Step 3: Understand the Buying Mindset
Solar buying is technical, but it is also psychological.
Some customers want the CEO-preferred solution. Some trust the employees’ choice. Some want the most popular customer option. Some want the best current rate. Some prioritize premium warranty. Some are budget smart. Some want Zorays Solar to recommend the right system.
This buying-mindset question is important because it helps the sales team prepare the right style of quotation.
A premium-warranty customer should not be treated like a bargain hunter. A budget-smart customer should not be given only top-tier options. A customer asking for Zorays Solar’s recommendation is asking for technical leadership, not a product catalogue. A customer asking for best current rate needs market-aware pricing but still needs protection from false economy.
Cheap solar can become expensive if it is wrongly sized, poorly protected, weakly installed, or incompatible with future battery needs.
Step 4: Capture Meter Type, Load, and System Direction
The next stage moves from customer intent to technical reality.
The form asks whether the meter is single phase, three phase, or not sure. It asks for load. It asks for system direction: convert on-grid to hybrid, fresh hybrid, add battery backup, on-grid only, off-grid, commercial ESS, or need advice.
This is where many solar conversations usually go wrong.
Customers often talk in system sizes, but the better question is what the site actually needs. A 5 kW, 10 kW, or 20 kW label does not automatically define the correct system. Meter type matters. Load matters. Usage pattern matters. Backup expectation matters. Existing equipment matters. Export behavior matters. Protection and DB condition matter.
For industrial customers, average monthly units may also be required because consumption pattern helps estimate solar yield relevance, self-consumption potential, and return logic. In industrial and commercial cases, the journey should not rely only on guesswork or casual verbal estimates.
A good quotation is not a number thrown against a wall. It is a response to load, site conditions, customer expectations, and system direction.
