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Completing a Sale: Step-by-Step Guide
Completing a Sale: Step-by-Step Guide

A complete overview of how to submit a clean deal through the sales platform, from Preliminary to Final Proposal.

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Written by Celia Burns
Updated over a week ago

This article gives a step by step guide for completing a sale through Palmetto's sales platform in 7 easy steps.

Step 1. Add New Contact

Step 2. Review Utility Provider Information

Step 3. Review Design Options for the Preliminary Proposal

Step 4. Set Price & Select Finance Options for the Preliminary Proposal

Step 5. Present the Preliminary Proposal & Help Homeowner Reach a Purchase Decision

Step 6. Homeowner Onboarding Items: Credit, Closing Documents & Virtual Site Survey

Step 7. Final Proposal Review & Handling Any Changes from Site Approval

Step 1. Add New Contact

After you log in, you can add a homeowner by clicking on the icon, like you see below.

A. CUSTOMER INFORMATION:

Enter accurate & complete information about the homeowner, including:

  • First & Last Name

  • Email Address

  • Phone Number

  • Language (English or Spanish)

  • Property Address

When the property address appears, make sure the pin is on the correct home - this ensures your design gets put on the correct roof.

B. DESIGN PREFERENCES:

You then have the option to enter appointment information, followed by Design Notes & Preferences.

  • Use this section to enter any information the homeowner has shared with you about system & design preferences

  • This helps our designers deliver an accurate system that meets the homeowner's needs

When ready, click 'Save' to proceed to the Contact Page for this homeowner.

ADDITIONAL INFORMATION & RESOURCES:

  • We NEED correct contact information to get in touch with the homeowner throughout the solar process, including scheduling installation, take your time during this step!

Step 2. Review Utility Provider Information

Review the Utility Bill & Provider Information to ensure Palmetto can fulfil the solar project.

If the home is in an area/utility we service, click 'Review' to begin entering information.

A. GATHERING UTILITY INFORMATION:

You may see an option for Palmetto to automatically collect utility information by having the homeowner log in to their online utility account.

  • If you see this option, take advantage of the feature by allowing your homeowner to log in to their account, or by sending them a link to log in from their own device

  • Adding utility information directly from the homeowner's account ensures we generate the most accurate system design and saving estimations

Another option is to upload a copy of the customer's bill.

  • The utility bill is a required document for every solar project, so the sooner you can get it uploaded, the better

  • When uploading the bill, make sure the name matches the contact name entered

B. ELECTRICITY CONSUMPTION HISTORY

If you can't log in to the homeowner's online account... click 'Save' and proceed to manually enter the Electricity Consumption History.

  • Click 'Review' for Electricity Consumption History

  • You can enter usage in either kilowatt hours or dollar amount

  • If you have less than 12 months usage, enter the information you have, then click 'Estimate Months Without a Value' to proceed

ADDITIONAL INFORMATION & RESOURCES:

  • You can always check our list of Approved Utility Companies to find more information about the electric utility companies we work with

  • The sales platform will automatically update and let you know if the home is in an exclusion zone where Palmetto doesn't operate

Step 3. Review Design Options for the Preliminary Proposal

In most cases, you will see a Preliminary Proposal with an Instant Design that automatically generates the maximum system size, based on the electricity consumption history from the last step.

A. INSTANT DESIGN:

  • Automatically generates the maximum system size & number of panels (within local limitations & regulations)

  • Shows the most efficient panel placement & location with irradiance mapping

  • Does NOT produce a visual image of the specific panel layout

If your homeowner wants to see the design layout up-front (instead of waiting for the Final Proposal to be returned) you always have the option to request a manual design for the Preliminary Proposal by clicking the three dots, like you see below.

B. MANUAL DESIGN:

  • Takes an average of 1-2 hours to be returned

  • Shows the specific design layout with accurate shading reports & fire setbacks

  • You will be notified via email once the manual design is ready for review.

When requesting a manual design, you'll have the option to chat directly with a member of the design team to provide more details, attach an image, or rush your request.

  • Once the manual design is complete, you will see two proposals listed for the homeowner, one with an Instant Design, the other with a Manual Design.

  • You can then continue with the proposal of your choice (1 or 2 as shown below).

ADDITIONAL INFORMATION & RESOURCES:

  • In some areas where instant designs are not available, you may have to request a manual design at this step

  • Check out a quick reference guide for more information on initial design options
    ​

Step 4. Set Price & Select Finance Options for the Preliminary Proposal

Navigate to Set Pricing by clicking on the date & time for the Preliminary Proposal you'd like to present, or you can select 'View Pricing' from the three dots.

A. SET BASE PRICE PER WATT & SELECT FINANCE OPTIONS

From the Proposal Pricing page, enter a Base Price Per Watt for the system & select two additional Purchase Methods you'd like to offer within this proposal.

