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Objection handling and closing

This page collects the sales approach taught in the MARSTEK Philippines sales training of 5 October 2026. Product facts in the answers follow the manuals and datasheets; the training is the source for the selling approach only.

The rule from the training

Know the product. Understand the customer. Sell the solution. Don't argue with an objection or push the customer. First find out what the real concern is: price, performance, warranty or compatibility.

Know the product​

Before any call, be able to explain each product's capacity (kWh), warranty, plug-and-play setup, solar compatibility and app monitoring. Questions you can't answer go to the technical team; don't guess.

Sell benefits, not features​

Don't just say "5.12 kWh capacity". Explain what it does for this customer:

  • less worry about brownouts;
  • better use of the solar they already have;
  • less dependence on the grid;
  • convenience during unexpected outages;
  • getting more from their solar investment;
  • peace of mind, sized to their lifestyle.

Common objections​

The customer saysHow to answer
"Too expensive." / "Mahal naman!"Acknowledge it. Explain the long-term value: storage, backup, expandability (MARS I PLUS), LiFePO4 battery life, warranty and expected savings, not only the price.
"What if it doesn't work?" / "Paano kung hindi gumana?"We check the setup before installation to make sure it is suitable and compatible. There is a warranty and after-sales support.
"Can it power my whole house?"It depends on the total and simultaneous load. Do a load assessment first and recommend the system that fits.
"Is it compatible with my solar?" / "Hindi ako sure kung compatible."Check the existing inverter, wiring and configuration before confirming compatibility.
"Will it really lower my bill?" / "Malaki ba ang matitipid ko?"Savings depend on usage, charging schedule and solar production. Use the estimator with their bill.
"Is the battery durable?" / "Matibay ba?"LiFePO4 cells rated for thousands of cycles (6,000+ for VENUS E 3.0 and MARS I PLUS); actual life depends on use.
"Isn't a big system noisy?" (MARS I PLUS)Natural cooling, rated under 30 dB, suitable for homes.
"We have no space inside." (MARS I PLUS)It is IP65 and can go outdoors; the installer checks the location.
"Let me think about it."Get their details and follow up in a few days.

More customer questions with answers are in the FAQ.

How to close​

  • Assumptive close, once the customer has agreed the system fits: "When would you like it installed, this week or next week?" Don't use it before they have decided.
  • Create urgency with a down payment to secure the schedule. The trainers noted that customers in the provinces often won't pay a reservation before seeing the product, so be flexible.
  • Ask before proceeding: "Do you have any other questions or concerns before we proceed?"

Quoting a MARS I PLUS or other large system​

From the role-play in the training, where the trainers answered as customers:

  • The ₱390,000 SRP is the equipment only. Solar panels, materials, mounting and installation are quoted separately.
  • The MARS I PLUS needs an engineering design. The technical trainer recommends that every distributor has an electrical engineer, full-time or as a consultant. Schedule an ocular (site) inspection before giving a final price. The distributor arranges the engineer; the customer doesn't have to.
  • Avoid a single "starting price". A number like "from ₱700,000" sets an expectation that is hard to change once the site is seen (for example, if the customer wants all conduit buried). If the customer insists, give a range with clear disclaimers and still book the site visit.
  • Quick sizing used by the trainers: monthly bill ÷ the utility's ₱/kWh rate gives kWh per month; ÷ 30 days ÷ 4.5 peak sun hours gives the solar kW needed; round up to a system size. Their example: a ₱28,000 Meralco bill came to roughly 12–15 kW of solar, which they matched to a MARS I PLUS system. The estimator does this sizing in more detail.
  • Ocular visits can carry a fee. At the time of the training, the MARSTEK Philippines technical team covered Metro Manila and nearby provinces; coverage for other areas was still to be announced. Confirm the current arrangement before promising a visit.
  • Roof space matters. For a 12 kW parallel MARS I PLUS setup with no existing solar, the trainers mentioned a minimum of about 20 MARSTEK Infinity panels, so check where the panels will go early.
  • For a business such as a restaurant, the trainers suggested the MARS I PLUS over the VENUS E, because the VENUS E's capacity is small for a whole business.
  • VENUS E vs MARS I PLUS charging: the MARS I PLUS takes solar panels and the grid directly. The VENUS E plugs into a household socket; with a CT002 it can tell whether the surplus it stores comes from solar or the grid.

After-sales care​

  • Explain how to use and maintain the product.
  • Tell them how to claim the warranty.
  • Let them know they can always come back with questions.

This is what builds trust and referrals.

Sources​