Is your store ready to capture more of the growing electric vehicle market? As EVs continue to gain momentum, your staff must be educated and trained accordingly to help you close more deals and establish your dealership as an authority customers can trust.
To prepare for EV sales success, your team must gather extensive knowledge of EVs and ensure they have the resources necessary to support customers. Help both staff and shoppers get charged up about electric vehicles with these top sales training strategies—and build your own electric car sales dream team.
Are Your EV Sales Training Strategies Moving Inventory?
Whether your store has already captured several EV customers or you’re just beginning to attract potential EV shoppers, you can ready your staff by adapting to this customer base by understanding what attracts them.
Consider what these shoppers need to know about EVs to learn how to market to them best. Within this customer base, you may have commuters concerned with EV range, busy parents with little time for constant vehicle maintenance, older drivers with minimal knowledge on modern EV technology, or outdoorsy types who want more capability in a vehicle.
According to our newest insights, only 32% of car buyers who were offered more information on EVs thought the salesperson was extremely knowledgeable about EVs. That’s why having an EV sales training strategy in place is crucial to answer their questions and help them decide if an electric vehicle fits their needs.
If your dealership is looking to maximize success with the growing electric vehicle market, here are six sales training strategies to equip your EV sales team with the specialized knowledge necessary to attract and engage customers—and close more sales.
1. Deep Dive into EV Technology
Provide in-depth technical training on EV batteries, charging infrastructure, range, performance, and maintenance. Offer hands-on opportunities for sales staff to drive various EV models and experience the various benefits they feature. Then, encourage continuous learning through industry news, webinars, and conferences.
2. Address Common EV Concerns
Train sales staff to address customer concerns about battery range, charging times, and infrastructure availability without hesitation. Ensure they can also articulate the long-term cost savings of EVs, including energy costs, maintenance, and potential government incentives. And capture more customers by offering info on public charging networks, home charging options, and charging etiquette.
3. Tailor Your Sales Approach
Identify different types of EV buyers based on their knowledge level, priorities, and concerns and employ data-driven segmentation strategies. Develop tailored sales pitches to address the specific needs and questions of each customer segment, and emphasize the importance of actively listening to customers, understanding their requirements, and providing relevant information.
4. Leverage EV-Specific Tools
Online EV comparison tools can allow both your sales staff and potential customers to compare different EV models based on range, price, features, and charging capabilities. Explore the use of virtual showrooms to showcase EV models and features to customers, and be sure they are familiar with popular EV charging apps that can help undecided shoppers make the switch.
5. Build Trust and Credibility
Encourage honest and open communication with customers, avoiding any misleading or exaggerated claims. This will help position your sales staff as trustworthy experts who can provide unbiased guidance on EV options. Positive customer testimonials can also help build your brand reputation while attracting new visitors.
6. Focus on Customer Experience
Offering a personalized and welcoming experience for customers, from the initial inquiry to the post-sale follow-up, can increase your EV sales success. Extended test-drives can allow customers to experience EV driving firsthand—putting them in the driver’s seat—and ongoing support and assistance after the sale can help minimize any concerns and boost customer satisfaction.
By investing in comprehensive sales training, you can empower your sales team to become reliable advisors for EV-savvy customers, ultimately driving sales and building long-lasting relationships.
Surge Ahead in EV Sales With Expert Training Strategies
In an everchanging market, your dealership can continue to close deals and capture customers with the right EV sales training strategies. Contact us to find out more about trends in the EV market or to explore our comprehensive solutions for modern dealerships.
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