Thinking about "repping" free solar systems.....

Catweazle · Post by **Catweazle** » 26 Feb 2014, 09:19

....any ethical considerations I should be aware of ?

I understand that most people would be better off financially by borrowing the money to buy their own systems, rather than renting their roof out, but many people just won't spend / borrow that sort of money. So, if I decide to promote Freetricity systems, with no money from the customer at all, will this be a good thing overall ? Or is there some hidden danger to the customer that I haven't spotted yet ?

Tarrel · Post by **Tarrel** » 26 Feb 2014, 09:28

I have heard of instances where people had trouble selling their house and/or getting a mortgage. The finance company regarded the panels as a "sitting tenant".

I guess it depends on what the company is expecting of you as a salesperson. If they're happy for you to present an honest, balanced case of the pro's and con's and allow the customer to decide, then fair enough. Personally, I'd have a problem if they expected me to do the "hard sell", whether that was because my job was under threat or I wasn't able to earn a living if I didn't.

HTH.

emordnilap · Post by **emordnilap** » 26 Feb 2014, 10:49

Cat - you can start with my house if you like.

Catweazle · Post by **Catweazle** » 26 Feb 2014, 11:19

I've looked at the mortgage / selling situation. Recent studies seem to show that houses with solar panels sell quicker and for more money, so I think it's OK on that score.

I made it clear to the company that I'm not a hard sell person, and I'm not going to sit in someones house until they sign up, they seem happy with that. I went on a quick training event, and there was no mention at all of hard sales techniques, they really do seem to think that the idea sells itself.

I'm naturally skeptical, but can't really see a downside so far. If the world goes tits up, at least you have a roof full of solar panels you can rewire for your own purposes.

Catweazle · Post by **Catweazle** » 26 Feb 2014, 11:20

emordnilap wrote:Cat - you can start with my house if you like.

I think you are a bit out of my area

RenewableCandy · Post by **RenewableCandy** » 26 Feb 2014, 21:01

The company do need to have a package in place for insurance and for checking the soundness of the roof before a build. Because the panels aren't "yours", if you need the roof repaired in the next 25 years, etc etc, there need to be procedures in place for that sort o'thing.

But apart from that, ethically even I don't see any issues.

RenewableCandy · Post by **RenewableCandy** » 26 Feb 2014, 21:03

Uh yes and I've just finished reading a book about "introverts" (called "Quiet", by Sue someone). Her research turned up some very successful salespeople who work along those lines, selling by basically knowing their technical stuff and being able to listen to what the punter is really saying. Sounds as if you'd fit right in

Tarrel · Post by **Tarrel** » 26 Feb 2014, 21:54

My corporate background is in sales, and sales training in particular. The most highly respected ideas and models in professional selling are built around a consultative, or "needs satisfaction" process, in which the lion's share of the conversation (or even the whole relationship) is based around seeking to deepen one's understanding of the customer, their goals and circumstances, and then taking a collaborative approach to coming up with the right product, package, service, whatever.

A lot of organisations pay lip service to this, saying; "we really listen to our customers" while simultaneously treating them like a commodity and ramming product down their throats. However, when done well, it can be highly effective as a way of building trading relationships.

(You're probably thinking I worked in financial services, but actually most of our clients were in the construction products business.)

Catweazle · Post by **Catweazle** » 27 Feb 2014, 20:21

The fact is, I don't have any sales background, and to be honest I have always had very little time for salesmen. When I looked for quotes for double glazing I told the reps that I would definitely not be signing on the day, that other companies were coming to quote, and actually told some of them to leave when they ignored my initial instructions not to give me all the bullshit about "todays discount".

I'm thinking that a straightforward approach, " We would like to rent your roof " , will either work or it won't but at least I'll sleep well.

emordnilap · Post by **emordnilap** » 28 Feb 2014, 11:14

Although I appreciate renting a roof is a one-off thing, I have to say that true honesty results in returning custom, as well as your clients becoming unpaid salespersons for you...

Hearing the downsides as well as the upsides works for me.

Tarrel · Post by **Tarrel** » 28 Feb 2014, 11:45

I have to say that true honesty results in returning custom, as well as your clients becoming unpaid salespersons for you...

You could be onto something there. I wonder if any of our political elite are reading.

Catweazle · Post by **Catweazle** » 28 Feb 2014, 11:51

emordnilap wrote:Hearing the downsides as well as the upsides works for me.

I have thought of a possible downside, although I personally think it's unlikely.

If someone manages to develop a low cost super efficient solar panel customers who had already rented out their roof wouldn't be able to buy and install them, and the value of the existing panels would drop so far that the installing company would not want the expense of removing them after the lease had finished.

emordnilap · Post by **emordnilap** » 28 Feb 2014, 12:03

Tarrel wrote:
I have to say that true honesty results in returning custom, as well as your clients becoming unpaid salespersons for you...
You could be onto something there. I wonder if any of our political elite are reading.

T, you know as well as I, truth in politics does not get you elected.

Tarrel · Post by **Tarrel** » 28 Feb 2014, 12:32

emordnilap wrote:
Tarrel wrote:
I have to say that true honesty results in returning custom, as well as your clients becoming unpaid salespersons for you...
You could be onto something there. I wonder if any of our political elite are reading.
T, you know as well as I, truth in politics does not get you elected.

More's the pity.

emordnilap · Post by **emordnilap** » 21 Mar 2014, 17:13

Solar PV to replace coal as “incumbent” technology

generation will move from its traditional place at the point of supply to at or near the point of use; the primary role of the grid will be converted to that of a back-up “battery”

Source