DOWNLOAD SOLCIETY APP NOW!Speaker 1 (00:03):Welcome to the Solarpreneur podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong and I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fail. I teach you to avoid the mistakes I made and bringing the top solar dogs, the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals. What is a Solarpreneur you might ask a Solarpreneur is a new breed of solar pro that is willing to do whatever it takes to achieve mastery and you are about to become one.Speaker 2 (00:42):What's up Solarpreneurs Taylor Armstrong here with another episode as usual here to make your time as a solar professional, much more enjoyable. And of course help you close more deals, generate more leads and referrals and dominate the solar industry. So let's jump into the episode before we get into this one, to think all of you that have gone on to leave a review or share the podcast. That's what keeps us going over here at Solarpreneur and just super grateful. It's coming up on a Thanksgiving actually in a few days as I'm recording this year and want to express my gratitude to all the listeners and all the people that have reached out to let me know that something's helps you or I made it easier to close a deal or get that next lead. That's really what we're all about here at the podcast and love hearing your feedback.Speaker 2 (01:40):So thank you. Thank you so much for those who haven't done that and wanted to give a shout out as well too. We got a recent review from a sports master 92. He says amazing. I listened for the first time last week, my team was in a slump and I made all of my reps start listening and we have had a big turnaround that quickly have in we'll keep recommending sports master 92. I love sports as well. You rock. Thanks for the good review. And so today's episode, we're going to talk about something that has been helping me quite a bit recently want to give my man a Jason newbie, a shout out something that I didn't remember, but we've been doing some trainings here in our team correlations. And I started implementing a couple of these techniques and it's been helping me immensely.Speaker 2 (02:35):Just get people to open up more, get people to listen. And those of you that knocked doors, really anyone, whether you're knocking doors or closing deals, that's what we need. We need people to open up to us. We need them to tell us what they're thinking, because really that's how you're going to gain the trust. That's how you're going to know how to overcome their objections. And really that's the goal of any fact-finding you can do as you're sitting in these. You just want people to spill the beans. You want them to tell you exactly why they haven't gone solar. Exactly what their concerns are, because guess what they tell you, those things the deal's done. They just told you exactly how to close them. Because if you can overcome those objections and answer those questions that they're having answer the reasons why they hadn't gone solar yet, boom, it's a done deal.Speaker 2 (03:23):So today we're going to talk about two techniques to ninja techniques that help your prospects open up in a way that they wouldn't otherwise. And these techniques, they come from a book called never split the difference by Chris Voss, great book, recommend a hundred percent go read it. I need to reread it. I listened to it on audible, but ton of takeaways you can get from that book. And for those that haven't heard of the book, Chris' boss, you as an FBI, negotiator would literally negotiate with you know, people doing crazy things murders, I don't know, just all sorts of different situations. And he takes what he learned and talks about how we can apply those same negotiation techniques in the business world and in cells. And so two of his tec