Solar, windows and security sales training
Solar, Window and Security Sales Training From the Trades Where Our System Was Built
Your consultants sit at kitchen tables with homeowners who have heard it all: the savings promise, the one-day-only price, the rep who would not leave. Most of them expect the same from you. The consultants who win are the ones who sound nothing like that and still ask for the decision. That is a skill, it can be taught, and these trades are where we learned to teach it.
Thirty minutes, no pitch deck. If training isn’t your problem, we’ll tell you.
Solar, window and home security sales training teaches in-home consultants one repeatable appointment: set it with every decision maker, earn trust before the product, diagnose with questions, show evidence from the homeowner’s own house, present options with honest numbers and financing, ask for the decision, and protect the sale through install. Legacy Sales Engineering trains consultants in Florida and nationwide.
Why do good solar, window and security consultants lose the sale?
Most of these sales are lost before the price is shown. The consultant arrives to one spouse, spends forty minutes on the product, then presents a number the homeowner has nothing to compare against except the last pitch they sat through. A Pew Research Center survey found only about 7 percent of homeowners had installed solar, with another 28 percent seriously considering it. Most of your market is still deciding, and they decide on trust, not on a brochure.
Inside most companies it looks the same. A few top reps close on personality and everyone else runs a script. Pressure closes some deals that cancel days later. Proposals sit open because nobody follows up with a plan. The owner hires more reps and buys more leads, and the numbers barely move. The gap between the top rep and everyone else is mostly the order of the conversation, and that can be taught.
Sources: Pew Research Center 2023 survey of U.S. homeowners (published June 2024); JLC 2025 Cost vs. Value Report, national averages; Invoca home services call data (2024).
What does solar, window and security sales training teach?
Our seven-step framework is the same sequence we teach every trade, and these are the trades where it was proven. The order matters more than any single line, because each step earns the right to the next.
We also teach consultants to read which kind of buyer is at the table and change pace to match. The engineer who wants the inverter spec, the U-factor or the monitoring terms and the homeowner who just wants the bill or the draft to go away need the same offer presented two different ways. See the four buyer types, and see our solar, window and security marketing page for the lead side.
01Set the appointment with every decision maker
Homeownership confirmed, both spouses available, and a text from the consultant with their photo before arrival. Most "we need to think about it" deals are lost at booking. More on one-legger appointments.
02Earn trust before the product
Acknowledge what they have heard from other companies, say plainly what you will and will not promise, and ask how they want the evening to go. Skeptics relax when nobody is performing.
03Diagnose with Solution Based Questions
The bills, the drafty rooms, the break-in down the street, how long they plan to stay. Find what actually matters to them before you say a word about panels, frames or cameras.
04Show evidence from their own home
Their own utility history, the failed seal or the condensation on the glass, the unlocked side gate or the dark back door. Homeowners believe what they see in their house.
05Present options with honest numbers
Good, better and best tied to what they told you, the total next to the monthly payment, and a clear line between what is guaranteed and what is an estimate. See high-ticket home service sales.
06Ask for the decision, then stop talking
A clear ask with no invented deadline. Handle "we need to think about it" with questions about what is still unclear, not with pressure or a disappearing discount.
07Protect the sale through install
A recap the same night, a scheduled check-in, updates through permits and install, and a referral ask when the job is done. Deals the homeowner understands hold up better. That is our lead engagement work.
What makes selling solar, windows and security different?
The homeowner has heard the pitch before
These trades are sold hard, often door to door, and many homeowners have sat through a presentation that promised too much. Your consultant starts the evening with a trust deficit they did not create. We train them to name it, to be specific about what the company does and does not promise, and to let the homeowner's own questions drive the appointment.
Financing and payback carry the decision
Most of these projects are financed, and many are sold on long-term value. That makes the numbers the most dangerous part of the appointment. We train consultants never to promise savings, incentives or payback they cannot put in writing, to show the total and the monthly payment side by side, and to explain what the estimate depends on. Honest numbers can take longer to close, and they hold up after the consultant leaves.
How is this different from high-pressure in-home sales training?
Pressure closes, then cancels
Some in-home programs teach consultants to stay until they get a signature. It can work on the night and fall apart days later, when the homeowner has had time to think and the contract comes back cancelled. We train a firm, clear ask at the end of an honest appointment. The goal is a contract that is still signed on install day and a customer who refers a neighbor.
Setters and the office are part of the sale
We bring appointment setters, canvassers and office staff into the front half. The booking decides whether both decision makers are home, whether homeownership is confirmed and whether the consultant arrives with any context. If you are still the only one running appointments, one-on-one coaching may be the better place to start.
How is this different from a solar or window sales course?
