Will you still be here in ten years? Solar sales
The short answer
Answer with proof the buyer can check, not with a promise. Say how long the company has operated, what the warranty covers, who backs it, and what happens to it if the company changes hands. Hand over the paperwork. Never say "we are not going anywhere" and stop there.
Take this call against an AI buyerWhy buyers say it
A solar system is paid off or financed over years, and the buyer may have heard of installers that closed. They are not asking whether you are nice. They are asking who answers the phone when something breaks.
How reps lose the deal on it
- They say "we are not going anywhere" with nothing behind it. A promise from the person selling is not proof.
- They get defensive, as if the buyer insulted them. It was a fair question, and now the buyer feels dismissed.
- They bury the warranty answer in a long speech. The buyer still cannot tell who pays for a repair in year eight.
Stronger lines to say
- “That’s the right thing to ask before you sign. Here’s what’s covered, who stands behind each part, and what happens to those promises if a company changes hands.”
- “I don’t want you to take my word for it. Let me send the warranty documents and our license details, so you can check them yourself.”
- “If you want, I’ll walk you through a service call, from the first phone call to the day someone is on your roof.”
Questions reps ask about it
Should I mention how long we have been in business?
Yes, if it is true and you can show it. Give the fact and the proof, then move to what protects the buyer: the warranty, who backs it, and how to reach service. Facts beat adjectives.
How does a new solar company answer this honestly?
Say so and do not stretch the truth. Then point to what protects the buyer either way: the written warranty, who stands behind each part, and the license. A new company that is honest can still earn trust.
Can I offer references when the buyer asks for them?
Offer it only if those customers agreed to take such calls. Never invent a reference or share a name without permission. If you have none to offer, point to the written warranty, the license and the service process instead.
Related objections
Practice this objection out loud
Get a link to a free practice call. An AI buyer raises this objection and you answer in your own words.
The buyer is AI and the company is fictional. Read the AI disclosure and the privacy policy. Want the whole team practicing? See pricing.