A short guide to handling common objections

In the rapidly evolving world of solar energy, misconceptions about solar batteries persist. These misconceptions often cloud the judgment of potential buyers and can lead to hesitation in adopting what is a pivotal element of modern renewable energy systems. 

As a solar sales professional, it’s crucial to dispel these myths and present the compelling and evolving truths about solar storage systems. Let’s tackle these misconceptions head-on and arm you with some useful objection handling techniques.

Misconception 1: Solar batteries don’t offer good payback

The Reality:

The early days of solar batteries saw high prices and longer payback periods, which deterred homeowners from taking the leap to solar energy storage, instead opting to just get panels. However, technological advancements and increased market competition have significantly improved the payback for solar batteries. The combination of reduction in overall battery pricing with increasing energy costs, payback periods continue to reduce. And with power prices being so volatile and not showing signs of slowing down, not offering a solar battery as part of your packages means your customers may miss out on additional savings. 

In addition, with $0 up front payment solutions available to help fund the purchases now commonplace, you can often showcase immediate savings on energy bills making a solar battery much more attractive vs years gone by when they may have been more of a vanity purchase (i want to have the latest tech), or a way to not be tied down to big energy companies and meeting personal beliefs, desires and ideologies to power a more sustainable future for everyone.

Objection Handling Tip:

Showcase historical data vs. current figures to highlight the reduction in payback time. Showcase the benefits and flexibility of how you can pay and match these to your customers objectives and financial situation. If you have the opportunity, develop and use case studies or testimonials that demonstrate real-world payback figures from your existing customers to grow trust and authenticity.

Misconception 2: Batteries Are Too Expensive

The Reality:

While batteries are an additional upfront cost, they are best viewed as an investment that unlocks greater energy independence and control over electricity bills now and long into the future. Evaluating them based on just lump sum cost, does not illustrate their true value over time. In addition, with advancements in technology and quality of battery solutions available, the price to value equation continues to improve. For example, take the modular nature of flagship products like the AlphaESS SMILE S5 battery & integrated hybrid inverter that allows your customers flexibility to start small and expand their storage capacity as their needs grow or as their budget allows. In addition, with a comprehensive and powerful 10 year warranty available for all AlphaESS SMILE S5 batteries you purchase from Powow, you can offer your customers the ultimate in flexibility, performance, security and trust.

Objection Handling Tip:

Illustrate the long-term savings on energy costs, especially during peak times when grid prices are highest. Remind customers of the flexibility of modular systems that allow for gradual investment. Warranty, Warranty, Warranty! Familiarise yourself with the often subtle but significant differences between warranties offered by different manufacturers. For example, unlike the warranty offered via Powow for the SMILE S5 battery, some battery warranties are compromised by VPP participation, effectively shortening the warranty and number of cycles covered significantly. 

Misconception 3: Solar batteries are unreliable

The Reality:

Today’s solar batteries are robust, with warranties and life spans that make them more reliable than ever. High-quality batteries like the AlphaESS SMILE S5 undergo rigorous testing and come with warranties that ensure peace of mind.

Objection Handling Tip:

Discuss the warranty terms and the track record of reliability of the AlphaESS batteries. Explain how batteries can provide power during outages, adding a layer of reliability to the home’s energy supply. It’s also advisable to understand the differences between the different chemistries employed by different manufacturers and the benefits and impact on reliability and safety. For example, the AlphaESS SMILE S5 has the most stable chemistry available in the market (Lithium Iron Phosphate) vs some other battery manufacturers that use Lithium Ion chemistries that are more prone to thermal runaway. This recent battery recall is reminder that not all chemistries are created equal. https://www.accc.gov.au/media-release/consumers-warned-to-switch-off-potentially-dangerous-lg-solar-batteries-immediately 

Misconception 4: Solar Batteries are complicated to install and use

The Reality:

Modern solar batteries are designed with user-friendliness in mind. For example the AlphaESS SMILE S5 is essentially a plug and play battery that is easy to install and operate both for installers and the homeowner. With advances in remote tracking and monitoring technologies that our backend engineering team employ we can help you ensure smooth installations and during and post installation remote troubleshooting. In addition, customer facing energy monitoring apps such as the Powow App, provides customers with real-time insights into their energy production and consumption, simplifies the process of joining and managing the VPP, and even allows them to control their battery,  track their earnings and see their positive environmental impact.

Objection Handling Tip:

Offer a demo of the Powow App to show how easy it is to monitor and manage their energy storage and usage. Reassure them that you can provide remote and effective troubleshooting if it’s required. 

Misconception 5: Solar batteries aren’t environmentally friendly

The Reality:

Contrary to some beliefs, solar batteries are a linchpin in the transition to a more sustainable energy future. They enable the maximum utilization of renewable solar energy and significantly reduce dependence on carbon-intensive grid power. Furthermore, the narrative around the environmental impact of batteries is changing rapidly, thanks to advancements in recycling technology.

Today, the majority of a solar battery’s components can be recycled. Materials like lithium, cobalt, nickel, and copper found in batteries are valuable and can be reclaimed and reused at the end of the battery’s life. The recycling rate for solar batteries is climbing, with some processes recovering over 90% of a battery’s material. While battery recycling has been the exception vs the rule in the past, increasingly the industry, research bodies and enterprising companies are developing solutions to keep more batteries out of landfill in the future. And given that batteries are a relatively new addition to the renewable energy market, there is still a reasonable runway for these entities to develop solutions that will keep batteries that are being sold today, out of the landfills of tomorrow. 

What this all amounts to is that increasingly when a solar battery reaches the end of its usable life, it doesn’t have to end up in a landfill; instead, its core components can be repurposed, contributing to a circular economy.

Objection Handling Tip:

Educate customers about the life cycle of solar batteries and the recycling processes in place. Highlight the high percentage of battery components that can be reclaimed, underscoring the industry’s commitment to environmental responsibility. Reinforce the point that by investing in a solar battery system, they’re not only storing energy but also supporting eco-friendly practices.

Conclusion

Solar batteries are more accessible, reliable, and beneficial than ever before. As a solar salesperson, your role is to educate and guide customers through these misconceptions. With the Powow VPP, the AlphaESS SMILE S5 battery, and the right knowledge, you can not only overcome objections but also provide a service that truly meets the customer’s needs today and prepares them for a sustainable tomorrow. 

Use this guide as your starting point to converting more solar and battery sales and establish yourself as a trusted energy advisor. As you get more battery sales under your belt, keep adding to your library of objection handles and you’ll be well positioned to take more of a share of the addressable Australian solar battery market. 

For all your solar product wholesale needs contact one of our consultants today and find out how Powow can help you supercharge your battery sales in the future.

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