I'll wait, prices are coming down: solar sales
The short answer
Do not argue about the market. Turn the wait into a number. Ask for the last twelve months of bills, then show what each month of waiting costs against the price you can see today. Let the buyer decide with both numbers on the table. If waiting is right for them, say so and mean it.
Take this call against an AI buyerWhy buyers say it
The buyer has heard that the price of solar falls over time, and waiting feels safe because it costs nothing today. They are not counting the utility bills they pay while they wait. Nobody has shown them that number yet.
How reps lose the deal on it
- They promise the price will go up next month. The buyer cannot check it and stops trusting the rest of the call.
- They defend today's price with a long list of features. The question was about timing, and the answer was about the product.
- They agree to wait and never ask what waiting costs. The lead goes cold with no date to call back.
Stronger lines to say
- “That’s a fair point. Let’s put a number on it. What did you pay the utility over the last twelve months?”
- “I can’t tell you where prices will go, and I won’t pretend to. I can show you what each month of waiting costs on your own bill.”
- “If waiting is the right call for you, I’ll say so. Can I call you in a month with your numbers worked out, so you decide on facts?”
Questions reps ask about it
What does waiting a year actually cost a solar buyer?
Twelve more utility bills, plus any change in the utility rate over that time, minus any drop in the install price. Put the buyer's own bills in one column and today's quote in the other. Leave next year's price blank. You do not know it, and saying so builds trust.
When is waiting the right advice for a solar buyer?
When the roof needs replacing first, when a move is likely soon, or when the bills are low. Say it plainly. A rep who says wait earns the call when the roof is done or the move is off. Set a date and write only when something real changes.
Should I mention incentives that might change?
Only what is in writing today, with the date it applies. Incentives vary by state and utility and they do change. Point the buyer to the official source and say you will confirm what applies to their system before they sign. Never use a rumored change as pressure.
Related objections
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