PNW OSSIA/WASEIA 2026

**NABCEP CEU SESSION: You must check into each session on the Conference APP and stay for the entire session to receive CEU credit.**

This session breaks down what it actually takes to win in solar sales today, drawing from over 30 years of sales experience and more than 15 years in the solar industry across racking, storage, and balance of system products. Rather than focusing on theory or product specs, this presentation centers on how top performers consistently close business by mastering conversations, positioning value, and moving with speed.

The session will cover key sales categories including differentiation, customer engagement, lead follow up, and closing strategy. Subtopics include how to uncover real customer pain points, how to translate technical features into financial and operational value for installers, how to manage distributor relationships, and how to maintain momentum through disciplined follow up. Attendees will also learn how to adapt their approach based on different customer profiles and how to sell in uncertain or slower market conditions.

This session is most relevant for solar sales professionals, account managers, and business development leaders working with installers, EPCs, and distribution partners. It is especially valuable for those selling hardware, storage, or BOS products where differentiation is often difficult and competition is high.