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The Framework™ // The step-by-step process to closing.
This framework has been proven and is a successful method for selling solar. This process is designed to help customers clearly understand why and how going solar is beneficial for their homes and family. For you as the Energy Consultant, this framework is designed to help the sale to run incredibly smoothly and proactively overcome potential objections.
Commit to the framework. Practice. Implement. Repeat.

Step One

Need to Know

What WE need to know from them

A. What sparked their interest to go solar

B. What do they already know

C. What questions they still have

What WE need to know from them

A. How solar actually works

B. What is a Tax Incentive

C. Does this pencil out financially to save them $ both in the short and long term

D. Warranties & Lifespan of the system

Step Two

Understand Bill

Kill The Bill

A. Get their bill

B. Explain Fees, graphs, usage associated fees, how they can raise rates through fees, etc.

C. By getting power elsewhere cutting usage, you can reduce how much you pay to the utility, including fees

Step Three

Understand Utility

Draw a picture to help illustrate

A. Power Plant burns coal, build infrastructure to distribute to homes, maintaining lines and infrastructure.

B. Ask what their utility options were when they moved in (like TV and Internet options)

C. Educate the homeowner on the difference between wholesale and retail cost for power

Step Four

How Power is Made

Establish all the different power plants that the utility is buying from

Paris Climate Agreement

A. Outlines where power needs to be coming from

B. Less coal power = higher their bill goes

(coal is cheapest form to get power)

C. Paris Climate Agreement has pros and cons

D. Customers will eventually be getting % of power from solar through Paris Climate regardless. Either from their own solar system or buying from Utility Company.

Step Five

Understand Net Metering

1) Solar DOES NOT produce power at night

2) Solar DOES NOT produce as much in the winter months either

- Only 2 Options: Batteries or Net Metering

3) Explain where the power goes with solar

4) Death Spiral of the Utility Companies

5) NEM 1.0, 2.0, 3.0

Step Six

The Deal

Explain the pros and cons of both Cash & Financing

Killer Question:

“As long as everything pencils out financially and makes sense, is there any reason you would not move forward with your solar project when we meet next time?”

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Table of Contents

Step One: Need to Know

Step Two: Understand Bill

Step Three: Understand Utility

Step Four: How Power is Made

Step Five: Understand Net Metering

Step Six: The Deal