Customers considering buying Used Electric Vehicles (EV) often have various questions regarding their purchase. Questions that are based on individual needs and preferences. Here are some common questions that customers may have:
- How long can I expect the battery to last?
- What is the range of the used EV?
- How long does it take to charge the EV?
- What charging infrastructure is available in my area?
- Are there any government incentives or rebates for purchasing a used EV?
- What is the maintenance cost of a used EV compared to a traditional powered car?
- Can I get a warranty for the used EV?
- Has the battery been replaced or refurbished?
- Can I access the vehicle’s charging history?
- Are there any performance limitations compared to a new EV?
- How does the depreciation rate of a used EV compare to a traditional car?
EV’s sales are surging. It’s transforming every aspect of the business, on-line and off-line.
Off-line: Are we well prepared as a sales professional to answer all these questions?
Use Car sales training and coaching in the context of used EV’s should indeed be adjusted to cater to the unique features and considerations of this emerging market.
Therefore Used Car sales professionals need to have a deep understanding of EV technology, including battery capacity, charging infrastructure, range, charging history, battery health and other relevant specifications. They should be able to explain these features to potential buyers and address any concern or misconception they may have.
Used Car sales professionals should be well-versed in the environmental advantages of EV’s, such as reduced emissions and lower fuel costs. They should be able to articulate the long-term cost savings potential, considering factors like lower maintenance and operational costs compared to internal combustion engine (ICE) vehicles.
Range anxiety, the fear of running out of battery power, is a common concern among potential EV buyers. Used Car Sales professionals should be prepared to address this issue by providing accurate information about the vehicle’s range and charging infrastructure availability in the area around where the buyer lives. A good understanding of the charging infrastructure landscape is crucial. Used Car Sales professionals should be able to guide potential buyers on the various charging options available, such as home charging, public charging stations and fast charging networks. They should also be aware of government incentives and subsidies related to the charging infrastructure.
In some cases, potential buyers might be hesitant to switch from ICE to EV’s due to familiarity and concerns about charging. Used Car sales professionals should be skilled at highlighting the advantages of EV’s over ICE vehicles, such as lower operating coast, reduced environmental impact and the potential for a seamless charging experience.
Used Car sales techniques and strategies may need to be adjusted to address specific concerns of misconceptions related to Used EV’s. Active listing, and the ability to address individual needs and preferences are essential in gaining the trust and confidence of potential Used EV buyers.
To address these challenges, sales training and coaching should emphasize the following:
- Education on the benefits of used EV’s. Used car sales professionals should highlight the advantages of purchasing EV’s
- Train your used car sales professional to have in-depth knowledge about EVs, including common concerns about battery life, charging, and the differences between various models. Ensure they can confidently address questions about used EVs specifically.
- Keep you sales team up to date with the latest developments in the EV market.
- Good communication skills. They should be patient, attentive and able to explain technical aspect of EV’s in a clear and accessible manner.
- Personalized approach. Understand that each buyer may have different priories and concerns. Used Car sales professionals should listen actively and tailor their responses to address the specific needs and questions of each individual.
On-line: In additional to sales training/coaching, it is essential to address the current lack of focus on EV’s in websites.
Comparing EV’s specifications, such as kW consumption, battery status and WLTP range, can provide valuable insights for evaluating and comparing different EV models. Yes, it is true that many websites still focus primarily on ICE when it comes to vehicles specifications and search possibilities. Websites should therefore be redesigned to provide detailed information about EV-specific features. MA5 conducts a yearly survey on used car websites and ranks them based on various aspects. This provides valuable insights for both consumers and industry professionals. By assessing different aspect, you can help users make informed decisions when it comes to purchasing used EV’s.
Important note is that while the U8sed EV market share is increasing, the overall EV used car rotation is going down in Europe.
Used Car insight report INDICATA June 2023 states the following:
“The market share of online B2C used EV sales increased by 14.6% MoM to 3.45%
Despite average used EV prices falling by 11.7 percentage points in 8 months, MDS (Market Days Supply) remains high at 110 days going into June 2023, with EV stock market share increasing by 5.3% MoM (Month-on-Month)
With levels of online B2C used EV car stock rising sharply and prices dropping even sharper, many hoped it would reinvigorate used EV sales, but it seems buyers are still not convinced of the benefits of buying a used EV”
More used EV’s are available now and have higher average days in stock. As the market for used EV’s expands, used EV’s sales are not following this trend. We have to ask ourselves what are the real reasons why Used Car buyers are hesitating to buy a Used EV.
Time To Reflect.