7 Critical Questions to Ask a Solar Salesperson Before You Sign

The solar salesperson at your kitchen table can be incredibly persuasive. They often come armed with impressive charts, promises of vanishing electricity bills, and time-sensitive offers that create a sense of urgency. While many solar consultants are honest professionals, the industry has its fair share of high-pressure salespeople whose only goal is to get your signature on a contract—no matter what they have to say to make it happen.

Asking the right questions upfront is the single most powerful tool you have to protect yourself from a future dispute. A good salesperson will welcome detailed questions and provide clear answers; a deceptive one will often get flustered or evasive. Before you even think about signing, you must have satisfactory answers to the following questions. In fact, the federal government even has their own guide for buyers.

1. What is the total cash price of this system, and where is it itemized?

This is the most important question you can ask. Many solar loans are inflated with hidden “dealer fees” that can increase the system’s cost by 20-30%. Ask for the total price you would pay if you were writing a check today, separate from any financing costs. Then, ask to see exactly where that price is listed in the contract. A refusal or inability to provide a clear cash price is a major red flag.

2. Can you show me exactly where the production estimate is guaranteed in the contract?

A salesperson might show you a slick proposal estimating your system will produce 15,000 kWh per year. However, you need to find out if that number is just a marketing promise or a contractual guarantee. Ask them to point to the specific clause in the contract that outlines the performance guarantee and what happens if the system fails to meet that production level. If there is no such clause, the production estimate is little more than a sales gimmick.

3. Who is the actual contractor responsible for the installation?

In many states, especially Texas, the company that sells you the system is just a marketing firm. The actual installation is done by a separate, licensed electrical contractor. You need to know exactly who that contractor is. Ask for their company name and, most importantly, their state contractor license number. This is the company that will be legally responsible for the quality of the workmanship on your roof.

4. What are the exact make and model numbers of the panels and inverters?

A contract might vaguely list “350-watt Tier-1 solar panels.” This is not good enough. You have the right to know the exact manufacturer and model number for every major component (panels, inverters, and batteries if applicable). This prevents a common “bait-and-switch” tactic where a company promises premium equipment but installs cheaper, lower-quality alternatives. Get it in writing.

5. Can you explain every line item on the financing agreement?

If you are financing, do not let the salesperson rush you through the numbers. Sit down with the financing agreement and ask them to explain every single line item. Pay close attention to the “Amount Financed.” If this amount is significantly higher than the cash price you asked for earlier, it’s because a large dealer fee has been added. Make them explain the discrepancy.

6. What is the difference between the workmanship warranty and the manufacturer’s warranty?

There are two types of warranties. The manufacturer’s warranty covers the physical equipment if it fails (e.g., a faulty panel or a dead inverter). The installer’s workmanship warranty covers problems caused by the installation itself, like a leaking roof from an improperly sealed mount. You need to know the length of both warranties and who is responsible for servicing them.

7. Is a lien being placed on my home as part of this financing?

This is a critical question that is often glossed over. Many solar loans are “secured,” meaning the finance company places a UCC-1 lien on your solar equipment and, sometimes, a lien on your home itself (often structured as a home improvement loan). This can complicate your ability to sell or refinance your home in the future. You have a right to a clear “yes” or “no” answer on this.

Conclusion: Due Diligence is Your Best Defense

Navigating a solar purchase can be complex, but asking these tough, specific questions transforms you from a passive buyer into an empowered consumer. Getting clear, written answers before you sign is the single best way to prevent a costly dispute down the road.

If you’ve already signed a contract and realize now that you didn’t get straight answers to these questions, it’s not too late. A professional case review can analyze your existing agreement for the very issues and red flags discussed in this guide.