“ I asked this magic question: 'What would it take for you to be willing to buy solar now?'” - Mike Morris

This is locking down the price. Brytt watched me do it. And then when he went out to close one of his own, he forgot to do it. And then he got sideways and hung up. Actually, it's the same close. He got sideways on this and then he couldn't close it. And then he hit me up and then I figured out how to get on the next one, which is to cover their interest rate. But I've run into this a lot where I've got a customer that's not gonna buy for some reason.

Magic Question

Okay, how do I get an uncommitted or an undecided customer to buy? I asked this magic question: “What would it take for you to be willing to buy solar now?” I’ve got to admit that this happened to me recently and I really hated it. I think Brytt, I think we walked away with about an $8 ,000 commission so it wasn't a loss, but it would have been much much more delicious. The customer’s like, "I want 10 % off." To myself I'm like, "10 % off? Holy cow, that's a lot." And I said, "Okay, I think we could look at that. So, you're saying you would buy at that?" And he goes, "No." And I'm like, "Well, what would it take for you to buy?" And he goes, "That was a clue, that 10 % off." And I said, "Well, what would it take you to buy?" And he's like, "I want..." I mean, he's not even a buyer. He's just dorking around with me.

Lock Commitment

And he's like, “I want another 10%.” I'm like, “Whoa, you want 20 % off the price, right?” He goes, “Yeah.” I said, “But you'd be willing to buy now if I took 20 % off?” “Yeah.” I looked at his wife. I said, “You're my witness. He said that if I was to knock 20 % off,” I don't even know if I can do it. That's crazy. I continued and said, “but you're my witness. If I can do the thing, he says he's gonna buy, right?” She goes, “Yeah, I saw that.” I was like, “Okay.”

Close

So I could do the math. I'm thinking, “Well, ain't gonna be much, but good thing there was a bunch in there.” I put my hand out. Okay, I guess we're doing it. Shook his hand. But the problem is, he was already down the path and he was already committed. And because he was committed, it's hard for people to uncommit after they commit so solidly. All right, cool. Put my hand out, shook his hand. Boom, the guy turned into a buyer.

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Case Studies

Tyson Stone

"I just knew if I didn't try something else, my life wouldn't change. I'm young, was working at Rocky Mountain ATV/MC at $17/hr. I've averaged $320/hr working with Mike."

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