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For new and newer closers. In-home or virtual.

The Kitchen Table Playbook: Solar closer training, word for word

Damien Day's two-visit close, from the confirmation call to the cool down: the 6 Main Questions, financing in plain words, 15 objection cards and a 30-day ramp.

$47 one-time, no subscription

Buy the Kitchen Table Playbook for $47
  • Instant download
  • PDF + Word
  • 53 pages
  • 14-day refund, no questions asked (refund policy)
  • Secure checkout by Stripe

Also in the Rep Membership, with the No-Credit Close, the Knock-to-Booked Playbook, Kit 02 and every new Day One kit: $29/mo founding price, $0 today, unlocks Dec 1, 2026. See the membership

The Kitchen Table Playbook: the cover and two inside pages53 pages, PDF + Word

Built by Damien Day 5+ years in solar, from door-to-door to training sales teams

Every fact sourced and dated IRS, EIA, FTC

Secure checkout by Stripe Card or wallet

14-day refund No questions asked (less any credit used; policy)

You'll be able to…

  • Answer the six questions every homeowner has before they ask them, in order, so most objections never come up.
  • Explain cash, loan, lease and PPA, the credit check and the UCC filing in plain words, before anything is signed.
  • Ramp up in 30 days with your manager, with drills, two worksheets and a sign-off list built in.

These are things the playbook teaches you to do, not promised results.

Most objections are a question nobody answered yet.

The 6 Main Questions cover the roof, the move, the cost, the maintenance, the savings and who owns it, up front and in order. The timeline answers "what's the process?" Rapport and authority answer "who is this company?" By the time a concern comes up, the homeowner has already heard the answer.

  • Answer it before they ask. The pre-handle map pairs each of the 15 objections with the step that already handles it.
  • Low pressure, out loud. No deadline lines. Timelines are under-promised "just to be safe." Cancellation rights are said out loud.
  • Ask instead of tell. People believe what they say themselves. Feel questions check in without pushing.
The pre-handle map (page 6): each objection card, and the step in the process that already answers it.
The objectionAlready handled at
“We need to think about it.”The Easy Process Statement, and decision day
“I want to run it by my spouse.”The confirmation call: every decision-maker confirmed
“Just email me the proposal.”Visit two, booked in person
“I'm not signing anything today.”Decision day, with full disclosure
“The payment is higher than I expected.”Main Question 3: no ballpark guesses, then the total
“Can you do better on the price?”Right-size it: no upsell
“Another company quoted me lower.”Their other quotes, on their own paper
“I don't want my credit run.”The credit check, explained first
“I don't want a lien on my house.”The UCC filing, said plainly
“Twenty-five years is a long time.”Main Questions 2 and 4
“So my electric bill goes away, right?”Reading the bill, and Main Question 5
“These savings numbers look too good.”Under-promising, and Main Question 5
“What if something breaks?”Main Question 4, and the long-term promise
“My neighbor had a bad experience.”Rapport and authority, and independent reviews
“We'd rather wait a while.”Main Question 5, and no deadline lines
What this isn't: it won't make objections disappear, and it's no promise of any close rate or income. Real concerns still deserve a real answer, and sometimes the right answer is that solar doesn't fit.

What's inside the 53 pages

  1. Start here p. 3

    How to use it, why the process works, and the pre-handle map.

  2. Part 1: Before you knock p. 7

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

  3. Part 2: Visit one: the door to the table p. 10

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

  4. Part 3: Visit two: design, decision and paperwork p. 21

    Right-sizing with no upsell, their other quotes, cash, loan, lease and PPA in plain words, the credit check and UCC filing, walking the paperwork, buyer's remorse, referrals and pull-through.

  5. Part 4: 15 objections at the table p. 33

    The four-beat reply, 15 cards with practice boxes, a one-page quick reference and the 7 questions every homeowner should hear answered.

  6. Part 5: Your first 30 days, and the rules p. 45

    The 30-day ramp, what not to say, words that make you sound like a pro, the huddle and drills, two worksheets and a tear-out pocket card.

