New EnergySolutionMall New Energy Sales Playbook
This playbook helps partner sales personnel systematically understand the New Energy product line, identify customer opportunities, master sales progression logic, and move from single-product sales to scenario-based solution selling.
Why This Playbook?
This document is intended to guide sales personnel of SolutionMall's partners in various countries and regions to systematically understand the basic scope of the New Energy product line, customer types, methods for identifying needs, sales promotion ideas, and methods for feedback on requirements. It aims to help partners, when facing end customers, to more accurately identify opportunities, understand customer scenarios, determine product directions, and gradually develop the ability to move from single product sales to scenario-based sales.
Who Should Use This Playbook?
This document applies to front-line distributor sales personnel who directly face customers, including sales personnel of distributors in various countries and regions, channel sales managers, project-based sales personnel, and front-line business personnel targeting customers in industries such as energy, electricity, industrial, parks, and communications.
Playbook Structure
Module 2: Customer Types & Opportunity Identification
Identify target customers and discover real sales opportunities
Module Purpose
This module helps partner sales personnel identify: what types of customers might need new energy products, what kinds of topics indicate a potential real opportunity behind them, and which needs are worth prioritizing for further action.
Target Customer Types
Energy and Electricity Related Customers
Including local energy project units, electricity-related institutions, distributed energy project customers, power supply security customers, etc. These customers are more likely to consider new energy from an overall project perspective.
Industrial and Manufacturing Enterprises
These customers are usually more concerned about electricity costs, power supply stability, backup capabilities, and long-term operating costs. As long as the customer's site has high electricity consumption, or electricity has a significant impact on production, it may bring new energy-related needs.
Parks, Commercial Complexes, and Public Facility Customers
Including industrial parks, commercial parks, schools, hospitals, public buildings, municipal sites, etc. These customers often care about clean power supply, backup power supply, and comprehensive power supply optimization.
Telecom, Site, Data Center & Critical Infrastructure Customers
These customers are more concerned about uninterrupted power, remote power supply, backup capabilities, and easy maintenance. As long as the customer has multiple sites, remote locations, or critical loads, new energy and storage can easily generate real opportunities.
Project-Based Customers and System Integrators
Including EPC, system integrators, engineering companies, solution providers, and energy service companies. These customers don't simply buy a component, but drive the entire project, making them very important partners.
NEW ENERGYFigure 1.1 · SolutionMall New Energy — Diverse Customer Types
Key Customer Roles to Contact
In actual sales, partners typically interact with the following key roles. Technical personnel care more about whether it works, stability, and suitability; Operations personnel care more about ease of management and potential issues; Procurement personnel care more about price, delivery, and brand credibility; Management cares more about overall investment value and long-term effectiveness.
| # | Key Customer Roles to Contact |
|---|---|
| 01 | Project Manager |
| 02 | Technical Lead |
| 03 | Electrical Lead |
| 04 | Operations Lead |
| 05 | Procurement Manager |
| 06 | Management / Investment Decision Makers |
Typical Signals for Opportunity Identification
Customer is Building or Upgrading Power Supply Systems
If the customer mentions building a new park, transforming a power supply system, supplementing power for remote sites, or building clean energy, it often indicates a project is underway, not just a simple price inquiry.
Customer Mentions High Electricity Costs, Unstable Power, or Insufficient Power
If the customer says "electricity costs are too high," "power is sometimes unstable," "peak period pressure is very high," or "power outages affect business," these statements are usually already related to new energy, storage, backup power, or system optimization.
Customer Mentions Outdated or Insufficient Existing Equipment
If the customer says existing equipment is old, capacity is insufficient, expansion is needed, or the site cannot support current demands, these needs are usually easier to enter because the customer already has real pressure.
Customer Can Only Describe Site Conditions, Not Product Names
For example, "the sun is really good here," "it's quite windy here," "there's no stable grid power here," "we want to store the excess electricity for later use." These are not invalid expressions; they usually indicate the customer has real needs.
Customer Asks About the Complete Solution from the Start
If the customer asks "how to power this scenario," "how to do this park," or "how to ensure this site never loses power," this usually means the customer is not buying a single product but looking for a solution.
Priority Opportunity Types
- 1New energy power supply needs for parks, factories, and public facilities
- 2Independent power supply needs for remote sites, telecom sites, and unmanned locations
- 3Backup and stable power supply needs for data centers, server rooms, and critical facilities
- 4Project-based procurement needs related to wind, solar, hydro, and storage
- 5High-value customers who prioritize long-term operation, stability, and system coordination
Opportunities Not to Simply Abandon
- Customer cannot state professional product names
- Customer describes site conditions, not equipment
- Customer wants a system, not a single device
- Current page does not fully match all customer needs
- Customer asks about the scenario first, then product details
Knowledge HubModule 3: Basic Knowledge, Key Concepts & Common Term Explanations
Build foundational understanding of new energy to understand customer scenarios
Module Purpose
This module helps partner sales personnel build foundational understanding of the new energy direction. The goal is not to train sales personnel as design engineers, but to enable them to understand customer scenarios, judge which direction customer needs belong to, and conduct relatively professional and credible initial communication.
