Professional salespeople love to talk about “the steps of the sale,” a tried-and-true process that guides every customer from curiosity to closed. But when it comes to electric cars, that old-school hustle can fall flat, leaving dealers struggling with how to fit them into their familiar playbook. But what if I told you, dear dealer, that there’s a whole category of vehicles on existing dealer lots that need to be approached in exactly the same way as an EV to score a successful sale that you’re already familiar with?
That category: Heavy-duty tow trucks. Here’s how selling one is a lot like selling the other.
That’s right, greenpeas – selling a tow-rated pickup truck to someone who’s buying it primarily to haul a trailer, boat, or RV is a delicate thing that requires salespeople (and sales managers) to approach their customers with a lot more patience and empathy, and a lot less, “what can I do to get you to drive this home, today?” And, as we go through the whys and hows, I think you’ll agree that all the heavy truck selling wisdom we’re going to cover today will help you sell more electric cars, more often, and for more money.
1. Discovery is where the deal gets done
When it comes to heavy-duty tow vehicles, most smart dealers understand that their customer probably has a better understanding of their individual needs than they do – but it’s still a good idea to go over that understanding during the discovery phase of the sale.
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Has the customer factored in the weight of the trailer and the weight of everyone and everything else inside it? What about the weight of water, tools, or animals? Do they fully understand the concepts of GVWR and GCWR, and the difference between trailer weight and tongue weight? Will they have enough range, when fully loaded, on their standard fuel tank or will they need an aux. tank? What about the future – are they thinking about upgrading their RV or hauling bigger loads longer distances?
In other words, the customer has to trust that the vehicle they’re about to buy from you will meet their needs and fit into their lives today, while also meeting their needs in the foreseeable future. That’s what it looks like in a truck, but now apply that to an EV.
Has the customer mapped out the routes they take every day to make sure they can make the drive? That might sound ridiculous to you and me, but what if they’re depending on a single DC fast charger out on a rural stretch of highway to get the EV to meet their needs? What if they think 200 miles of range is 200 miles of range, but they like to drive 80+ mph (on Chicago’s I-290, that’s a minimum safe travel speed), do they understand that speed impacts range as much as weather?
Tools like Chargeway are great for helping dealers explain EV charging speeds, the impacts of speed and topography on range, and – especially in this era of NACS adapters – where buyers of used or off-lease EVs can charge up and get back on the road.
In either case, the salespeople who take the time in discovery to understand their customers’ needs and become consultative partners will make a sale, the ones who rush through the process won’t, and the ones who sell their customers the wrong thing will make a problem (if not an expensive lawsuit) for the dealership.
2. Options really do matter
When you’re selling a conventional ICE-powered crossover to a typical suburbanite, moving your customer up or down a trim level doesn’t typically impact their use case. Sure, they might have to keep their foot planted a little longer to get up to highway speeds or learn to live with cloth when they really wanted leather or vinylvegan leather, but they’ll still be able to get five-to-seven adults from point A to point B with the same general effectiveness.
That’s not true when it comes to trucks that are going to get put to work. There, the difference between one axle ration and another can have a huge impact on driver comfort, towing capabilities, and fuel economy – and going from a one-ton truck that’s just outside the customer’s budget to a half-ton that you happen to have on the lot could get someone seriously hurt or killed.
It may be tempting to switch the customer to a vehicle you have on the lot (especially if that vehicle happens to be an aged unit with a fat spiff on it), but the long-term pain isn’t worth the short-term gain on this one.
3. Information is your friend
This might feel like a duplicate of the discovery phase, but think of it as a member of the “measure twice, cut once” advice genre. That is to say that, sure – the customer thinks that new 5th wheel RV they have on order weighs 11,000 lbs., but does it? Did they add any options of features (see no. 2) that make it heavier? Get the information from the RV manufacturer or dealer and confirm as much as you can. That extra work will help keep your customer safe and build trust.
