PVOL206: Solar Training - Solar Business and Technical Sales - Online

Discuss the basics of policy and its effect on the solar industry

Identify resources to learn more about policy and keep up to date with new developments

Describe general sales tips

Discuss common objections

Identify techniques to close a sale

Identify customer motivations and needs

Discuss project timeline with customer

Manage customer expectations and advise about PV system limitations

Discuss manufactures, installation, and roof warranties

Explain expected system performance

Identify jurisdictional issues (zoning, fire marshal regulations) and city, county, and utility requirements

Understand electric bill terminology, key information, and billing procedures

Recognize any variations in energy use

Determine property type, house orientation, roof tilt/angle, and available area

Identify any shading and evaluate obstructions

Estimate array size based on customer budget, kWh consumption, and / or available roof area

Price array size based on average $/watt

Develop price range, savings estimate, and preliminary economic analysis

Present (verbal / brief) initial ballpark proposal and benefits, discuss customer's budget limits

Identify overall customer considerations and general safety requirements

Define the electrical meter and main service panel information required

Identify point of interconnection, location for electrical equipment, and location for conduit runs

Describe factors to consider with data monitoring

Determine maximum PV capacity that can be connected to a specific service and/or electrical panel

Create a final array layout

Accurately estimate PV system production

Define metrics to evaluate labor and material costs

Calculate an average residential system cost & identify the major contributing factors

Identify the main benefits of reviewing actual build data (job costing)

Define property tax exemptions, tax deductions, transfer credits, sales tax exemptions

Explain performance based-initiatives

Evaluate taxability of credits and other incentives

Review net-metering and feed-in tariff laws

Identify different utility financial structures and regulated and deregulated markets

Describe demand charges & the duck curve

Outline financing basics

Explore ownership models

Calculate annual and cumulative cash flow, determine payback

Calculate the environmental benefits of installing solar

Identify what to include in a proposal, the proposal process, and what tools are available to generate proposals