Plenty of good programs exist, and some companies are well served by a course or a video library. Here is the honest difference, so you can pick the right fit.
| Legacy Sales Engineering | Typical in-home sales course | |
|---|---|---|
| Where training happens | Your office, ride-alongs and live appointments | Video library, webinars or a hotel ballroom |
| Whose words | Your products, warranties, financing and objections | Generic scripts written for every trade |
| What it covers | Setting, the appointment, financing, follow-up and cancellations | Mostly closing lines and rebuttals |
| How long we stay | Until close rates hold and cancellations fall | One event, then you are on your own |
| Pricing | By engagement, number on the first call | Per-seat licenses or annual dues |
| Straight answers | We tell you if you do not need us yet | Everyone is a fit |
How does a sales training engagement work?
We ride along and get your baseline
It starts with a free thirty-minute evaluation call, then ride-alongs and recorded appointments. We track appointments run, one-legger rate, close rate by lead source, average contract, financing rate and cancellations. You see the numbers before anything changes.
We install the sequence in your language
The seven steps stay the same. The wording is yours: your panels, frames or systems, your warranties, your financing partners and the objections your consultants actually hear. We role play them until they come out in your consultants' own words.
We coach on live appointments until it holds
We ride along, review recordings and fix the one habit that costs the most, then the next one. When the sequence survives a tough week and a homeowner holding a cheaper quote, it belongs to your team.
What does it cost to leave your sales process alone?
Here is an illustrative example, not a client result. Take a company running 60 appointments a month at a $20,000 average contract. Moving the close rate from 20 to 25 percent is three more contracts and about $60,000 in monthly revenue from appointments you already paid for. If fewer of those deals cancel, the gain is larger. Leave it alone and that money keeps leaving one “we need to think about it” at a time.
What it looks like done right
Every consultant runs the same appointment.
Every decision maker is at the table before the price is shown.
Homeowners understand exactly what they signed, so fewer deals cancel.
Growth stops depending on one or two top reps.
Who will be training your consultants?
Shawn Derrick founded Legacy Sales Engineering after 25 years in sales, much of it in customers’ homes. He has trained and overseen sales teams that generated more than $500 million in revenue across solar, roofing, windows, home security and remodeling. Solar, windows and home security are where he built and led in-home sales teams and where the seven-step framework was proven. The framework your team learns came out of appointments he ran himself: Solution Based Questions, the NEPQ approach, and Zig Ziglar’s rule that you get what you want by helping enough other people get what they want. Stop selling. Start solving.
Is this sales training the right fit for your company?
It is probably a good fit if
- Two or more consultants run in-home appointments
- Close rates swing widely from rep to rep
- Too many appointments are one-leggers or end in “we need to think about it”
- Signed deals cancel before install more than they should
It is not the right first move if
- The calendar isn’t full. Fix appointment flow first with our solar, window and security marketing, and we will say so on the call.
- You want consultants trained to stay until they get a signature no matter what. That is not what we teach.
Solar, window and security sales training questions owners ask before they book
What is solar, window and security sales training?
It teaches in-home consultants a repeatable appointment: set it with every decision maker, earn trust first, diagnose with questions, show evidence from the home, present options with honest numbers, ask for the decision and protect the sale through install. Ours is delivered in your office and on live appointments, not through a video course.
How should a consultant handle "we need to think about it"?
Treat it as a question, not a rejection. Ask what is still unclear: the price, the payment, the product or whether they trust the company. Answer that one thing. If they still want time, set a specific follow-up. A disappearing discount may win the night and lose the contract.
How do you reduce cancellations?
Most cancellations come from homeowners who felt rushed or did not understand what they signed. Honest numbers at the table, a written recap the same night, a scheduled check-in and regular updates until install keep the decision solid. We track cancellations from the start so you can see the change.
Should consultants talk about tax credits and incentives?
Only what the company can document and keep current, and never as the main reason to buy. Rules change, and a consultant who promises a credit that does not apply loses the customer and invites a complaint. We train consultants to sell the product, the warranty and the homeowner's own reasons first.
Do you train setters and door-to-door teams?
Our focus is the appointment and the booking that sets it up. We train setters, canvassers and office staff on qualifying, confirming every decision maker and handing off cleanly, and we will tell you on the first call if a canvassing-only program is the better fit.
How much does this sales training cost?
We price by engagement, not per seat, and we tell you the number on the first call. The price depends on how many consultants and setters you have and how much ride-along time the team needs. The evaluation call is free, and if training isn't the right first move, you will hear that on the call.
Do you train teams outside Florida?
Yes. In-person training is concentrated in North Central Florida, and we travel for larger teams. Ride-along reviews, role play and follow-up coaching run remotely for solar, window and security companies anywhere in the US. Recorded appointments give us enough to coach from, wherever your consultants sell.
Let's find where your appointments are leaking
Thirty minutes, no pitch deck. We’ll look at your one-legger rate, close rate by lead source, average contract and cancellations and tell you plainly what we would fix first, even if the answer is that you don’t need us yet.
ask for Shawn. You can also email service@liftinglegacies.com. Stop Selling. Start Solving.
Not ready to talk? See how our sales training for contractors works.