5 ‘Strikingly Different’ Moves to Boost Solar Sales—Fresh Lessons from SolarCon 2025 & FranklinCovey’s Latest Playbook

SolarCon 2025 just wrapped in Las Vegas, and if there’s one takeaway that echoed through every keynote, breakout, and hallway conversation, it’s this: differentiation is the new battleground in solar sales.

Homeowners aren’t just seeing solar ads—they’re swimming in them. Every day, they’re hit with generic offers, templated pitches, and cookie-cutter proposals. So how do you stand out?

Simple: You make yourself—and your approach—strikingly different.

Inspired by insights from SolarCon 2025 and FranklinCovey’s award-winning Strikingly Different Selling® framework (recently recognized as a 2025 Top 20 Sales-Training Firm by Training Industry), here are five powerful moves you can start using today to win more attention, build more trust, and close more contracts.

1. Be Distinct—Not Just Better

SolarCon’s leadership panels made it clear: being “better” isn’t enough. Every company claims to have better tech, better rates, and better service. The reps who win are those who make the experience of working with them stand out from the start.

🔧 What You Can Do:

• Personalize your first message with a data point about their roof orientation, electric bill, or local incentive.
• Show up with visual tools (like a dynamic solar savings forecast) instead of static slides.
• Speak in terms of customer priorities, not just solar features.

FranklinCovey Principle: “Create contrast between you and the sea of sameness.”

2. Use AI & Tech Like a Pro—Not a Shortcut

SolarCon’s AI-assisted prospecting track was a game-changer. Reps are now using tools like AI-enhanced CRMs, automated follow-ups, and smart lead scoring to prioritize high-quality prospects and personalize their outreach at scale.

🔧 What You Can Do:

• Use your CRM to segment leads by readiness and energy usage.
• Create quick AI-generated summaries of past conversations before follow-up calls.
• Automate lead nurture campaigns with insights that match local energy trends.

Why this matters: You’re not just faster—you’re smarter and more relevant than the competition.

3. Specialize Your Role: Master Either Setting or Closing

One big trend from SolarCon 2025: setter-closer specialization. Top solar companies are separating the roles to maximize skill development, reduce burnout, and boost conversion.

🔧 What You Can Do:

• If you’re setting appointments, focus on value-first scripting, fast response times, and qualifying leads with precision.
• If you’re closing, sharpen your proposal customization, objection handling, and consultative approach.

SolarCon Insight: Teams that split roles saw a 17–23% lift in closing ratios due to tighter focus and higher energy.

4. Deliver a “Red Thread” in Every Interaction

FranklinCovey’s “Strikingly Different” method emphasizes creating a clear, compelling thread of value from start to finish—what they call the Red Thread™.

🔧 What You Can Do:

• Start each conversation with:

“The #1 reason people go solar in [prospect’s city] right now is…”

• Reinforce that thread at the proposal stage:

“Remember how you mentioned rising energy bills? This plan cuts your payment by 42% in year one.”

• Close by connecting their values back to the benefits:

“You said you wanted to leave a cleaner planet for your kids. That’s exactly what this system does—and it saves you money doing it.”

Why this matters: Emotional alignment + financial logic = faster decisions.

5. Create Memorable Micro-Moments

Prospects may forget your product specs—but they’ll remember how you made them feel. At SolarCon, breakout leaders shared that small, human moments often tip the scale.

🔧 What You Can Do:

• Send a quick video thank-you after a consultation.
• Mention a personal detail in your follow-up:

“Hope your dog’s surgery went well—looking forward to catching up next week.”

• Offer a no-strings-attached solar audit with local insights they can’t find online.

FranklinCovey Insight: “Create impact with moments that surprise, delight, and make your offer unforgettable.”

Final Thoughts: In 2025, It’s Not About Selling Harder—It’s About Selling Smarter

The best reps this year won’t be the ones who talk the loudest or offer the deepest discount. They’ll be the ones who:
✅ Make every interaction stand out
✅ Tailor their approach to customer needs
✅ Use tech to elevate—not replace—the human touch

SolarCon and FranklinCovey have shown us the blueprint. Now it’s our job to put it into play.

Let’s be the rep they remember—not the one they scroll past. ☀️💼🚀

Need help applying any of these strategies? Ask your team lead or schedule a coaching session—we’re here to help you sharpen your edge and sell smarter, not harder.