EN 
PT_BR 
The development of large photovoltaic plant projects represents a challenging and strategic segment within the solar sector.
Unlike residential or small-scale installations, the sale of large-scale projects requires specific skills and differentiated strategies to win over investors willing to adopt solar energy as part of their operations.
In this context, unique challenges stand out that require in-depth knowledge of the market, a consultative approach and the ability to manage the complexities involved in high-ticket projects.
The particularities that make up this type of sale were the topic discussed during the WEG Partners, an exclusive event for WEG integrators, which brought together sector experts to discuss the nuances and best practices involved in the sale of large-scale solar projects.
In evaluating Marcelo Abuhamad, CEO of Bonö Group, it is essential that the integrator understands who the end customer is, in addition to delving into technical and management details to meet their needs.
“The focus must always be on the customer and a complete understanding of the technical scope, covering aspects such as infrastructure, human and financial resources. When planning large projects, it is essential to consider factors such as the technical structure, the schedule and the team involved”, said Bono.
An important factor highlighted by him was the rainy season. “Sellers must consider factors such as the impact of weather conditions when scheduling works for the end of the year, ensuring that projects are well planned and prepared to face seasonal challenges, such as rain,” he commented.
Harry Neto, director of Solar Energy & Building, highlighted that a good salesperson needs to focus more on quality than quantity. “Don’t sell more, sell better”, he emphasized.
Another crucial point highlighted by Neto is managing expectations. For him, salespeople must be sincere with customers and manage their expectations, ensuring that they understand the deadlines and expected results.
“Be honest with the client, talk about the challenges of the project and its execution. With this, you will know how to better manage customer expectations and obtain positive results,” he said.
Another important point during the sales debate, raised by Gabriel Guimarães Ferreira, Commercial Director at SolarVolt Energia, was about the integrator's learning curve in the sales process for large projects.
In the professional's opinion, the process of servicing a larger plant is challenging and involves a significant learning curve. “Learning from mistakes is an essential part of this process, as the company matures and improves,” he reported.
“Remember that when selling large projects, you are offering not only a project, but also the credibility of your company. For this reason, conveying security is crucial, as investors will only close deals if they feel confident in the project”, he added.
He also highlighted that to be successful the company needs to invest in qualifications. “Large plants are not sold overnight; a prepared team and a consultative sales approach are necessary.”
The training factor was also highlighted in the speech of Tallis Gomes, founder of G4 Educação. He pointed out that the company, before starting the sales process, needs to understand the profile of the salesperson who works in the sale of large plants.
“Consistency and organization are fundamental characteristics of sellers who work in this market. Furthermore, companies need to understand that salesperson training is essential to face the challenges of selling large projects”, he concluded.
Quality delivery builds customer loyalty
The company's credibility was also mentioned as a key factor. The speakers emphasized that selling larger projects is not just about the project itself, but also about the company's credibility. “Investors need to trust the team that is providing the solution,” said Abuhamad.
The speakers also highlighted that credibility and quality deliveries result in recurrence. This is because investors in large projects have extensive financial knowledge and for this reason can become repeat customers when they realize the profitability of investing in photovoltaic projects.
“Investors understand the long-term financial benefits of solar energy and are willing to repeatedly invest in this market,” concluded the CEO of Bono Group.
Finally, delivering value was mentioned by the speakers as an effective strategy to win customers and avoid competing solely on price. They highlighted that in an increasingly competitive market, understanding complexity, managing expectations and providing effective solutions are key elements to making the most of this growing market.
