I don't want to get locked into a contract for that long.
Oh my goodness, we need to learn how to handle this.
My friends in the Solar Industry, keep running up against this, so I wanted to have another tool in the toolbox to help answer this question. Remember it is your job as the sales professional to explain the answer in such a way that takes the fear out of it.
What I have seen is that when asked this question, the salesperson seems to clam up. This is not that difficult an objection to handle.
You just need to use your head and be able to answer the question in logical terms.
If you are not confident in your delivery of this rebuttal, it will come off as disjointed and awkward, so I need you to pay attention to this.
Remember one thing, this Rebuttal I going to teach you here
is meant to be humorous.
It needs to be delivered almost in a laughing way.
Let me ask you the reader,
THE UPCOMING MASTER CLOSER,
to keep your mind open.
REMEMBER, you don't get paid,
unless your show is worth paying for.
The customer is the one who is paying you.
So you had better give them a good reason that you are the one who can handle everything for them, period.
If you're not prepared, their will be a MASTER CLOSER
who will deal with YOUR CUSTOMER'S CONCERNS,
and will place YOUR COMMISION CHECK into their bank account.
Let me see if I can make it easy for you to comprehend
with this example.
When you purchased your house,
if all you had been told was this...
"here is your payment, it will be subject to frequent price rate increases, you will never actually own it,
and by the way, your payments will never end."
Would you have signed it?
You would have to be the most moronic person in the world if you did.
How's that for making this easy to understand. It's literally that simple.
So do you want to know how to do it?
Yeah, I thought as much.
So here's the scenario...
Joe master closer has woven the potential objections within the presentation so they have already been answered, however Mr. Customer starts examining and the agreement, gets the deer caught in the headlight look and hits Joe with this...
Here we go...
(your gonna like this)
Mrs. Customer:
"Joe we appreciate what you have shown us, and you really did a good job, however the wife and I are just not willing to get locked into an agreement for that long. 25 years is a long time to be locked into an agreement for Solar Panels. We're going to need to think about this."
(SOUND FAMILIAR?)
(Note: Instead of losing his composure Joe Master Closer looks
Mrs. Customer dead in the eye and follows with this.)
Joe Master Closer:
"Mr & Mrs. Customer, do you mind if I ask you a question?"
Mr & Mrs. Customer: "No"
Joe Master Closer:
"What's the agreement, or Contract if you will, that you currently have with your utility company? The only contract the utility companies issue that I'm aware of, is that we own the power, you pay what we what we want to charge forever, or we shut you off. Is that your Contract with them?"
Mr & Mrs. Customer: "Yes"
(Note: In a jovial funny way Joe follows with this.)
Joe Master Closer:
"Mr & Mrs. Customer, doesn't that sound almost like
something the Mafia would do.
Almost sounds like this...
"Look, yooz guys are gonna pay what we want you to pay when we want you to pay it. Weez gonna jack up your rates any time we want, and yooz gonna like it. If you don't do what we tell you to do, when we tell you to do it, weez gonna cut you off.
Now yooz wouldn't like that very much, now would you?"
Now Mr. & Mrs. Customer, I know that this sounds like a funny example, but is there any difference between this example and what is actually happening to you monthly with your utility provider?"
Mr & Mrs. Customer: "No"
Joe Master Closer:
"Look you two are smart people, and it looks to me like you guys want to be in control of your own financial future as well as your own power. The best way to insure that you are in control is to take full advantage of this golden opportunity while it is still available. Because when it's gone it's gone and it doesn't matter who you are or how much money you have. The opportunity will be gone and you will be left beholden to any whim or price increase the utility company decides to hit you with permanently. With this the only people in the drivers seat are you two. By having an agreement set in place like this one, it checks off all of the boxes and you are in total control. Make Sense?"
(Note: Joe Immediately throws out his hand,
he doesn't wait for a yes, he then follows with this)
"With that being said, do you want the both of your names written on the contract for tax reasons as well as the warranty, or would only one of you be fine?"
Mr. & Mrs. Customer:
"Both of us, we file together."
Joe Master Closer:
"Got it."
That's it, Don't over complicate this.
IF YOU MAKE IT A BIG DEAL
THE CUSTOMER WILL MAKE IT
A BIG DEAL.
You need to act as though that this is just a simple question that sometimes comes up, but that it really is no big deal. You found the problem and solved the problem.
You need to be the UNRATTLED Pro,
Not the baby amateur.
You got this, I believe in you!!!
Da Bear