The other company's monthly payment is lower: solar
The short answer
Do not match it blind. A lower payment can mean a longer term, a higher rate, a smaller system or an escalator that rises each year. Ask to see their proposal and compare total cost, system size and terms side by side. Win on what the buyer pays over time, not on the first number.
Take this call against an AI buyerWhy buyers say it
The monthly payment is the one number every proposal shows, so it is the easiest thing to compare. The buyer cannot yet judge system size, term or escalators, so the payment becomes the whole story. They are asking you to prove the difference.
How reps lose the deal on it
- They cut the price on the spot. The buyer now wonders what the first number was padded with.
- They run down the other company without having seen its proposal. The buyer defends their own choice.
- They compare payments only. A lower payment on a longer term can cost more in total, and the rep never says so.
Stronger lines to say
- “Can I see their proposal? I want to compare the same things: system size, the length of the loan or lease, and whether the payment rises each year.”
- “A lower payment is worth a look. I’d rather show you the total you pay over the whole term than let the first number decide.”
- “If theirs really is better for you, I’ll tell you. If it’s smaller or longer, you should know that before you choose.”
Questions reps ask about it
What is an escalator in a solar lease or PPA?
A clause that raises the payment by a set percentage each year. Two proposals can start at the same number and end far apart. Ask whether the other payment is flat or rises, and by how much, then compare what the buyer pays over the full term, side by side.
Can I lower the payment to win the deal?
Only by changing what the buyer gets, such as the term, the system size or the down payment, and only if you explain the trade. A silent cut teaches the buyer that your first quote was soft.
Why would a smaller system have a lower payment?
Fewer panels cost less, so the payment drops, but the system covers less of the bill and the buyer keeps paying the utility for the rest. Ask what share of their usage each proposal covers. A lower payment plus a bigger utility bill can cost more each month.
Related objections
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