Smith Solar

At a glance

• Client: Smith Solar
• Industry: Solar energy and engineering
• Training format: Tailored in-company in two mornings, with intake and pre-test
• Focus: From technical advice to sales conversation
• Trainer: Graham Hulsebos, best sales trainer of the Netherlands 2025
• Method: 12 sales techniques and 11 scientific topics

Smith Solar: selling the technology through the customer

Smith Solar in Maasdijk works in solar energy. Customers often compare quotes on price per panel. The real value lies in advice, quality and certainty, but the customer has to come to see that themselves.

For the Smith Solar team, I delivered a tailored training in two mornings. It was preceded by an intake and a pre-test, so the training matched their practice exactly. The first morning laid the foundation, the second focused on practice and role plays.

The core was the same as in all my trainings: taking control of the conversation. Not broadcasting and pouring out product knowledge, but asking logical questions and knowing what to do with every answer. Every answer brings you a step closer to the close, if there is a close. Combined with the 11 scientific topics, participants understand not only what to ask, but also why it works.

Asking questions does not just work better, it also makes you come across as friendlier. You give the customer attention, and with the right choice of words you make every question stronger. What customers say themselves, they remember best, and they connect it to you. Together, these techniques make selling much easier.

What this delivers

• For Smith Solar: more signed quotes without dropping the price.
• For their customers: an installation that suits their roof, their consumption and their plans.
• For solar energy: in a market full of quotes, the company with the best advisory conversation wins.

Do you want this for your team too?

Do your customers also mainly compare on price? Then show the value with the right questions. Who would not want every customer conversation to run deliberately and by system?

The approach at Smith Solar fits the in-company sales training, sales training for technology and industry or Sales Performance Scan. I tailor every training to your market, your product and your customer.

Want to know where your team stands first? Take the free commercial intake test. Or see other clients and references.