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You are here: Home / Solar Marketing Review / Why There’s Only One Ideal Type of Solar Salesperson

Why There’s Only One Ideal Type of Solar Salesperson

April 27, 2017 by Erik Curren

New industries, such as solar, often have a difficult time in the sales world: You’re trying to convince people to buy a product that has been tested and proven, but may not have been around long enough to help them form an opinion that’s positive.

Creating Urgency

In an economy where energy prices are low in most areas, too many homeowners and businesspeople still view solar power as “nice to have” rather than “must have.”

That makes it hard for potential solar buyers to see the urgency of getting solar now. Why not wait till next year when prices come down or when Tesla’s cool new batteries/solar shingles/solar personal-hovercraft-and-time-machine is ready to buy?

In addition, in the Age of the Internet, consumers don’t need salespeople anymore to get product information. Instead, consumers can learn a lot about solar on their own through a Google search.

This means that solar salespeople have a lot more hills to climb in order to connect with potential customers.

How to Break Through

That may convince you that there’s only one type of salesperson — hard charging, hard headed — who can sell this new product. But you’d be wrong.

In fact, to achieve success in selling solar, it’s less important what the salesperson’s personality is like. It’s more important that the salesperson figures out how to fit their sales pitch into the way that the potential sale views them. What that means is figuring out the personality type at the end of the sale — not the personality type of the salesperson.

Figure out the customer’s type and then you can adapt your approach to what’s most likely to work for that type of customer.

Want to learn more? Check out this graphic from the software company Salesforce, a leader in customer relationship management (CRM) systems.

(By the way, as a company, Salesforce has committed to using 100% clean energy in its operations. Kudos!)

Click To Enlarge

Why There’s Only One Ideal Type of Salesperson Infographic

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Filed Under: Solar Marketing Review Tagged With: commercial solar, residential solar

About Erik Curren

Since I was a kid I've loved solar panels. Now, at the Curren Media Group, I help solar power companies grow with online marketing that makes customers happy. I'm a contributor to Solar Power World, Renewable Energy World, and other publications on solar issues. My book The Solar Sales Leap was published in the fall of 2016. When I'm not helping solar companies, I brew my own beer at home.

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