Objection: We Sat Down 3 Times / We Sat Down With Lumio Already Flashcards
HO: yea we sat down with Caleb Champagne already. Solar doesn’t work for us.
Okay. Yes, Caleb! Sounds like you met the most interesting man in the world? He’s great huh!
Let me ask you this:
How long ago did you sit down?
HO: hmm, like 6 months ago? A year ago maybe?
Gotcha. 6-12 months ago, quite some time has passed since then. A lot has changed and updated in that time frame.
John, tell me, just so that I can better understand your unique situation:
What didn’t make sense 6-12 months ago when you sat down with Caleb Champagne; IN ORDER TO GET YOU A LOWER POWER BILL AT THAT TIME?
LIKE WHAT SPECIFICALLY… DIDNT MAKE SENSE?
HO: we just didn’t want a 65k loan man..
We like solar, just don’t want the debt. Can’t afford it right now.
Ahhh. So you sat down and once you learned Solar was going to cost you $65k… you don’t really want to deal with the loan..the interest…the debt to income.. am I understanding that correctly?
HO: Yes! Absolutely.
(Using the Objection Framework Step by Step:) leading with Step 3 since we already found out the info from Step 1&2 above ^
Rep: okay. I understand now. Well “just so you’re aware”, there are NO more loans, NO debt, & NO out of pocket costs. That’s why I’m here today..
THATS what’s changed in the last 6-12 months and why I’m here to update you. Thanks for dealing with the boring guy lol.
Now, I’m getting ahead of myself. Not here to suggest you go solar because it still may not be the right fit for you.
Since you sat down with Caleb though, can I … can I make a suggestion?
HO: of course!
Well, you already know how solar works. So we won’t bore you with the same old speel. But what id like to suggest is that we sit down just quickly, so that we can update you on WHATS CHANGED so that you’re caught up to speed..and we will be out of your hair in no time. Sound fair?
Ho: sure, that’s fine with me
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Notes:
Through this process we learned HO sat down within the past year.
We asked what didn’t make sense at that time, to get him a lower power bill (everyone’s end result)
We asked him “like what specifically” didn’t make sense … this gave us his biggest hot button.
Then, using the Objection Framework, we explained what changed with his concerns (debt/loans) and we deflected to savings report stating he still needs to be eligible to see those updates.
We pulled back by making him feel that we understand he’s knowledgeable on Solar and we aren’t going to re-pitch him. We will just pop by and update him on what’s changed so that he’s caught up to speed.
Lastly, we set him again! ♠️
