Course Description

This course will give you all the basics needed to be able to close a deal in the Brio platform from start to finish. It is meant to give you a foundation of sales skills upon which you can build; it will be the start to your solar sales-training.

VP of Sales

Michael Kaelin

Course curriculum

  • 1

    Intro

    • We Are Brio Energy

    • The Principles of Brio

    • Select Company Policies and Procedures

  • 2

    Basic Sales Training

    • How Solar Works

    • Closing vs Explaining

    • Consultative and Qualifying Selling

    • 5 Principles of Closing

    • Making Sure Your Customer Feels Understood

    • Clarity

    • Creating Pain

    • Concerns

    • Getting a Yes or a No
  • 3

    Pitch Structure and Examples

    • Basic Pitch Structure

    • Intro

    • Example - Creating an Environment of Understanding

    • Setting Expectations

    • Common Objections

    • Example - Common Objections

    • Pain Points

    • Example - Creating Pain

    • Example 2 - Pain Cycle

    • Proposal Breakdown

    • How to Explain the Finances

    • The Basics of Solar Tax Credits

    • Tips on Explaining Net Metering

    • Example - Explaining Net Metering

    • The Close

    • Example - The Close

    • Overcoming: "I want to think about it"

    • Example - Overcoming Concerns

    • Example of Full Pitch

    • Michael Training on the 5 principles (Long form)

    • Presentation Quiz
  • 4

    The Proposal

    • Proposal Overview

    • Page 1

    • Page 2

    • Page 3

    • Page 4

    • The Proposal Quiz
  • 5

    Closing The Deal

    • How to Generate an Agreement / Run LoanPal
  • 6

    Brio Solar App (BSA)

    • Brio Solar App (BSA) Overview
  • 7

    Financing overview

    • Mosaic and LoanPal
  • 8

    Creating Brio/TSS Contract

    • TSS Contract Overview
  • 9

    How to do a Site Survey (if needed)

    • How to do Attic / Outside Photos