Ditch the Pitch!

CHAT and explain it at the same time? You're laughing!!

If they don't sign, they didn't connect with you. Some ppl it's immediate, some it takes time.
Either way without it they didn't buy into you, so will never buy from you.
If they don't meet you and you just talk about solar you're just a salesperson and that's cold.

Tips:
 Sell yourself - they won't trust you until they like you. Relationship is key. You can't get
a relationship talking about solar. That's selling. MUST find ways to get off topic.
Sometimes they're resistant, so I'll gain more interest and then once eased them up a bit
I'll focus more on breaking the ice by using the below 👇🏻👇🏻
 MUST BREAK THE ICE in intro and more and more using the chats.

Building Trust Tips:

 Ditch the pitch - if you just pitch, you're just a sales person so they'll never trust you.
To take you at face value you gotta become a master at getting off the topic and get
chatting. Then after you've connected then explaining it to them is TOTALLY different.
You'll feel them listening with a completely different feel.
 Tip: the faster you can achieve this, and the more ppl you can achieve it with the more
sales you will do. Simple.
 Pitching is presenting, and presenting feels like being pitched. Presenting is trying to
convince/selling. They'll never include you or your points in their decision. Rendering
you totally ineffective at influencing their direction

Ditching the pitch tips:

1. Find hot spots
2. Talk about what they're interested in
3. Be interested in their opinion
4. Asking someone their opinion if relevant is a huge compliment
5. Relate to them
6. Agree with their view points
7. Interested in their situation
8. Listening, and not being a salesman (Get off the topic of Solar, to things you can
both agree on)

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9. 3rd party stories
10. Use anything to get off topic. E.g. If stuck, their bill, can't find it, how I'm always
losing stuff, how generally losing bills is one of the good things etc etc
11. Tip. When chatting a bit chuck in there how nice/ cool 😎 people are in the
area. 😜
12. Ask who else owns the house? Chat about them, be interested, be impressed
about them and interested and ask questions or have a light giggle about them
and egg them on to tell me what they're like by being interested in the crack
(Irish word for scandal, fun, humour, banter, news, gossip and an ol bitteeen of a
chat)
13. The more light hearted the more they'll enjoy it. But if they wanna go deep and
open up I'll gently encourage that too by being interested and listening.
14. Giggle together! The more of a giggle you have together the more it's in the bag.
Laughing together about stuff is one of the great bonders of ppl. Become a
master at digging out stuff they don't like too and having a giggle about it. Egg
them on, on things they don't like. Egg them on, by being interested in the
humour of it and aren't they funny. We all love ppl we can share a laugh with.
15. Talk all about them.
16. Empathise, sympathise, share opinions/ similar aspects.
17. If you can end up in a deep and meaningful without pushing it. You're home and
hosed.
18. Get their advice on aspects of the discussion. HUGE!!
19. LISTEN, they'll often drop in there what they're interested in. Catch it and
develop it, flesh it out and encourage it. See below 👇🏻👇🏻👇🏻
20. Common grounding LOTS. We buy off ppl who understand us/ are the same. The
more similarities you find between you, experts tell us the more subconsciously
they feel you get where they are coming from. Become a master at finding and
creating a buzz about the things you have in common. I.e. If both foreign, be
interested in what they think of OZ and have a great chat about you feeling the
same way. If possible allow the conversation to flow onto all the easy topics to
chat comfortably about/ be interested in like what they do over here, how long
been here, missus/ fella from here, how long they're together, more money than
home, (if chatting I tell them the money is so much better than ireland too, there
was on x. Here on way more, for doing nothing, mtg people,chatting and filling in
everyone's forms. Brilliant) what part of that country they are from, what's it
like, relate ireland to that a bit. As we get more chatty I get to know them a bit

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better, often circle back to something personal like how did they manage to snag
an Aussie bird, cause lots of them are smoookin! Or they brought them from
France, very good cause there's some HOT French girls, you've done well! How
long been together, is she cool, have a giggle together about the reply and relate
it to my missus, if they're close I'll light heartedly ask is she the one, we'll chat
or giggle about that and then while we're getting on great (ice smashed!) I'll get
back to explaining where I was. "Very cool, anyhow I'll show you how this works
really quickly........" Or if chatting to an Aussie I'll find a hot spot like the
fact they can't meet tonight cause they've got footy practice and be interested in
that and build from there. E.G. Ah very good, that's a brilliant game, how long
have you been playing, is it a good laugh, good bunch of lads, have a good laugh
together? if they start telling me some of the mad stories I'll be impressed and
relate to me playing Irish equivalent and the banter, but it sounds like some of
your lads are mad laugh altogether, I'll ask how often they train, light heartedly
ask are they any good, if yes I'll be impressed and interested and find out about
their achievements, if I'm thinking of playing I'll ask can anyone play, how do you
go about joining etc. If not I'll then ask if the missus plays sport, have a chat
about that, or a giggle depending on their answer, relate her to my missus, (be
interested in a chatty way) are they long together, do they get on well, if I can
make it flow get them telling me what they enjoy doing, relate it to me, I'll be
impressed with aspects they tell me, on the good bits I'll tell them id love to have
that good with my missus, we do similar but not that cool, I'll mess is she the
one/ or if they're slagging her we'll giggle about women. (If they're mad about
them I'll chat about them and be impressed about aspects what does she do and
end up saying sounds like you've done well ya lucky fecker, where did you say
you guys met? Very cool and if they're telling me more we'll chat more) I'll move
on to other stuff like if they're not keen on their partner I'll chat about that with
them in light hearted way . So are you gonna leave her ya mad thing, giggle about
that, talk about where that leads etc. The more the conversation flows the more
I'll get to know them and them me a teeny bit on more personal issues (careful
here, not to much to fast. If it flows all good, if not don't try to make it) I'll get it
all very light hearted and be interested in everything they're telling me about and
chat about what they're telling me. The whole chat is very light hearted and the
more we giggle together about stuff, the better we are getting on a level. Once
had a great chat I'll get back to where I was " Very cool, ok I'll show you this
really quickly cause I've gotta boot. "So basically they're gonna install all these
ppl in a couple of weeks, and how it works is........" if we don't get

