Pullback

Pullback

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Throughout our pitch it’s likely the homeowner may feel pressure and expectation from the sales rep to close. Nobody wants to be sold! They want to buy. And the only way anyone will feel that way is if we take the pressure off completely, we call this a pullback. When you pull back the customer should feel that decrease in pressure and help them open their mind to what you’ve told them. A buyer might like the product, but if the salesman is shoving it down their throat, naturally they might want to resist. Here are some examples of a pullback transition into a close:

• Now the downside of my program is that not every home can qualify. We need your electric bill to be in a certain range and your roof to have certain angles. To give me an idea if you would be a good candidate for our program, how many kilowatts on average do you use per year? (Soft Close)
• That is assuming that your home would check all of the boxes of course. Qualification for this project depends a lot on the usage of the home, sunlight hours, and a few other things. But to even see if this is worth your time and mine, on your power bill there’s a little graph that will let me know if this is even worth looking into for you. Do you get your power bills in the mail, or electronically through your email? (Soft Close)
• Again, as of right now I can’t say for certain if your home would qualify for funding. There are a few cases that my energy specialist might even tell you not to do solar at all. My whole job is just to coordinate with you a better time he can stop by and see if this would be a good fit for you guys. When’s usually a good time to catch you at home? Afternoons or Evenings? (Soft Close)

Pulling back means that you’re adding a qualifier on your statement.

Certain conditions need to be met in order to take the next step. Adding

pull backs to your approach is not only smart, it is effective at creating

intrigue. Customers typically want what they can’t have. When presented

with two choices, human nature is to want the choice that isn’t available or

what we can’t have—the forbidden fruit. It’s a built-in, innate force of

defiance; the achievement of proving that people can get what they are told

they can’t have. George Loewenstein, an American educator who studies the link between economics and psychology, is known for his “Information-

Gap Theory,” which could help explain this behavior. According to

Loewenstein, something significant happens when we feel a gap between

what we know and what we want to know: curiosity hatches. As a result, we

often feel the need to take action, to do whatever it takes to bridge that

gap.

**Pullbacks are used when you take a step back and use the phrase "Now I don't know if you qualify for our program, that's why I came over to see if you do" This will entice the customer to question, "Well how do I qualify?" If you can get the customer thinking this, you have done it correctly. The whole point in the pull back is as mentioned before, you take the pressure off and the customer doesn't feel like you are just there to sell them something.

Some other phrases to accomplish the ‘pullback” are:

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1. Unfortunately solar doesn’t work for everyone or you’d see it on every home in town.  There’s a few things that would potentially disqualify you from being able to do this . 
2. Sometimes you don't get good enough sunlight hours on your roof top. 
3. You may not have enough space on the roof. ( step back and look at the roof to show concern or question of them qualifying) 
4. Or you may use way too much power for us to actually offset your usage. 
5. But thats why I Come around is too find out who is a candidate and who is not

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