The rules behind every line: the FTC Cooling-Off Rule, UCC Article 9, the FCRA and the rest, each dated, at the back of the book.

Format: PDF and Word (.docx). Free updates to the Kitchen Table Playbook.

Real pages, not a mockup

CoverCover: The Kitchen Table Playbook
Pre-handle mapWhere each of the 15 objections is already answered
6 Main QuestionsPart 2E: the 6 Main Questions, 1 to 3
Credit check and UCCPart 3C: the credit check and the UCC filing, said plainly
Objection cardsPart 4: objections 1 and 2 in four beats, with practice boxes

Real pages from the Kitchen Table Playbook (v1.2, last reviewed Oct 21, 2026). Click a page to enlarge it.

One Main Question, free

Every homeowner has the same six questions, asked out loud or not. Answer them before they ask, in order. Here's number 3, word for word from Part 2E.

“How much does it cost?”

Main Question 3 of 6
  1. Why they askThey want to know if this is even in the ballpark.
  2. Say thisToday I don't have numbers for you. I'll go home and do my due diligence; I won't guess at your price. I'll build a proposal on your actual usage and your roof, and walk you through it. And it doesn't make sense for everyone. If it doesn't for you, I'll tell you.
  3. Be straightNo ballpark figures, no "most people pay about." A guess becomes a promise in their head.

Word for word from the Kitchen Table Playbook, Part 2E (Main Question 3 of 6).

Who it's for

  • New closers who want a process they can say out loud
  • Setters moving up to running their own appointments
  • Managers ramping new closers, with the 30-day plan and the sign-off list built in

Who it's not for

  • Anyone looking for pressure closes or deadline lines
  • Scripts that promise savings or a $0 bill
Damien Day, founder of The Day Company
Who's behind Day One

I've knocked the doors these kits are written for.

I'm Damien Day. I've spent 5+ years in solar, and before that I owned a telecom company. I've done the jobs these kits cover: knocking doors, setting appointments, cold calling, closing, marketing, and running and training sales teams. I've also started and run my own businesses, so I know what a rep's time is worth.

In 2023 I founded The Day Company LLC in Spokane, Washington. Day One kits follow one rule: every fact gets a source and a date.

I review every kit before it ships. I won't promise you'll close more, because that depends on you, your market and your company. I'll promise words you can say out loud and still feel good about.

Damien Day, Founder, The Day Company LLC, Spokane, WA

14-day refund, no questions asked. Read it and run it on your next few appointments. If it isn't for you, email us within 14 days of purchase for your money back.

Refund Policy

Questions

Does it work for virtual appointments?

Yes. Every step has a virtual version. The paperwork section explains that cancellation rules can differ for sales made by phone or video.

Can I add my company's details?

Yes. The Word file is editable. Fill every [bracket] with your company's real facts: license number, warranties, financing terms, and your utility's rates and export rules.

Is this legal or tax advice?

No. It's sales training. Follow your company's approved scripts, disclosures and agreements, and your state's rules.

Will it help me close more deals?

We don't promise that. Results depend on you, your market and your company. What you get is a clear process you can say out loud and still feel good about.

Is it in the membership?

Yes. The Rep Membership includes the Kitchen Table Playbook, the Knock-to-Booked Playbook, the No-Credit Close, Kit 02 and every new Day One kit released while you're subscribed. Buying the playbook on its own doesn't come with a membership credit.

Can my team use it?

One purchase is one person's license. Team plans include both playbooks for every seat.

How do I get it?

Instantly. After checkout you land on your download page, and Stripe emails your receipt. Lost it? Log in to My Kits with the email you paid with.

Do I get updates?

Yes. Updates to the Kitchen Table Playbook show up in My Kits at no charge.

Refunds?

14 days, no questions asked. See the Refund Policy.

Free training for closers

Walk in with a process, not a pitch.

Buy the Kitchen Table Playbook for $47

  • One-time
  • Instant download
  • 14-day refund, no questions asked (refund policy)
  • Secure checkout by Stripe

Setting and closing? Get the No-Credit Close and both playbooks for $97. Not ready? Get the free cheat sheet.