Selling electric cars can be a daunting task for many dealers, as they often struggle to fit them into their traditional sales playbook. However, there is a category of vehicles that can be approached in the same way as selling an EV – heavy-duty tow trucks. The process of selling a tow-rated pickup truck to someone looking to haul a trailer, boat, or RV is quite similar to selling an electric car.
During the discovery phase of the sale, it is crucial to understand the customer’s needs and ensure that the vehicle being purchased will meet those needs both now and in the future. Just like in the case of heavy-duty tow trucks, where factors like trailer weight, GVWR, and GCWR need to be considered, selling an EV requires understanding the customer’s driving habits, charging needs, and range requirements.
Options matter significantly when selling vehicles that are meant for heavy use. The difference between one trim level and another can impact towing capabilities, comfort, and fuel economy. Similarly, in the case of EVs, different models may offer varying ranges and charging speeds, which can affect the customer’s driving experience.
Information is key in both cases. Verifying the weight of a trailer or the range of an EV can prevent potential issues down the line. Tools like route planning apps can help salespeople answer customer questions confidently and build trust.
Aftersales support is critical for building customer loyalty and generating referrals. Following up with customers post-sale and providing ongoing support can lead to repeat business and positive word-of-mouth.
Overall, the key to successful sales lies in understanding the customer’s needs, providing accurate information, and offering the right solutions. By approaching the sale of electric cars with the same level of care and attention as selling heavy-duty tow trucks, dealers can increase their sales and build a loyal customer base.
