fafco coolpv presentation - 6_19_2015
TRANSCRIPT
FAFCO CoolPV Meeting - Product Launch
WHY CoolPV?!?
FAFCO Corporate Headquarters
Chico, CaliforniaFriday, June 19,
2015
Solar teaching and preaching- How will I train my energy sales
professionals?
- How will I establish value?
When you have no value, all you have is a price. When you don’t have the lowest price, you have no sale. (i.e. the dollar value menu at McDonald’s)
Students in the solar sales classroom
“The limbic system supports a variety of functions including epinephrine flow, emotion, behavior, motivation, long-term memory, and olfaction.
The Limbic Approach To Selling
Emotional life is largely housed in the limbic system, and it has a great deal to do with the formation of memories.
Get emotional…..
Don’t be afraid to channel your inner Freeman!
A blend of emotional and technical selling.
You must drink the Kool Aid!!
The best of both…..
Sell by telling the story!
The Peanut Butter Cup Metaphor
Talking points in “the pitch”
• More efficient use of valuable roof space
- smaller footprint
- less roof penetrations
- less costly roof work
• Enhanced photovoltaic (PV) system with ADDED BONUS – thermal heating for your swimming pool
• Rid yourself of the “ugly side” of pool thermal
Talking points in “the pitch” (continued)• Worry free solar
- Made in the USA
- 30 year warranty (details to follow)
- Production guarantees (details to follow)
- Combination of the best two (2) manufacturers and products in their respective industries
• It is “cool”
- innovative and patented product design
- state-of-the-industry components
- superior engineering and design
Talking points in “the pitch” (continued)
• Exclusivity
- be the first in your community
- limited product release
• Urgency
- thermal qualifies for the expiring 30% federal tax credit
Sell as if…..
CAUTION
CoolPV will not be bought….. it needs to be sold!
Assumptive
CoolPV must lead NOT follow!
Nothing happens until someone sells something…..
• Immediate sales training
• Continuous role playing to overcome objections
• World premiere advanced sale
• Create a customer buzz!
Questions are FREE…..
Answers however cost money!
Questions…..
With sunny regards!
Phil DelNegroVice President of SalesRing me (Mobile): 619.861.8145 Ring me (Office): 951.790.0203Ping me (Work): [email protected] me (Play): [email protected]/in/phildelnegro
Thank you…..