Rebuttals/Overcoming Objections

**Remember to use 2-3 Rebuttals per call and DO NOT PAUSE after Rebuttals**

Note:
Remember to use the correct rebuttal when overcoming your objection. IDENTIFY, AGREE,
INFORM, & MOVE ON. Normally, we move on by ending our rebuttal with a question that’s
going to loop us back around to our straight line. This will help you regain control of the
call & this is how we overcome objections everytime. Remember once you give them
control, you lose the call, you don't set the appointment.

(Also remember to choose the correct rebuttals based on the specific concerns or
objections the person you are speaking with may have.)

Not Interested:
Direct Rebuttal: What Is it that you're not interested in? (Identify, agree, inform,
move on)

Transition Rebuttal: I'm not trying sell you anything, I was just reaching out to you
because your house looks like it has great sun exposure, (point out sun access)
and there some programs (continue with script)

• I understand. Now have you ever had an assessment done on your home to see if
you could benefit?

• We are a Solar Assessment Firm. We are not trying to switch you over to solar
energy, we are simply here to set you up with a better date/time to go over some
hard numbers, so that you can see the savings & the benefits that you can achieve
if you did decide to transition over to solar.

• Reschedules only (trying to act like they are not int. Or do not recognize inquiring
about solar)

o hmm okay, well it looks like we had you on our schedule for (whatever
date), do you remember speaking with my colleague at any point?

Not right now:

Solar Is a Process: I understand Solar is a process, even if you wanted to go solar
today, it would be months before we could actually install it. I'm not trying to sell
you a solar system right now, We just want to see if it's even a viable option for
your home. (back into the script)
 • Although I understand why you feel that way, I have to tell you that the time to look
into Solar is now. The federal tax credits & the solar reusable energy credits that
you would see are going down each yr & the cost of electricity is constantly rising.
The longer you wait, the more you lose. The time to save is now.

Cost to Much/ Price:

Short Response: You will save money the very first month, compared to how you
pay for your electricity now. as long as you qualify. (back into the script)

Savings Example :I understand, But the cost of going solar can immediately be less
than what you are paying for electricity. Let's say you have a $150 electric bill that
you eliminate with solar, and your solar payments are $120, you are saving $30
Immediately without coming out of pocket? Does that make sense? (Move to
Script)

As long as you qualify: Our goal is to make sure the customer saves money the
very first month, as long as you qualify.

• The consultation is completely free, there is no obligation and as long as you

qualify for the system, it is zero down with no money out of pocket.
• You're already spending the money now on your electric bill each month.
Essentially all you would be doing is swapping out that high fluctuating electric bill
that you pay each month, for a lower fixed solar bill, anywhere from 30-50% less
than what you're currently spending.

Can you call back/I’m busy/Wrong Info *important to apply

this*:
This will be quick: Ok, l'Ill be quick (Continue Script)

• Are you currently still a homeowner in the state?

Send me Information:
There is no information I can send: Any general info can't give you an idea of cost
vs. savings or if solar is even a viable option for your home. Every home uses
electricity differently and produces different results, that's why we would have to
do an analysis of your bill for you to have the info for your home: (Move to Script)

• * Any information through the mail would be very vague. Every single home is
different, even if they look the same. We have to consider your monthly electric bill,
your roof structure, and your sun exposure. That information is SPECIFIC to your
home only. We put down on paper exactly what you would be saving, and the
benefits of going solar. This way you can look it over at your own pace with your
 household, and see if this is something that is a feasible option for you. This
information would remain valid for the next 12 calendar months (1 year)

• I'm very glad you're interested but each consultation/assessment is customized to

your home specifically. We take into consideration your roof's orientation & pitch,
sunlight exposure, and your utility usage. This gives our specialist the opportunity
to see your home in person so we can give you the best and most accurate
information available.

Already have a company coming out:

It's best to get multiple quotes: Ok great, just like shopping or insurance it's best to
get multiple quotes so you can compare to see what the best option is for you and
your family. When is that appointment with the other company? (SET
APPOINTMENT BEHIND THE OTHER COMPANY)

• We are happy you know the importance of going solar and are open to having a
consultation done on your home. We think you should know it is just as equally
important to be sure you are getting a second opinion and weighing out your
options. It will only take us about 20-30 minutes to get all of this down on paper for
you, we leave that information with you and it will remain valid for the next 12
calendar months.

Need Roof Done first/ Doesn’t Want to Damage Roof/ New

Roof:
We do roofs: Perfect! We do roofs as well. In fact, if you get your roof done as part
of the program you can get a lower payment than financing the roof separately.
The solar programs allow for 50% of the program to be for home improvements!
(Continue with script)

• Great News, we also are able to provide you with an in-house roofing program that
allows the solar company to repair or replace your roof at no upfront cost to you in
order for you to go solar. We will only install on roofs that we believe will support
the solar system for the next 25 years.
• A lot of homeowners have the same concern. We use a special railless racking
system that utilizes the absolute least amount of roof penetration and is
guaranteed not to leak for 25 years.
• (ONLY IF THEY HAVE AN ACRE OF LAND OR MORE)
o If you have over an acre of land, we would also be able to install ground
mounts as well, where the system is actually mounted to the ground, rather
than on the roof of the home.
Other Home Projects/ Moving Out :
Solar is a Process: That's no problem, I'm not trying to sell you a solar system right
now, even if you qualified it would be months down the road before we could start
the project and you wouldn't pay anything towards the system until 60 days after
installation. So you have plenty of time to get the other projects wrapped
up.(Continue with script)

• The agreement is assumed, which means that it is as easy as signing over the
home's current utilities to the new homeowner. They simply contact the solar
partner to take over where you left off. It also raises property value on the home!
The National Association of Appraisers have conducted studies and found that
homes with solar sell for 20-25% more and 18% faster than homes w/out solar.

