Solar Training - Solar Business and Technical Sales

Students who complete PVOL206 will be able to:

• Discuss the basics of policy and its effect on the solar industry
• Identify resources to learn more about policy and keep up to date with new developments
• Describe general sales tips
• Discuss common objections
• Identify techniques to close a sale
• Identify customer motivations and needs
• Discuss project timeline with customer
• Manage customer expectations and advise about PV system limitations
• Discuss manufactures, installation, and roof warranties
• Explain expected system performance
• Identify jurisdictional issues (zoning, fire marshal regulations) and city, county, and utility requirements
• Understand electric bill terminology, key information, and billing procedures
• Recognize any variations in energy use
• Determine property type, house orientation, roof tilt/angle, and available area
• Identify any shading and evaluate obstructions
• Estimate array size based on customer budget, kWh consumption, and / or available roof area
• Price array size based on average $/watt
• Develop price range, savings estimate, and preliminary economic analysis
• Present (verbal / brief) initial ballpark proposal and benefits, discuss customer’s budget limits
• Identify overall customer considerations and general safety requirements
• Define the electrical meter and main service panel information required
• Identify point of interconnection, location for electrical equipment, and location for conduit runs
• Describe factors to consider with data monitoring
• Determine maximum PV capacity that can be connected to a specific service and/or electrical panel
• Create a final array layout
• Accurately estimate PV system production
• Define metrics to evaluate labor and material costs
• Calculate an average residential system cost & identify the major contributing factors
• Identify the main benefits of reviewing actual build data (job costing)
• Define property tax exemptions, tax deductions, transfer credits, sales tax exemptions
• Explain performance based-initiatives
• Evaluate taxability of credits and other incentives
• Review net-metering and feed-in tariff laws
• Identify different utility financial structures and regulated and deregulated markets
• Describe demand charges & the duck curve
• Outline financing basics
• Explore ownership models
• Calculate annual and cumulative cash flow, determine payback
• Calculate the environmental benefits of installing solar
• Identify what to include in a proposal, the proposal process, and what tools are available to generate proposals