7 Phrases That Turn Objections into Opportunities to Close the Sale

Every solar rep knows the sinking feeling of hearing, “I need to think about it,” or “Solar seems too expensive.”

But top closers don’t dodge objections—they reframe them into momentum. Use the seven phrases below to acknowledge concerns, redirect the conversation, and move homeowners from hesitation to handshake.

1. “That’s exactly why many of my clients go solar now…”

When to use:

“I’ve heard the tax credit might change.”

Why it works:
Instead of arguing, you agree and pivot to urgency. It validates the concern while giving the prospect a logical next step—secure today’s 30 % federal credit before any future adjustments.

2. “Would it help if we put the math on paper together?”

When to use:

“I’m not sure the numbers add up.”

Why it works:
Invites collaboration rather than a showdown. By co-creating the cost-versus-savings breakdown, you build transparency and ownership in the decision.

3. “Great question—could you share what you’ve heard so I can clarify?”

When to use:

“A neighbor said net metering is going away.”

Why it works:
Opens space for them to voice rumors and lets you correct misinformation with facts, charts, or local policy updates.

4. “Let’s compare what staying with the utility costs over 20 years versus owning your power.”

When to use:

“Solar still feels expensive.”

Why it works:
Anchors the prospect on the hidden, long-term cost of doing nothing— often tens of thousands of dollars more than the solar system itself.

5. “If you decide solar isn’t the right fit, you can always walk away; my job is to make sure you’re fully informed.”

When to use:
Anytime the homeowner seems defensive or pressured.

Why it works:
Restores control to the buyer, lowers resistance, and reinforces your role as consultant, not closer.

6. “What would need to happen today for you to feel confident moving forward?”

When to use:
Late-stage hesitation— they like the proposal but won’t sign.

Why it works:
Surfaces the real barrier (spousal approval, roof condition, financing fears) so you can solve the actual issue instead of guessing.

7. “Who else in your circle should see these numbers? I’m offering the same free analysis this week.”

When to use:
After you’ve addressed a big objection and regained trust.

Why it works:
Turns a resolved concern into a referral opportunity. Warm leads from friends who share the same objection arrive pre-educated and easier to close.

Quick Practice Drill for Reps

1. Pick two phrases you’re not yet comfortable with.
2. Role-play them three times with a teammate or record yourself on your phone.
3. Deploy them in your next five appointments and track the results.

The faster you pivot from objection to opportunity, the faster you’ll turn skeptical homeowners into committed solar customers— and boost your close rate along the way.