Solar PV for Sales Professionals - 4 Days

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.

Who?

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.

Course Includes

Your tuition fee includes instruction, materials, text book, examination fee, labs and daily catered lunch on all 4 days. All students receive a course completion certificate on the last day. Students who pass the certification exam on the last day are also awarded the Certified Solar PV for Sales Professional certification.

Prerequisites

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

Testimonials

The instructors really care for their students. Thank you! My brother and I are excited to begin our new adventure in solar energy.
- Ricky G.

Syllabus

DAY 1

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 - 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 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

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