Skip to content
Day One Field Guides Choose your book

Day One Field Guides · Book 2

The Kitchen Table Playbook

A word-for-word two-visit closing process for solar, from the door to the signature.

148 pages · PDF + Word · For new and newer closers. In-home or virtual.

$47 one-time, no subscription

Founding price $47 through Nov 15, 2026. Then $67.

Buy Book 2 for $47

30-day full refund, no questions asked. Refund Policy

  • Instant download
  • PDF + Word
  • 148 pages
  • Secure checkout by Stripe
What happens after you pay
  • Delivery: Your download page opens right after checkout, and we email you the link.
  • Refunds: Within 30 days, email [email protected] and say "refund." It goes back to your card within 5 business days.
  • Reading: The PDF reads fine on a phone; the Word file is for printing and editing.
  • Seller: The Day Company LLC, Spokane, WA · [email protected]

Want all three? The Complete Set is $97 one-time ($121 if bought separately)

Founding price $97 through Nov 15, 2026. Then $137.

Buy The Complete Set for $97

30-day full refund, no questions asked. Refund Policy

What's in the set

Look inside · Read a free objection card · All prices

Front cover of Book 2, The Kitchen Table Playbook, from Day One Field Guides, by Damien Day
Damien Day

Built by Damien Day who has sold, set and trained in solar

Laws named in the text with dates

Secure checkout by Stripe Card or wallet

30-day refund No questions asked (policy)

What you'll practice

  • Answer the six questions every homeowner has, in order, before they become objections.
  • Explain cash, loan, lease and PPA, the credit check and the UCC filing in plain words, before anything is signed.
  • Practice with a 30-day plan, drills, two worksheets and a sign-off list for your manager.

These describe what the book teaches, not promised results.

What's inside

The contents of Book 2, part by part, and real pages from the book.

Page from Book 2, The Kitchen Table Playbook: Introduction

Look inside

Real pages from the 148-page PDF. Tap a page to see it larger.

  1. Introduction

    A letter before you sit down.

  2. Part 1: Before you knock

    The confirmation call and pre-frame, and a pre-appointment checklist.

  3. Part 2: Visit one: the door to the table

    Rapport, discovery and question-based selling, reading the bill, the 6 Main Questions and the timeline.

  4. Part 3: Visit two: design, decision and paperwork

    The two-touch close, right-sizing and their other quotes, cash, loan, lease and PPA in plain words, the credit check and UCC filing, the paperwork, buyer's remorse, referrals and pull-through.

  5. Part 4: The appointment, step by step

    All 35 steps in step cards, from pre-sale to cool down, plus a worked example from kitchen table to signed.

  6. Part 5: 15 objections at the table

    The four-beat reply, 15 cards, a quick reference and "What if your company goes out of business?"

  7. Part 6: The rules

    What not to say, a glossary and words that make you sound like a pro.

  8. Part 7: Tools and the manager pages

    Worksheets, the closer's pocket card, building your slick deck, and the manager's scorecard.

  9. Part 8: Learn it fast

    How to train with the book, a 7-day practice plan, partner drills, video review, the weekly huddle and a 30-day ramp plan.

See the full table of contents (65 entries, with page numbers)
  1. Introductionvi
  2. Part 1: Before you knock1
    1. 1A. The confirmation call and pre-frame1
    2. 1B. Pre-appointment checklist3
  3. Part 2: Visit one: the door to the table5
    1. 2A. At the door5
    2. 2B. Rapport and authority7
    3. Real rapport, and always say yes9
    4. Feelings first, and looking the part10
    5. 2C. Discovery questions12
    6. Let them say it: question moves14
    7. 2D. Reading the bill and usage15
    8. 2E. The 6 Main Questions17
    9. Ask, don’t tell: analogies and feel questions22
    10. 2F. The timeline and the follow-up25
    11. Closing visit one27
  4. Part 3: Visit two: design, decision and paperwork29
    1. The two-touch close: set it up, then ask29
    2. 3A. Recap, design and the decision32
    3. Right-size it, and review their other quotes33
    4. 3B. Cash, loan, lease or PPA, in plain words36
    5. 3C. Credit checks and the UCC filing38
    6. 3D. Walking the paperwork40
    7. Decision day, the fine print and privacy42
    8. 3E. Welcome call and cool down44
    9. 3F. Buyer’s remorse and cancellations45
    10. 3G. Follow-up and referrals47
    11. 3H. Pull-through: keeping the deals you write49
  5. Part 4: The appointment, step by step51
    1. How to read a step card, and the 35 steps at a glance52
    2. Pre-sale: steps 1–554
    3. Warm-up: steps 6–1159
    4. Presentation: steps 12–1564
    5. Walk-through and pre-close: steps 16–2066
    6. Proposal: steps 21–2469
    7. Close: steps 25–3172
    8. Cool down: steps 32–3577
    9. Worked example: kitchen table to signed80
  6. Part 5: 15 objections at the table82
    1. The four-beat reply82
    2. Objections 1–1584
    3. Quick reference: all 1599
    4. “What if your company goes out of business?”101
  7. Part 6: The rules103
    1. 6A. What not to say103
    2. 6B. Glossary104
    3. 6C. Words that make you sound like a pro106
  8. Part 7: Tools and the manager pages108
    1. Worksheet 1: Appointment notes109
    2. Worksheet 2: Post-appointment review110
    3. The closer’s pocket card113
    4. Build your slick deck, and 5 slicks to copy114
    5. For managers122
    6. The manager’s scorecard123
  9. Part 8: Learn it fast125
    1. 8A. How to train with this book125
    2. 8B. Your 7-day practice plan127
    3. 8C. Partner role-play drills128
    4. 8D. Record yourself on video130
    5. 8E. Practice-partner checklist132
    6. 8F. Self-scoring card133
    7. 8G. The weekly huddle and practice drills134
    8. 8H. The 30-day ramp plan136
  10. About the author139
  11. Notes140

The book at a glance

Format
PDF and Word (.docx), instant download
Length
148 pages (PDF)
Contents
8 parts, 65 entries in the table of contents
Written for
new and newer closers. In-home or virtual
Author
Damien Day
Publisher
Day One Press
Price
$47 one-time
Refund
30 days, full refund, no questions asked

Buy Book 2 for $47

30-day full refund, no questions asked. Refund Policy

Read a free sample

One complete objection card and one worksheet, word for word from Book 2. Nothing to download. Read it here.

