns)

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One of the best ways to overcome objections is by addressing them in your presentation before they’re even brought up. This is something referred to as the “8-Mile” named after the movie 8 mile. If you’ve ever seen the infamous rap battle between eminem and the rapper named clarence, eminem talks about all of the things the opposing rapper could use against him. By doing this he takes all the control back. In sales it’s important we do the same, by bringing up and addressing the most common objections before the potential customer can, we take control over the sale and eliminate the potential onslaught of objections.

Sales Rep: Now the most common concerns homeowners have before going solar are what if I move, what if my roof is damaged and how much does it cost. If you move you can simply transfer the same discounted rate to the new homeowner, we offer a full workmanship warranty so if anything happens to your roof from the panels we take care of it at no charge, and lastly there’s no money out of pocket whatsoever. You’re simply redirecting the money you’re already spending on renting power from the utility into a cheaper fixed rate that goes towards owning your power. Does that make sense?

Customer: Makes sense.

Sales Rep: Okay great, now which side of the home is your electrical meter on?

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