The mark of a good salesman is identifying customer needs
and providing them the products they need to fulfill those needs. I’m taking a break from design posts to take
a look at the sales side of solar and some of its unique challenges. I've enlisted the expertise of our resident
sales guru, Tim McGivern. Tim is a
seasoned veteran of sales with a firm grasp of customer interaction, and he
comes with a wealth of knowledge and experience. Today’s challenge is how to sell quality and
value versus pure cost in a solar project.
Find the right solution for your target customers and the
products you use, and focusing like a laser on them to efficiently and
effectively grow your business while leaving your customers satisfied. In dealing with your customers, it is your
job to make that value proposition and demonstrate the unique quality of your
products. The pitfall in the value vs.
price relationship is when you try to sell someone purely on the price of a
solar system. This is a battle that you
will never win in the long run. If your
customer is a price shopper, they will have zero loyalty to you and fail to
appreciate your integrity and good faith in delivering them a quality product. If you get the sale, you are left with low
margins and no room for error in the installation. If you don’t, it’s more time spent on someone
that’s just going to shop your quote to competitors. It doesn't make sense to do price-driven
sales when you are using high-quality solar equipment. Nor does it make sense
to install low quality equipment that will cost you future labor in repairs and
stressful customer service.
The value inherent in tier one solar panels, inverters, and
racking cannot be overstated. It can be
the difference of all solar cells being lined up on mono-crystalline panels, a
sturdy module frame, or higher efficiency cells. A company like Hyundai offers quite a lot in
added value because they are a diversified company that makes an efficient
solar panel and isn’t affected by potential tariff issues. Canadian Solar, while made in China, has
unique value that differentiates it from other Chinese modules like Trina or
Yingli, for example a high PTC/STC production ratio which points to excellent
real-world performance. While Power One
doesn't have the track record Enphase does with Microinverters, they have unique
value in being a bankable company that you can have confidence will be around
for years to come. Unirac combines
excellent pricing with extremely robust engineering and long-term performance
that no competitor can match. These are just a few examples.
Finding
the unique value in the products you use is the best way to compete against
cheap competitors that sell lower quality solar equipment. Let it shine!
chuyển hàng từ nhật về việt nam
ReplyDeletevận chuyển hàng nhật
vận chuyển hàng từ nhật về việt nam
chuyển hàng từ nhật bản về việt nam
chuyển hàng nhật về việt nam
chuyển hàng nhật việt
cách chuyển hàng từ nhật về việt nam
phí chuyển hàng từ nhật về việt nam
vận chuyển hàng từ nhật về hà nội
chuyển hàng đi nhật
vận chuyển hàng nhật việt
Good blog. Solar power has become very popular over the years. It has many uses and advantages and many people are making use of it.Solar panel installations for homes is getting broad and most homes have started knowing the importance of keeping the environment from carbon-emission, noise pollution, excessive wastage of money on unnecessary fuels and bills.For solar panel system Choose the quality products & services from FutureSolarUSA to set up the Solar panel system for your business, agricultural farm, commercial outlet, etc.
ReplyDelete