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Electric vehicles are no longer the new kids on the block. According to mfldirect platform data, 42% of dealers are now regularly buying EVs.
So, no. EVs aren’t new. But they are different.
Why, then, are so many sales teams still relying on techniques built for ICE? The old methods won’t cut it – this is what your team really needs to know
Get to know your customers
Any good salesperson knows that relating to customers is key. But EVs require you to understand their circumstances unlike ever before.
This changes the conversations your team are having.
- Can the customer charge at home? EV satisfaction is high overall – it’s even higher when customers can charge at home.
- How much are they paying for electricity? Your team needs a secure understanding of domestic electricity tariffs so they can speak with confidence about charging costs – and highlight the savings.
- What is local charging infrastructure like? How accessible is local public charging – and is the local authority investing in new solutions? These can change rapidly, so your team must stay up to speed.
These conversations will help your team discover customer pain points and show where an EV will fit into their lifestyle – giving customers confidence to make the switch.
Build deeper EV understanding
If your sales team have only ever driven ICE vehicles – that’s a challenge. How can they sell convincingly without firsthand experience?
The solution? Get your teams into EVs.
mfldirect recently offered every member of staff the opportunity to drive an EV for a week. And even the most sceptical soon got on board.
- Driving is believing. Once your team experience the unique feel of zipping off in seconds, their genuine passion and enthusiasm will shine through.
- Confidence charging on the go. Getting the hang of charging helps teams show customers just how easily an EV can fit into their lifestyle. They’ll likely also see that they don’t have to charge it as often as they thought.
- Mastering the technology. EVs come with some pretty advanced tech – which can feel unfamiliar. It’s important your team has the skills to guide customers and help them get the most from their EV.
Ultimately, getting your teams into EVs boosts knowledge, cultivates enthusiasm, and gives them more confidence on the forecourt.
Bust those myths
No matter how popular EVs become – certain myths persist. Notably, concerns around battery and range.
Giving your teams the tools to bust these myths will help them sell with authority and confidence.
- Battery health is no longer an issue. EV batteries are far more robust than many buyers expect. 80% of used EVs sold via mfldirect have 200+ miles, 25% exceed 300 miles.
- Charging is quicker than you think. Charge time is not the barrier it once was, with some models charging from 10-80% in as little as 16 minutes.
- Guarantees can boost peace of mind. Battery Health Guarantees – such as those available through mfldirect – can also help ease concerns. Through the programme, if an EV’s battery is tested at less than 90% on delivery, dealers are entitled to return it. So far, only 1 in 6,000 EVs have been returned.
With the right knowledge and firsthand experience, your sales team can take their tactics to the next level. So, the question is simple: will your sales approach keep pace with EV demand?
Discover a wide range of single-owner, low-mileage electric vehicles on mfldirect.