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Compelling solar sales pitches: storytelling and social proof

Posted by Conlan O'Leary on Oct 24, 2018 11:11:51 AM

In part one of our series on boosting your solar sales using the science of decision-making, we looked at two key concepts: single option aversion and the decoy effect.

Together, these two principles can help you close more deals by presenting options designed to facilitate confident buying decisions.

This time around, we’re going to discuss storytelling and social proof--two more science-backed concepts that can have a meaningful impact on your close rate. We’ll dig into what makes these techniques so effective and how you can leverage storytelling and social proof as part of a repeatable sales pitch.

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Topics: Solar Software, Solar Financing, Solar Proposal, Tips

Why options matter in solar sales: lessons from decision science

Posted by Conlan O'Leary on Oct 16, 2018 3:26:24 PM

This month on the Sighten blog, we’re kicking off a blog series exploring several key principles in the science of decision-making. Using some simple yet powerful concepts, you’ll be able to make sure your solar sales process maps to how the human brain actually processes information and makes buying decisions.

Adopting these data-driven strategies will help you develop effective, repeatable ways to close more deals. We’ll also show you how MyProposal, Sighten’s solar proposal tool, makes it easy to incorporate these insights into your sales process.

This post will focus on two separate but related concepts: single option aversion and the decoy effect (also known as the asymmetric dominance effect). While the scientific jargon can make these seem like complicated concepts, they’re actually fairly intuitive.

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Topics: Solar Software, Solar Financing, Solar Proposal, Tips

Keeping PACE with Sighten

Posted by Conlan O'Leary on Sep 13, 2018 11:58:01 AM

In previous posts, we’ve discussed the competitive advantage of residential solar companies offering multiple types of financing – particularly in the context of our fast-changing, ever-evolving industry.

As the market for solar continues to expand to include greater economic and demographic diversity, it becomes more and more important to have a range of financing options to match the specific circumstances and preferences of each prospect.

The Sighten platform, including our new MyProposal toolset, is designed to make everything that’s complicated about your job simple – including financing. We’re excited to announce that we’re bringing that same simplicity to a type of financing with a reputation for being uniquely complicated: PACE - Property Assessed Clean Energy.

How does Sighten simplify PACE? Read on, or if you’re already a Sighten customer, reach out your account manager or info@sighten.io to learn more about our integrated PACE financing options.

 

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Topics: Solar Software, Software, Solar, Solar Financing

The re-emergence of solar leases?

Posted by Conlan O'Leary on Mar 15, 2018 8:45:46 AM

In terms of where the sun is shining in residential solar financing, solar leases have recently been overshadowed by solar loans. Industry publications have touted the rise of solar loans in recent years, and our experience with Sighten customers has borne this out. A poll taken at our recent solar financing webinar found that around 30% of installers currently offer leases, and approximately 40% have never offered a lease.

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Topics: Solar Financing