Current Key Product Modules
Solar PV
Photovoltaic Power Generation
Wind Power
Wind Power Generation
Hydro Power
Hydroelectric Power Generation
Energy Storage
Energy Storage
Eight Key Concepts to Master
Photovoltaic Power Generation
Photovoltaic power generation can be simply understood as "converting sunlight into electricity." If the customer's area has good sunlight conditions, stable daytime power needs, or wants to increase the proportion of clean energy, then photovoltaics may be a suitable direction. Customers buying photovoltaics are not just buying panels, but considering a long-term, sustainable way to generate power. When facing customers, sales personnel should first ask whether the site has good sunlight conditions, whether there is enough installation space, and whether the customer wants to save on electricity costs or increase independent power supply capability.
Wind Power Generation
Wind power generation can be simply understood as "using wind to drive equipment and convert wind energy into electricity." Not all locations are suitable, so sales personnel should not default to recommending wind power when they hear "new energy." The better approach is to first ask about the wind resources at the customer's site, whether the site conditions allow for it, and whether the customer has stable long-term power needs. Customers buying wind power are not just buying a turbine, but considering whether this location can sustainably and stably use wind for power generation. If the customer's site has relatively stable wind, or it is inconvenient to install large amounts of solar equipment, wind power may be worth exploring further.
Hydroelectric Power Generation
Hydroelectric power generation can be understood as "using water flow or elevation differences to generate electricity." This method usually depends more on site conditions and is not suitable for all projects. If sales personnel hear customers mention rivers, canals, water flow conditions, or elevation differences, they should recognize a potential hydroelectric opportunity.
Energy Storage
Energy storage can first be understood as "storing temporarily unused electricity for later use when needed." This is very important for new energy sales because many customers don't generate and consume electricity simultaneously. Energy storage is like an "electricity warehouse" - storing electricity when there is excess and using it when there is a shortage, outage, or peak demand.
System Solution
Customers often don't want to buy a single device, but want a scenario to actually work. The concept of "system solution" can be understood as: not selling a component, but helping customers build the entire usage scenario. What customers ultimately care about is not whether a single product is good, but whether the entire system can truly work, remain stable long-term, and be easy to manage.
Power Quality & Stability
This can first be understood as: is the power stable enough, will it cause problems for on-site equipment, can it allow the system to operate normally. Some customers already have power but still experience equipment instability, large fluctuations, frequent alarms, or failures. In this case, the problem is not necessarily "is there power" but "is the power good enough to use."
Remote Monitoring & Management
Some customers have dispersed sites, long distances, and inconvenient manual maintenance. In this case, customers care not just about the equipment itself, but whether they can remotely view, manage, and detect problems early after installation. This capability is especially important for customers with dispersed sites, remote projects, or high maintenance costs.
Long-Term Value
Many customers appear to ask about price first, but are really worried about: will there be frequent problems in the coming years, is maintenance troublesome, how large are downtime losses, how expensive are replacement parts. Customers are not just looking at how much they spend when buying, but at whether it's worth it over the next several years.
Basic Mindset Sales Personnel Must Develop
- 1New energy customers are usually not purchasing ordinary goods, but power supply capability within a scenario.
- 2Customer needs often correspond to site environment, power supply issues, or long-term operational goals.
- 3The more professional the customer, the more they care about long-term stability, ease of management, and overall value.
- 4The vaguer the customer's description, the more the salesperson needs to ask about scenarios rather than ending the conversation quickly.
- 5The current page content is only the launched portion; it will continue to expand in the future.
Sales PlaybookSales Playbook
Align sales judgment logic and establish the correct sales progression sequence
Module Purpose
This module is used to align the judgment logic of partner sales personnel when facing new energy customers. Sales personnel need to know not only what to sell, but also what to ask first, what to judge first, and what to focus on first.
Correct Sales Progression Sequence
Site Assessment Checklist
Step 1: First Ask About the Customer's Site Conditions
New energy is not just solar, and not all locations are suitable for the same approach. So after receiving a request, the first step is not to recommend products, but to understand the site conditions. Only after asking these questions can you determine whether to discuss photovoltaic, wind, hydro, storage, or a combination of approaches.
Step 2: Then Determine Which Direction the Customer Should Start With
After understanding the scenario, help the customer determine which direction to prioritize. If the site has good sunlight, start with photovoltaics; if wind resources are stable, wind power may be worth exploring; if there are stable water flow conditions, hydroelectric may be an option; if the customer's main concern is storing electricity for later use, or continuing to supply power during outages, focus more on storage. What sales personnel need to do is help customers judge the direction, not make conclusions for customers from the start.
Step 3: Respect Customer's Existing Ideas, But Don't Be Completely Led by Them
Some customers will say from the start "I want to learn about solar" or "I want to do energy storage." Sales personnel should respect the customer's wishes but also continue to understand the site conditions. Because the direction the customer mentions may not necessarily be the most suitable direction for them. The correct approach is not to directly oppose the customer, but to supplement site information while respecting their opinion, then help the customer make a more accurate match.