Once the Base Price Per Watt is set, the total Customer Price Per Watt will automatically calculate and update to the right for the selected purchase method, including any associated dealer fees, adders, etc.

  • Please note, the pricing page is NOT meant to be homeowner facing.

  • Once you have decided on pricing, click 'Save & Review Proposal'.

B. RETURN TO PRICING CALCULATOR TO MAKE CHANGES

If you need to return to pricing options to make a change, you can do so by navigating to the 'Price & Finance Options' from the menu icon in the upper right of the proposal.

ADDITIONAL INFORMATION & RESOURCES:

  • Be aware, pricing will vary by market & by sales organization

  • Reference the Commission Details and Guide when considering pricing

  • The total Customer Price Per Watt generally falls between $2.50-$4.50

  • Projects sold above $5 Price Per Watt are at-risk for a compliance audit by financier

  • Consult with your sales leader if you need further guidance determining a Base Price Per Watt for your projects

Step 5. Present the Preliminary Proposal & Help Homeowner Reach a Purchase Decision

Meet with your homeowner (virtually or in person) to present the Preliminary Proposal & get homeowner buy-in on the decision to go solar.

The interactive Preliminary Proposal is designed to guide you through your solar sales pitch. Educate your homeowner about their options with going solar & help them reach a decision.

A. PRESENTING THE PRELIMINARY PROPOSAL

  • Explain the current utility situation showing how rates have risen

  • Review the estimated 25 year do-nothing cost

  • Present the solar solution explaining how solar works & net metering

  • Discuss cost & long term savings for different purchase methods

  • Help your homeowner find the best fit for their specific needs

B. SETTING EXPECTATIONS ON NEXT STEPS

  • Be sure to set realistic expectations on next steps in the solar journey

  • Explain the different parties involved in getting the system from contract to PTO, including average timelines in the area

  • Always be honest and ethical in your sales presentations

Once your homeowner is ready to move forward with going solar, make sure the correct purchase option is listed at the bottom, then click Select and Continue.

ADDITIONAL INFORMATION & RESOURCES:

Step 6. Help Homeowner with Onboarding Items: Credit, Closing Documents & Virtual Site Survey

At this step you want to help your homeowner complete ALL of the onboarding items accurately and without any missing information for a speedy contract approval process!

A. GET HOMEOWNER FULLY APPROVED, IF FINANCING:

  • Click 'Run Credit' to help your homeowner complete the full Solar Finance Application

  • Clear any financial stipulations, if applicable

  • Closing documents will appear after credit has been approved

B. SEND CLOSING DOCUMENTS:

Once Closing Documents are ready, click 'Send Documents for Signing' to send a link to the customer to complete ALL market-specific items listed.

C. SUBMIT THE VIRTUAL SITE SURVEY:

The Virtual Site Survey is required for every solar project. It offers an efficient & convenient way for homeowners to provide Palmetto directly with the information we need to complete the site approval for the Final Proposal.

ADDITIONAL INFORMATION & RESOURCES:

Step 7. Final Proposal Review & Handling Any Changes from the Site Approval

Once ALL closing documents have been submitted for the Preliminary Proposal, you can set expectations with your homeowner on the Final Proposal coming soon.

A. PALMETTO SITE APPROVAL FOR THE FINAL PROPOSAL

Palmetto will complete the Site Approval & return the Final Proposal within 3-5 days, including:

  • Engineering-approved solar design layout

  • Any additional work needed for the home to be solar-ready, if applicable

  • Complete project costs

Sales members are notified via text once a Final Proposal is ready to view - with or without changes from the Preliminary Proposal originally presented.

B. If there are NO CHANGES from the Preliminary Proposal originally sold:

  • Once ALL closing documents have been approved, project reaches Milestone 1/CRC and moves on to permitting & interconnection

  • Final Design plans are automatically shared with the homeowner for their records via text & email, sales member cc'd

  • You will see ORDER PLACED on the Final Proposal with details matching the Preliminary Proposal below

C. If there ARE CHANGES from the Preliminary Proposal originally sold:

  • Sales member is alerted before the homeowner, allowing sales member to review the proposal and dispute any changes with Palmetto, if necessary

  • If the changes make sense, present the Final Proposal to your customer explaining any changes called out during the Site Approval

  • When the homeowner is comfortable with the changes, click 'Select and Continue' on the new Final Proposal & new documents are automatically sent

  • Homeowner must sign new documents reflecting the changes for the project to keep moving forward

Once new documents are signed & approved, project reaches Milestone 1/CRC and moves on to permitting & interconnection

  • Final Design plans are automatically shared with the homeowner for their records via text & email, sales member cc'd

ADDITIONAL INFORMATION & RESOURCES:

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