Similarly, you’ll want to verify your assumptions when it comes to EVs. Is that once-a-month 300 mile drive really 300 miles, or is it 330? Is there more than one charging option available on their preferred route? Is the customer able to make their trip without changing the way your they drive? Are they willing to change up where they stop, or for how long?
When it comes to EVs, especially used ones that came onto your lot as part of a trade deal that you may not be intimately familiar with, I cannot stress how much route planning apps like Chargeway or A Better Route Planner can help salespeople answer questions about electric vehicles confidently and correctly, generate trust, and drive referrals.
4. Aftersales support is critical
Successful salespeople follow up – not just with prospects who are still shopping, but with customers who have already bought. And, just as RVers know other RVers, RV salespeople who get positive feedback about a local dealer who takes the time to make sure their customers get the right truck know RV customers who might need a right truck of their own.
Yes, those RV salespeople might expect a $100 bird dog bonus to send their customers your way, but the money on its own isn’t enough. They have to know they can trust you with their customers, and you build that trust in steps 1-3, above.
The reason BMW is consistently pulling ahead? It seems to come down to education. “First-time EV buyers are receiving minimal education or training,” explains Brent Gruber, executive director of the EV practice at J.D. Power. “Dealer and manufacturer representatives play the crucial role of front-line educators, but when it comes to EVs, the specific education needed to shorten the learning curve just isn’t happening often enough. The shortfall in buyer education is something we’re seeing with all brands.”
And, if you’re still not quite convinced that you need to learn how to sell EVs to be successful on the sales floor, think again.
Overall, 94% of BEV owners are likely to consider purchasing another BEV for their next vehicle, a rate that is also matched by first-time buyers. Manufacturers should take note of the strong consumer commitment to EVs as the high rate of repurchase intent offers the ability to generate brand loyal customers if the experience is a positive one. In fact, during the past several years, the BEV repurchase intent percentage has fluctuated very little, ranging between 94-97%. This year’s study also finds that only 12% of BEV owners are likely to consider replacing their EV with an internal combustion engine (ICE)-powered vehicle during their next purchase.
Listen to an EV convert who has desked an awful lot of car deals, greenpeas – if you treat every EV customer the same way that crusty old fleet rep treats his truck buyers, you’re going to sell a whole lot of EVs. And, if you’re a brave enough little toaster to follow up and ask for that referral, you’ll find that EV buyers know other EV buyers.
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Chevy’s electric SUV is now the best-selling EV in the US outside of Tesla. The 2026 Chevy Equinox EV is slightly more expensive than the outgoing model, but GM has added new style packages for you to choose from.
GM raises 2026 Chevy Equinox EV price, adds options
The Chevy Equinox EV doesn’t need much help. Starting at just $34,995, the 2025 Chevy Equinox quickly became one of the best-selling electric vehicles in the US.
Entering its third year, the Equinox EV remains GM’s most affordable EV, with starting prices slightly higher at $36,495. That includes the $1,395 destination fee.
Since it’s a carryover model, there aren’t too many changes, but buyers will have several new style packages to choose from.
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The 2026 Chevy Equinox LT gains a new Midnight Package, which adds black emblems, bowtie, badging, wheel caps, and 19″ black painted aluminum wheels, for $595.
There’s also a new Tech Bronze Package available on the LT and RS trims. The new option includes a Tech Bronze decal, a black nameplate, a black bowtie emblem, and 21″ Tech Bronze wheels. It costs an extra $3,595.
Chevy Equinox EV LT (Source: GM)
The 2026 Chevy Equinox EV is now listed on GM’s website. It’s still available in LT1, LT2, and RS trims with Front Wheel Drive (FWD) and All Wheel Drive (AWD) powertrain options.
The base 2026 LT FWD trim starts at $36,495 with up to 319 miles of range, including a $1,395 destination fee. Upgrading to AWD costs an extra $5,300, with a slightly shorter range of 307 miles.