Step 4: Determine Whether the Customer is Buying a Single Product or Looking for a Working Solution
Some customers just want to buy a specific device, but more customers really want to solve "how to power this location," "how to be more stable," "how to store excess electricity," or "how to be easier to manage later." Sales personnel must determine whether the customer is looking for a single product or a solution that can truly be implemented.
Step 5: Determine Whether Current Page Content is Sufficient to Support Initial Communication
If the existing products, solutions, viewpoints, and knowledge content are sufficient to support initial judgment, continue to advance; if they cannot fully cover the needs, promptly organize the customer's site situation, goals, and requirements, then provide feedback to the platform for further support.
NEW ENERGYFigure 3.1 · SolutionMall Partner Site Assessment Process
Perspectives Partners Should Consistently Hold
Perspective 1: Customers Buy Not Just Products, But Operational Energy Capability
Sales personnel cannot just promote by product name, but must understand that customers are buying: can this location generate power, can it store power, can it use power stably, can it be managed easily later.
Perspective 2: New Energy Customers Ultimately Buy Long-Term Use Value
In new energy projects, customers often don't just look at how much they spend when buying, but at whether it's stable, durable, easy to maintain, and overall worthwhile.
Perspective 3: Customers Not Knowing Technical Terms Doesn't Mean They Have No Needs
International customers often only describe scenarios, such as "the sun is really good here," "we always have power outages," or "we want to save excess electricity for later." Sales personnel must learn to hear real needs from these ordinary expressions.
Perspective 4: No Ready-Made Products Doesn't Mean No Business
If customer needs exceed the current page display range, the correct approach is not to say "we don't have that," but to continue understanding the site situation, customer goals, and constraints, then organize and provide feedback.
Perspective 5: Sales Personnel's Value is Not Just Quoting, But Helping Customers Clarify Problems
The role of partner sales personnel is not just to send prices to customers, but to help customers gradually clarify vague needs and bring opportunities back to the platform for more accurate matching.
Module 6: Typical Demand Directions & Future Product Expansion Suggestions
Summarize common demand directions and provide reference for product expansion
Module Purpose
This module summarizes the most common demand directions from the perspective of distributor sales personnel actually contacting customers, helping sales personnel improve their judgment, while also providing reference for subsequent product expansion and page improvement.
Typical Demand Directions for Distributor Sales Personnel
New Energy Project Construction Needs
Customers are building new park power supply systems, independent power supply systems, remote site power supply systems, or public facility clean power projects. These needs are usually not a single product, but project opportunities combining multiple directions.
Existing System Upgrade Needs
Customers already have basic conditions but want more stable power supply, less impact from outages, more convenient maintenance, and more reasonable long-term costs. These needs are usually easier to enter than completely new projects.
Particularly Prominent On-Site Problems
For example, customers report high electricity cost pressure, unstable power supply, tight nighttime power, high risk of site outages, or troublesome later maintenance. These are all very typical entry points for new energy directions.
Customer Knows the Use Case But Not the Product Name
This is very common in international markets. Sales personnel should focus on identifying these customers because they often have real projects behind them, just expressed in a more everyday and scenario-based way.
Customer Wants a Complete System That Can Actually Work
Customers don't just want solar panels, wind turbines, or battery cabinets, but a complete solution that can operate, be managed, and be maintained later. These needs are usually the most valuable and most worth prioritizing.
Future Product Expansion Suggestions
Products Strongly Related to Current Directions
- Controller products
- Hybrid inverters
- Battery management systems
- Energy management systems
- Combiner and connection equipment
- Monitoring gateway equipment
Products That Help Form Complete System Capability
- Micro energy system control equipment
- Remote monitoring platforms
- Predictive maintenance modules
- Grid-connection related equipment
- Power stability and quality management equipment
- Site energy optimization platforms
Supporting Products Strongly Related to Project-Based Customers
- Mounting brackets and structural components
- Cables and connection accessories
- Distribution and protection equipment
- Operation and maintenance inspection equipment
- Installation and maintenance tools
- Safety and protection related products
Training Conclusion
Basic requirements to be achieved after completing the training
After completing this training, partner sales personnel should meet the following basic requirements:
Able to Clearly Explain What Product Direction New Energy Belongs To
Know its major category on the platform and know where to enter when searching internally.
Able to Understand That New Energy is Not Just Solar
Know that the current product line also includes wind, hydro, storage, and other directions. Cannot default to assuming all customers are only suitable for photovoltaics.
Able to Ask About the Scenario First, Then Determine the Recommended Direction
Know that when facing customers, the first step is not to promote products, but to first understand site conditions and customer goals.
Able to Understand the Real Needs Behind Customer's Plain Language
When customers say "want to store excess electricity," "always losing power here," "it's windy here," or "want to build a self-powered system," be able to roughly judge what the customer means.
Able to Communicate with Customers in Sales Language, Not Just Technical Terms
Don't focus on complex terminology, but on "how to clarify the customer's problem and how to explain the direction clearly."
Able to Correctly Handle Uncovered Needs
When existing page content cannot fully cover customer needs, don't easily say "we don't have that," but continue to understand needs and provide feedback to the platform.
SolutionMall New Energy
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