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 on the sport vibe or they don't drop any hot spot clues (LISTEN) I'll dig some
out. E.G. So are you from Perth, wow very cool. Brilliant city, do they like it?
Yes/ no chat about that and where it leads I'll develop that. If love it we'll chat
about how great it is, what they go in off time, be interested in all the cool
places I can find out about and will have them being a mini tour guide and giving
me lists of places to go that I'll be writing down frantically, did they grow up in
this are, how lucky they are, relate it to Ireland but how much better it is here,
how much I like it and find the Aussies really cool, and tales of how many have
been so cool to me, so friendly bringing us to barbies, great laugh similar humour
to home, relaxed chilled ppl who enjoy a laugh and a beer, lucky lucky so much
better than where I'm from if they're interested I'll talk about some of the
reasons why, hope I can stay etc. If not from perth I'll chat about where they're
from and how great/ shit it is, relate it to Ireland, how lucky they are, what they
work at, must be doing well etc etc etc
How you know you're brilliant at it?
You'll be leaving with:
 Them making lists of places for you of places to see/ go
 They'll be giving you their numbers for a reason to do with your chats
 They'll invite you to the footy club, or suggest you join their one. Same thing. Or
they'll be helping you find one in your area.
 Eggs
 Kangaroo to try
 Fish they caught
 Phone numbers of their friends to help you with something
 Dinner 🍴
 Drink to try at home
 And on and on and on. You get the message. This is when you're shit hot. Watch
the movie 🎥 war dogs. All about being able to be the person ppl want you to be.

Easy topics for them to chat comfortably about to get the ball rolling like:
What they work at, going out, hobbies, sport, are they local, new to perth, any local
knowledge advice, is it worth visiting the city they're from? Have a giggle or if they love
it be interested, what they do in off time, where there are cool places to go, are they

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 here long, are they staying, why not/why?, how do they find the heat ..relate, is the
recession affecting work, do they know many laid off, are there many places to go out,
what they think of OZ, do they miss home, does their missus miss home..... and on and
on and on
Finding things they're au fait with and asking their advice is always a good conversation
opener. If you're interested in what they know about they'll tell you everything. Be
impressed and interested and they'll love you.
Ppl LOVE ❤️ talking about themselves, things they're interested in or know a lot about.
Get them telling you all about it and they'll feel they are having the best chat ever!! But
you're not really talking just encouraging it along.

Then once getting on grt, if needed (if we're not totally clicked) I'll develop it by being
interested in slightly more personal stuff. Gently as you go!!!
I'll find a link to ask where's their partner from, do ye get on well, (giggle or be
interested and impressed) how long together, cool places to go for me and the wife etc
etc
What they work at, their opinion on topics raised, what they think about the
economy/govt. I'll get their advice on will it last, what will happen, who'll fix it, etc etc
etc
If getting on grt here I'll talk about the feckers coming for our rebate, and just taken it
in the other states etc etc

Gotta become a master at taking one wee point they're interested in and developing it
into a chat. Egging it/them on. Encouraging it. Being interested in it. Laughing where
possible about it and most importantly agreeing on LOADS of aspects raised along the
way while relating their thoughts 💭 on how you think too. Learn how to flesh it out,
and use other points THEY raise to chat about those too. Off on tangents, but be mindful
to not exhaust it.

Tip: Inviting you in!

If they invite you in you're laughing. If getting on famously I'll save time EVERYTIME and
explain we're not allowed. (The job is already done, why waste time and lose another

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sale?) If no real relationship I'll go for it but after chatting for 10 I'll be closing 5 mins
later. They're keen!!!
Nobody invites you into their home that isn’t keen!
(Ladies make sure their partner is there, if you can’t see them DO NOT GO IN!)

Tip: Test the water. “If we can do this for you, are you in Perth over the next couple of
weeks to get installed aswell?”
If the answer is yes, start working towards picking system and closing! Theyre in!

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