So, you’re thinking about adding Battery Energy Storage Systems (BESS) to your portfolio. Makes sense. More and more businesses are looking for ways to cut energy costs, stabilize their power supply, and get the most out of their solar installations.

But if you’ve already looked into this, you’ve probably realized something: selling BESS is not as straightforward as selling solar.

The market is full of excessive claims, biased supplier data, and technical complexities that can make it tough to confidently pitch battery storage to commercial clients. How do you answer all the questions clients will throw at you?

That’s exactly what we’ll break down in this summary. Let’s get into the questions your clients will ask, and how to answer them with confidence.

Questions your clients will ask, and how to answer them.

Your commercial clients aren’t just looking for another piece of equipment. They want to know: Will this actually make financial sense for my business? They’ve heard mixed things about batteries. Some say they’re essential, others say they’re too expensive.

Your job isn’t to force a sale. Your job is to help them decide if BESS is right for them.

Here are the key questions they’ll ask, and the best ways to respond.

1. How Do I Know If I Even Need Battery Storage?

Answer:
Not every business needs a battery, and that’s okay. But if they have any of these problems, a BESS might make sense:

• High demand charges. Many businesses pay huge fees for peak energy use. Batteries help lower those costs.
• Frequent power outages. If their business loses money every time the power goes out, a battery can provide backup power.
• Solar energy is going to waste. If their PV system is often sending excess energy back to the grid for a low feed-in tariff, storing it for later use makes more sense.
• Time-of-use (TOU) pricing. If electricity is cheap at some hours and expensive at others, a battery can store energy when it’s cheap and use it when it’s expensive.

If none of these apply to a business, then investing in a BESS may not make financial sense. Being honest about this will set you apart from suppliers who push batteries onto every customer, regardless of whether they need them.

2. What Size of Battery Do I Need?

Answer:
Battery size isn’t just about how much energy they use. It’s about when they use it and why they want the battery.

To figure this out, you’ll need to look at:

• Their energy consumption profile (how much power they use and when);
• Their solar generation pattern (how much excess energy they have);
• Their tariff structure (Are they getting hit with demand charges? Do they have expensive peak rates?);
• Whether they need backup power or just want to save on electricity bills.

Here’s the common mistake suppliers make: They suggest battery sizes based on total energy consumption, but that’s often way bigger than what the business actually needs.

Instead, batteries should be sized to maximize cost savings, which means balancing storage capacity with demand charge reductions, solar self-consumption, and financial returns. The right approach involves looking at their energy load profile and calculating how much storage is needed to meet their goals without unnecessary overspending.

3. What’s the Payback Period for a Battery?

Answer:
This is the question every business owner cares about: How long before this thing pays for itself?

The answer depends on several factors:

• Electricity savings: lowering peak demand and increasing solar self-consumption.
• Incentives & rebates: some regions offer tax breaks or grants that improve payback times.
• Revenue opportunities: some businesses can sell energy back to the grid or participate in demand response programs.
• Battery degradation & maintenance: batteries degrade over time, maintenance costs can vary depending on the technology and usage pattern, which impacts long-term ROI.

The reality? Some businesses will see a 4-6 year payback, while others might take 10+ years. It depends entirely on their energy costs and how they use the battery.

That’s why we’ve prepared two editable Excel templates for ROI calculation (you can get them for free by joining our BESS course for PV project managers), saving your time and helping you quickly estimate payback for each client instead of giving them a vague answer.

4. How Long Will a Battery Last?

Answer:
Most commercial BESS systems last 10-15 years, but it depends on:

• Cycle life. Every battery has a limited number of charge/discharge cycles before performance drops.
• Depth of discharge (DoD). Draining the battery too much shortens its lifespan.
• Operating temperature. Heat kills batteries. Climate and ventilation matter.
• Chemistry. Some battery types (like LFP) last longer than others (like NMC).

Manufacturers often claim 10-20 years of lifespan, but warranties don’t always tell the full story. Real-world performance depends on proper system design and operation.

5. What’s the Best Battery Technology for My Business?

Answer:
Most commercial batteries use lithium-ion, but there are two main types:

• LFP (Lithium Iron Phosphate): longer lifespan, safer (lower fire risk), slightly lower energy density (needs more space);
• NMC (Nickel Manganese Cobalt): higher energy density (smaller footprint), more common in EVs and compact applications, shorter lifespan than LFP.

For most stationary commercial applications, LFP is the preferred choice due to its superior safety and longevity. However, selecting the right battery also depends on various other factors, including warranty, lifespan and cycle life, certification compliance, PV system compliance, safety measures, energy density, depth of discharge, response time, operating temperature, and more.

6. What Are the Risks of Installing a BESS?

Answer:
Clients worry about risks for good reason. They’ve heard about battery fires and expensive failures.

Here’s the honest truth about what could possibly happen:

• Thermal runaway. Yes, fires can happen if batteries are mismanaged, but proper installation and battery management systems (BMS) make this extremely rare.
• Battery degradation. Every battery loses capacity over time, but a well-designed system minimizes this.
• Regulatory issues. Different regions have different fire codes and interconnection rules. Knowing them upfront avoids headaches later.

The key? Choose high-quality batteries, work with experienced installers, and don’t oversell unrealistic expectations.

Want to Sell BESS With Confidence?

If you’re serious about offering battery storage to your commercial clients, you need to go beyond supplier sales pitches and develop a real understanding of how these systems work. Selling BESS isn’t just about pushing another product, it’s about helping clients make informed decisions that align with their energy goals and financial realities.

That’s why we’ve created a certified hands-on training course Battery Energy Storage Solutions for C&I PV Project Managers that covers everything you need to know about BESS, from segmentation and business models, operation, optimization, warranty management, sizing and estimating to ROI calculation. In this course, you’ll interact with market experts and answer technical and financial questions with confidence, avoiding common mistakes that can lead to poor investments.

As a bonus, you’ll also receive two editable Excel templates that allow you to calculate your clients’ ROI and payback period, ensuring that you provide data-driven recommendations instead of vague estimates.

If you want to start closing more BESS deals while maintaining your credibility and delivering real value to your clients, join our training program today.