4-Day Class: Solar for Sales Professionals

Intro to Solar Industry, Equipment & Technologies

System Design & Sizing Recommendations

Calculating ROI & Energy Savings
Customer Qualification & Sales Tracking
Quotes, Estimating, & Deal Closing
Using State & Federal Incentives

Using a blended learning approach of instructor-led training, hands-on labs, and computer-based software tools, this class is a "crash course" on the ins & outs of the PV Systems Sales Process. It is intended for experienced Sales Professionals moving into solar from other industries. The course overlaps most of the non-hands-on content from our 6-Day Solar Boot Camp, with additional information specifically useful for Sales Professionals: customer relationship management, lead generation and closing, deeper financial analysis of customer ROI, and using the consultative sales approach for solar. At the end of class, students will be tested on the completion of a mock solar project estimate and bid.

Before coming to class, students should be comfortable with:

• climbing ladders / heights (for customer site surveys)
• technical calculations
• B2B and B2C sales
• "coffee table sales" with customers or C-level executives

Solar-SSP-4-Day Class: Solar for Sales Professionals    $ 2395.00 Starting Dates Ending Dates Location Enroll   Sep 06, 10   Sep 09, 10 .  Fremont, CA

Hotel Package: For students traveling to one of our training centers we offer a subsidized lodging package that includes a hotel suite and free shuttle transportation (no need for a taxi or rental car) from the Newark or San Jose airports (EWR & SJC, respectively) for most arrival times.

COURSE OUTLINE
Day 1 – Industry, Equipment and Electricity
• Course & Resources Overview
• Instructor and Student Introductions & Backgrounds
• The Grid, Distributed Generation and Renewable Energy
• Intro to Solar Energy Systems, Types, Applications & History
• Solar Radiation & the Sun Earth Relationship
• Solar Panel Components, Cells, Panels, Array, P&N Junction, Bypass Diodes.
• DC Electricity – Volts, Amps, Watts & Effects of Temperature
• Lab – IV Curves, Parallel and Series Wiring, Radiation, Irradiance
• Solar Equipment types and Configurations
• Group Exercise 1 - System Component Choices for Customers

Day 2 - Inverters, Electrical & Mechanical Integration && Design Tools
• Inverters – Operation, Efficiency, Sizing, Types, DC to AC Conversion
• Electrical & Utility Integration
• Mechanical Integration & Roofing Solutions
• Maintenance, Trouble Shooting, Monitoring
• Solar Site Surveys, Sun Path Charts & Shading Effects on PV Generation
• Tools – Solar Pathfinder, Solmetric Sun Eye, Compass, Angle finders
• PV Solar System Design – Online System Sizing Tools & Google Earth
• System Sizing Grid Tied Systems and Average Sun Hours by Location
• Lab – Input Shade Calculations into the CSI EPBB Calculator
• Group Exercise 2 – DC to AC Efficiencies, STC, PTC, AC - CEC

Day 3 – On Line Quoting Tools, Financing, Monitoring, System Costs
• On Line System Sizing, CRM’s, Quoting Tools, Contract Preparation
• Presentation by Clean Power Finance
• System Costs, Economics, ROI & IRR Calculations, Incentive Types
• Utility Rates and Effects of Time Of Use Metering
• Environmental Benefits of Renewable Energy, Solar & Plug in Hybrids
• Energy Efficiency, Grid Peak Power and Peaker Plants
• Group Exercises 3 & 4 - PV System Sizing Exercises

Day 4 – The PV Market, Sales Process, Closing the Deal, Competition
• Effective Marketing – Who Buys, How to Reach Them, Why They Reach Out
• The PV Sales Process – Best Demonstrated Practices, Dealing with Objections and What Those Are, Identifying Clients & Their Specific Needs
• Making the Sale – Building Rapport , Closing, Case Studies & References
• Successful Solar Business Plans Explored
• Incentives and the Target of Grid Parity
• How to Differentiate Yourself from the Pack
• The Ethics of Selling Solar
• Relationship Between, Sales, Engineering & Installation
• Group Exercise 5 – Complete System Quote, Contract & Presentation

Call 888-893-0367 for details