01 “We need to think about it.”

Acknowledge
“That makes sense. It’s a big decision.”
Ask
“So I can help you think it through: what part are you still weighing? The payment, the company, or whether solar fits your home at all?”
Answer
“If it’s [what they said], let’s look at that piece now while I’m here, so you’re thinking with all the facts. If you still want time after that, that’s completely fine.”
Advance
“So how much time do you think you need to be able to make your educated decision?” Then set ten minutes on that day.

Field note: Don’t let it get to that point. Discovery is your best friend: “think about it” usually means a question you never asked.

Practice this: Say Answer 01 your own way, out loud three times, while your partner ticks □ Straight □ Clear □ Calm □ Ended on a next step.

Objection card 01, from Book 2

From Book 2 · worksheet excerpt

Worksheet 1: Appointment notes

One per appointment. Write their words, not yours. Bring it back for visit two.

The household

Homeowner(s)
Address
On the title
On the bill
Decision-makers present
In-home or virtual

The home and the bill

Roof age and plans
Shade and orientation
Plans to stay
Usage changes coming
Rate planflat · tiered · time-of-use
Summer / winter bill
12-month usage (kWh)
Fixed charges

Their goals and questions

Their reason, in their words
Payment preferencecash · loan · lease · PPA
Payment ceiling, if any
Open questions for visit two
“Any reason you wouldn’t move forward?”
Follow-up date and time

In the book this is a printable page with room to write. Here the blanks are shown as lines.

Buy Book 2 for $47 Or all three for $97

30-day full refund, no questions asked. Refund Policy

Want more? Get a free 10-page sample PDF

The contents and the opening pages of Book 2, as a PDF you can read on your phone tonight.

We store your first name, email, role and consent to send it and our emails. See our Privacy Policy.

Free guide: objections and rebuttals

Who it's for

  • New and newer closers running in-home or virtual appointments
  • Setters moving up to running their own appointments
  • Managers who want one closing process for the whole team

Who it's not for

  • Anyone looking for pressure closes or deadline lines
  • "The government pays for it" scripts
Damien Day

I'm Damien Day. I write Day One Field Guides for solar setters, closers and the managers training them.

30-day refund, no questions asked.

Read it and use it on your next shift. If it isn't for you, email [email protected] within 30 days of purchase for a full refund. A refund isn't a promise of appointments, sales or income.

Refund Policy

Prefer paper? There's no paperback yet. Leave your email and we'll tell you if one is printed. No payment, no date promised.

Questions

I can find solar scripts free online. Why buy this?

Fair, and some free scripts are good. The question is whether they hang together now that the 30% credit is gone. Book 2 is one process in order, with every objection in the same four beats, worksheets and a 7-day practice plan. Read the free sample and the full contents above, then decide.

My company already trains me.

Good. Keep using your company's approved scripts and disclosures; the book tells you to. Is there a part your training skips, like the first seconds at the door or what to say when the credit comes up? Check the contents for it. If it's there, that's where the book fits.

$47 is real money when I'm on commission.

It is. It's one-time, with no subscription. Read the free sample first if you want to check the writing. If the book isn't for you, email us within 30 days for a full refund, no questions asked.

What if it doesn't fit my market?

Fair question. The federal facts apply nationwide, and local numbers are [brackets] you fill in with your utility's and your company's real numbers. Look at a worksheet in the sample to see how. If it still doesn't fit, the 30-day refund covers you.

Is it for in-home or virtual appointments?

Both. The process is written for the kitchen table, with notes for running the same steps on a video call.

Does it explain financing?

Yes, in plain words: cash, loan, lease and PPA, the credit check and the UCC filing, said before anything is signed. Only explain what your company has approved.

How do I get it?

Right after checkout you land on your download page with the PDF and Word files, and Stripe emails your receipt. Lost your link? Log in with the email you paid with, or email [email protected].

Can my team use it?

One purchase is one person's license. For teams, see team options.

What's the refund policy?

30 days, full refund, no questions asked. See the Refund Policy.

Will this increase my sales or income?

We can't promise that, and we don't. Results depend on you, your market and your company.

Is this legal or tax advice?

No. It's sales training. You're responsible for following every law that applies to how you sell, including do-not-call and autodialer/texting rules (TCPA and the Telemarketing Sales Rule), door-to-door permits, the FTC 3-day Cooling-Off Rule and state cancellation notices, and state solar disclosure and registration laws. Always use your company's approved scripts, disclosures and agreements.

Keep going

Read it tonight. Use it tomorrow.

Buy Book 2 for $47

Or get all three books: The Complete Set for $97 ($121 if bought separately).

30-day full refund, no questions asked. Refund Policy

  • One-time price, no subscription
  • Instant download
  • Secure checkout by Stripe
What happens after you pay
  • Delivery: Your download page opens right after checkout, and we email you the link.
  • Refunds: Within 30 days, email [email protected] and say "refund." It goes back to your card within 5 business days.
  • Reading: The PDF reads fine on a phone; the Word file is for printing and editing.
  • Seller: The Day Company LLC, Spokane, WA · [email protected]