The objection "I don't have that amount now" is not the end of the sale — it is the start of the conversation about financing. Presented well, credit turns an upfront expense into an instalment smaller than the electricity bill the customer already pays. Mastering the available lines is what separates the installer who closes from the one who only quotes.
The main sources of credit
In Brazil, solar financing comes from four sources: public banks (BNDES through financial agents, Caixa, Banco do Brasil, and the regional banks BNB and BASA), private banks and credit cooperatives (Sicredi, Sicoob, Santander and others with dedicated solar lines), specialised fintechs (fully digital approval, many integrated with installers) and rural credit for agribusiness. Each has different terms, grace periods and collateral requirements.
The closing argument: instalment vs savings
The magic of solar financing is positive cash flow from month one: if the bill saving is R$ 700 and the instalment is R$ 550, the customer is left with R$ 150 a month without taking money out of their pocket. Always present it this way — the instalment next to the monthly saving — rather than focusing on the total amount financed. When the instalment fits within the saving, the decision becomes obvious.
What the customer needs for approval
Get the paperwork moving early so you do not lose the timing of the sale: credit analysis (score, income commitment), proof of income and, in some cases, collateral (a lien on the system itself or a guarantor). Have pre-registered credit partners and ready simulations. The faster the bank says yes, the less chance the customer cools off or listens to a competitor.
Sources of solar financing in Brazil
| Source | Profile | Highlight |
|---|---|---|
| Public banks | Residential and business | Competitive rates, long terms |
| Private banks / cooperatives | All sizes | Speed and relationship |
| Solar credit fintechs | Residential | Fast digital approval |
| Rural credit | Agribusiness | Subsidised rates (Pronaf/Pronamp) |