It is essential for solar installers to know their job and do it right. It is equally important for sales professionals in the solar industry to know their role. To sell a solar installation, the sales representative must have a strong understanding of system design and installation.
Sales training for the solar industry is necessary. The industry is dynamic. New and exciting solutions are being continuously introduced. One of the most challenging tasks of a technical sales professional is setting expectations that potential customers will find reasonable and realistic.
Like all industries, there are dos and don’ts that apply to solar sales.
Know the Client
It is essential you, as a sales professional, know who you are selling to. Understand what the limitations are of going solar. These limitations may be financial, space, or the amount of energy the client wishes to offset with solar. There are always reasons why people want to go solar. In many cases, the reasons are energy independence and the environment. Knowing the limitations and motivations for going solar help the sales executive best tailor his or her approach.
Be an Industry Expert
Sales training will enhance your knowledge of this industry in your area. You must know what limitations the utility company might impose, or if installation parameters such as zoning and permits must be met.
Financial Analysis
In-depth sales training for the solar industry pays a great deal of attention to the preparation and presentation of financial analysis. As a sales representative, you need to be prepared to support your position and justify the options you present.
The solar power generation industry is growing rapidly. There are many opportunities available for technical sales personnel who have a sound grounding in the business. As the business of solar matures, and new ideas are tried, the need for sales training grows exponentially.