• I completely understand, but i do want to add, even if you plan on selling the home,
It's worth it to at least look into Solar because not only does it lower your bill
anywhere from 30%-50%. You lock in at one flat rate & your bill will no longer
fluctuate up and down with the cost of energy. Most importantly, you're adding
value to the home.

• All of the initial installation, maintenance and labor fees are covered for you, you
pay no initial, upfront costs to switch over to Solar, you swap your high fluctuating
electric bill for a low fixed solar bill that will never go up or down on you & with all
of that, you also add value to the home. That makes it worth it to at least look into
what you can be saving.

Spouse won't be available/ Doesn't like aesthetic of solar :

Our Reps can answer questions better than you can relay the info: Since this can
be a fairly technical explanation to solve a long-term problem, we would like to
have your husband/wife there so we can answer any questions he/she might have
because our specialists are well trained and can answer any questions better than
you might be able to relay the information. Is there a time that works best for the
both of you?

• Actually, many people have the same concern. Depending on the orientation of
your roof, you may not even have to install panels on the front of your home. But if
you did, we install black on black tier 1, sleek, low-profile panels with a racking
system that matches magnificently with the system. Once installed many of our
customers genuinely like the way that they look. However, we are not coming to
install the panels today, Simply give you some updated and accurate numbers to
show you the benefits of going solar.

I know a person who had a bad experience:

 Bad Apples: Just like any industry, some don't operate ethically, at Stamina, we
pride ourselves on our positive reviews and local reputation for doing things the
right way. Our priority is to ensure that our clients receive accurate information on
their proposals and we would never recommend a system that wouldn't save you
money. We also guarantee our numbers in writing. (continue with script).

Don’t want a 25 year Loan/ Large Price Tag/ Don’t get the tax
credit:
Pitch Lease!:We actually have programs available, that as long as you qualify, you
do not have to take a loan at all. Your solar partner setup and installed the system
and just charged you less on the electric bill from day 1! They would also get the
tax credit and give you those savings upfront.

How did we get your number:

• So you must have expressed an interest in Solar Energy at some point in time, that
is why we are reaching out to you now. I'm not here to take up much of your time,
we just want to show you the benefits you would see by making the switch.

Does Someone need to come out to my home:

• Yes!
• “We would have a licensed technician stop by the home, he would take a brief look
at your roof's structural architecture from a ground level, the amount of sun
exposure your getting, and most importantly we take a look at your annual kilowatt
consumption, With that we will be able to build you a system size tailored to you
home, and offset your electric bill up too 100%.”

Our bill is already low/I don’t pay much during the winter seasons:
• That's great and I definitely understand. So you would try to look at things from a
different standpoint. If you switch over for about the same price, around $100-
$110/month, remember you're getting rid of your fluctuating electric bill in
exchange for one flat, fixed rate that is never going up or down on you. Whereas if
you don't switch over, your bill is just going to continue to rise along with the cost
of electricity. But now you're also adding more value to your home!

Does not reside at the home, rents it out:

 • If you put solar on your rental, it would raise the property value. Also, you can
collect federal and state tax credits, as well as receive monthly incentives called
SRECs.
o **(SRECs, Solar Renewable Energy Credits/Certificates, are a solar incentive
that allows homeowners to sell excess credits/certificates to their utility
company.)**

Too Many Trees:

• I can actually see your home via Satellite and it looks like you would be a great
candidate for solar. I have a pretty cool sunlight exposure application that I use, it
lets me see the type of sun exposure you're getting throughout the year, and it's
telling me here that you still have about 2,000 hours of usable sunlight per year for
solar.
• We offer homeowners the option of allowing us to remove their trees at no upfront
cost, so you can go solar if you choose. The licensed technician will be able to go
into more detail on what's best for your home specifically.

⚔Transitions/ Disarming Expressions⚔

• Our main goal is to educate people on how this works so they know their
different options.
• I'm not Trying to sell you a system right now, i just wanted to get you the
info to see if this would even be a feasible option
• Of course if your not interested i don't want to waste your time, but your
home looks like a great candidate (continue script)

“Waiting another 2-3 years before looking into Solar” “Waiting for
Solar to Evolve”
→ Although I understand why you feel that way, I have to tell you that the time to look into Solar is
now. The federal tax credits & the solar reusable energy credits that you would see are going down
each yr & the cost of electricity is constantly rising. The longer you wait, the more you lose. The
time to save is now.