Solar Sales Specialist:
By MARY BETH MCCABE
In today’s economy, selling solar
is hard, but the long-term payout can be
exceptional in both financial and personal rewards. I caught up with Aaron
Husak, program representative for
the new Solar Communities photovoltaic (PV) plan, while he met
with homeowners in the San Diego region this
spring. We spent the day talking about how to
do the sales part of the business.
A full day for a solar sales specialist comprises just two or three in-person sales calls
to prequalified homeowners — people who
have expressed strong interest in a solar system. Most of the preparation is done over
the phone and Internet before the site visit.
Husak has already spent about an hour preparing for an appointment with Patty and Vic
Robertson (not their real names), and for this
visit, his second of the day, he partners with
Five professionals from Chris Reichart, a sales rep for Patriot Roofing.
Patriot installed the roof on the Robertson
home three years ago, so Reichart is a trusted
different parts of the advocate.
The Robertsons have owned this house for
35 years, while raising three sons. With the
business describe what it’s kids gone, they don’t know how much longer
they will stay here, but the children and grandchildren visit often. The yard is secluded, with
like to walk in their shoes trees and ivy screening a pool. A spa is heated
to 85ºF (30ºC) most of the summer.
During the visit the Robertsons talk about
on a typical workday. their priorities. They want to see the return on
investment before investing. “I expect to save
money right away,” says Patty. “We already
have become energy efficient with our windows
and lights, but we really do enjoy our swimming pool.” They also have questions about
maintenance costs and about a backup plan
should circumstances change in the future.
“I have to educate homeowners about the
value long term, and most are looking at the
immediate future,” Husak notes. “People don’t
trust a lot right now.” His job involves more
than just doing the math; he’s got to establish
trust for a 20-year plan.
Husak tells the Robertsons about the Solar
Communities Program, a residential power
purchase agreement (PPA). A client who
in the Solar
YOU THINK YOU’D LIKE TO WORK IN SOLAR ENERGY, or
maybe you’re a solar professional eyeing a career shift within the
field. But how can you really know you’d like the day-to-day duties?
And what background does it take to land that dream solar job?
SOLAR TODAY writers shadowed five solar professionals around
the United States to learn what their colleagues and customers are
like, where they’re working, what tools they’re using, and what skills
each brings to the table. Read on to discover what they find most
rewarding about their jobs.