“Not interested.”
“Oh sure, so you don't get power bills anymore?” (Yes, we do.) “So what's holding you back from lowering them?”
Static Solar · Setter training
AIDAS at the door
Attention · Interest · Desire · Action · Satisfaction
Nasim van Veenendaal · Sales Manager
02 / 18
Today's two hours
| Time | Block |
|---|---|
| 0:00 – 0:10 | What a setter's job really is |
| 0:10 – 0:55 | AIDAS, step by step, plus common objections |
| 0:55 – 1:05 | Break |
| 1:05 – 1:45 | Roleplay in groups of three |
| 1:45 – 1:55 | Debrief |
| 1:55 – 2:00 | Next session preview and commitments |
03 / 18
Book appointments that actually sit.
The closer sells the system. You sell the next hour of their time, and trust in Static Solar.
04 / 18
Five steps at every door
Classic AIDA stops at Action. We add S, because a booking that cancels is worth nothing.
05 / 18
Attention
Goal: earn the next 30 seconds.
Do
- Smile, step back from the door
- Name, Static Solar, local
- Give a reason you're on their street
- Keep the opener under 10 seconds
Say it like this
“Hi, I'm [name] from Static Solar, a local team out of Tweed Heads. We're helping a few neighbours in [area] with their power bills this week. Are you the home owner?"
Avoid: “Are you interested in solar?” It invites an instant no.
06 / 18
Interest
Goal: get them talking about their bill.
Do
- Ask, then stay quiet
- Let them talk 70% of the time
- Find the pain: bill, rises, past quotes
- Remember details for the closer
Say it like this
“What is your situation like? Do you still get power bills? Have solar? Use a lot of electricity? Big house hold? Lots of appliances? Sauna? Pool?...
Out of curiosity, what's your power bill running each quarter? Has it crept up this year?”
Avoid: pitching panels before you know their situation.
07 / 18
Desire
Goal: make the cost of doing nothing real.
Do
- Ask what they've tried and what held them back
- Repeat their numbers back to them
- Ask where it's heading
- Paint the after: lower bills, control
- Let them say the benefit, not you
- Find the objection before it finds you
Say it like this
“So about $[X] a quarter and climbing. Have you looked at lowering that at all? What's held you back?”
Sell them the dream. NOT the system: the APPOINTMENT.
Their numbers, their words. Let them feel it.
08 / 18
Action
Goal: a time in the diary, with the right people.
Do
- Offer two times, never “when's good?”
- Both decision-makers present
- Recent power bill on hand
- Lock in name, mobile and address
Say it like this
“Our energy consultant is on your street Thursday. What works better, morning or afternoon?”
Avoid: leaving with “I'll call you later.” That's a lost lead.
09 / 18
Satisfaction
Goal: an appointment that sits, and a homeowner who trusts us.
Do
- Sell Static Solar: local, ~8 years, owns Nickel Energy in Lismore
- Expect a confirmation call from Alexis, she's not an AI
- Check if they got the confirmation on the spot
- Leave on a high and use their name
Say it like this
“Energy consultant will be here Thursday at 5:30, for about an hour. Have a recent bill handy.”
Avoid: rushing off the moment they say yes.
10 / 18
Cancellations are decided at the door.
Rush the S and the booking falls over. Build trust, and the homeowner is waiting for the closer.
11 / 18
Common objections
“Solar's too expensive.”
“Yeah it's not cheap. But are you able to afford your power bills?” (Yes.) “Then you can afford solar. Power bills won't pay for themselves. Solar will. Right?”
“I need to ask my partner.”
“100%, it's a big decision. Let me grab your details and pencil in a time for you both. If it doesn't suit, call Alexis on the number in the text.”
“We're renting.”
“Thanks for letting me know. Do you know who owns the place? Are you close?” Not close: move on.
“We already have solar.”
“Oh great, how long have you had it? Still keeping the bills down? You don't see any bills anymore?” [Yes I do] "Oh, how come?"
12 / 18
10-minute break
Back at [time]. Then you're on your feet.
13 / 18
Roleplay in groups of three
Setter
Runs the door from first knock to confirmed booking, all five steps.
Homeowner
Plays the scenario card. Realistic, not impossible.
Observer
Scores each step on the AIDAS card and leads the feedback.
3 rounds · 5 min at the door · 5 min feedback · rotate
Every group mixes experienced and new
14 / 18
Homeowner scenarios
ROUND 1
Busy but friendly
Cooking dinner, will give you two minutes if you're quick.
Hits you with: “I'm a bit busy right now.”
ROUND 2
Burned before
Three solar companies knocked this month. Wary of pushy sales.
Hits you with: “You lot are all the same.”
ROUND 3
Joint decision
Keen, but the partner handles the money and worries about cost.
Hits you with: “I'd need to ask my partner” and “It's too expensive.”
15 / 18
Observer scorecard
Score each step from 1 to 3. Select one score per step.
Feedback: one thing they did well, one thing to try next round.
Scores stay on this page only and reset when you reload. Use Print to keep a copy.
16 / 18
Debrief
- Which step felt hardest?
- Which line got the best reaction?
- Where did the conversation slip?
17 / 18
People say yes to people like them.
Read
Before they say much, a homeowner shows you how they want to be spoken to: how they stand, how they talk, how fast they move.
Mirror
Meet them there, subtly. Slow down for the careful ones, get to the point with the short ones.
Think about it this week: on the doors where you just clicked, what were you doing?
18 / 18
Pick one letter to sharpen.
Say it out loud to the group, then go and own it.