Chevy Equinox EV trim
2025 Starting Price
2026 Starting Price
EPA-estimated Range
LT 1 FWD
$34,995
$36,495
319 miles
LT 1 AWD
$38,295
$39,795
307 miles
LT 2 FWD
$43,295
$43,295
319 miles
LT 2 AWD
$46,595
$46,595
307 miles
RS FWD
$44,795
$45,595
319 miles
RS AWD
$48,095
$48,895
307 miles
2025 and 2026 Chevy Equinox EV price and range by trim (Including $1,395 destination fee)
Following another record quarter of EV sales in Q3, GM said that the Chevy Equinox EV was the best-selling non-Tesla electric vehicle in the US.
With several new affordable EVs arriving, including the new Nissan LEAF, will the Equinox continue to be a top seller in 2026? It will be interesting to see where the rankings end up at this time next year.
A surge in EV charging cable thefts is putting the reliability of the UK’s charging network at risk and undermining trust among drivers. InstaVolt is the UK’s largest network of fast chargers, and over the past two years, nearly 1,000 of its charging stations (it has over 2,100, so nearly 50%) have been targeted by cable thieves. But now InstaVolt is fighting back with GPS tracking.
Bafflingly, the incentive for thieves is low-value scrap: There’s only about £25 ($33) worth of copper inside a charging cable. But the damage is costly – around £1,000 ($1,342) per site for repairs.
In April, InstaVolt CEO Delvin Lane told the BBC that the thefts had cost his company about £410,000 ($550,150) since November 2023. Lane said, “This isn’t just an InstaVolt problem; this is an industry problem. The biggest impact is on drivers.”
InstaVolt has reinforced its cables with Kevlar sheaths, making them harder to cut. It has also rolled out live GPS tracking across its network on its charging cables in partnership with GPS supplier Trackit247. The technology provides location updates every three seconds, allowing the company to detect, trace, and recover stolen cables in real time.
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Each charging cable is geo-fenced to its charger, so an alert is immediately triggered if it moves outside the designated area. InstaVolt’s 24/7 security center receives instant notifications by text, email, and phone, and it can coordinate directly with the police.
The system’s biggest advantage is live tracking in transit. If a thief drives off with a charging cable, police can follow its exact route and move in fast, increasing the chance of recovery and arrest. Instavolt’s GPS technology marks a major step forward in protecting critical EV infrastructure, deterring theft, and enabling quick response when it happens.
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Tesla’s new ‘more affordable models’ have been released, and they’re stripped-down versions of the Model 3 and Model Y. They’re currently the cheapest cars in Tesla’s lineup at base price of $37k and $40k.
But that price is actually more expensive than the cars were a week ago in the US, due to the expiration of the US federal EV tax credit which Tesla CEO Elon Musk pushed for.
For many years, Tesla had planned to build a much more affordable vehicle, starting around $25k. This vehicle was nicknamed the “Model 2,” and would have offered the most affordable entry point into the EV market, at least in the West.
In its place, Tesla started offering vague promises about “more affordable models,” starting in its Q1 report in April 2024. Tesla later specified that these would enter production in the first half of 2025.
The language Tesla used suggested that the cheaper vehicles would be new models, which means more than one model, and not just based on a current Tesla model. But we reported that this was unlikely to be the case, and that the new models would just be a stripped-down Model Y. However, today we’re learning that the Model 3 is getting an update too.
The first-half deadline Tesla set came and went, but after some leaks this week, now we’re finally seeing the result of these years of promises, and they’re… actually more expensive than the car was when all those promises were made.
Tesla starts selling new “standard” Model 3 and Model Y
Tesla’s configurator is now live with all the juicy details of the new “standard” more affordable Model 3 and Model Y. The photos below show the standard trim on the left, premium on right.
The new trim levels come with several changes, many of which we’ve reported before, including no front or rear light bar, new 18″ wheels, a modified console, fewer speakers, no ambient lighting, no rear screen, and less range and acceleration due to a smaller 69kWh battery. They’re also only available in monochrome colors – grey for free, white for an additional $1k, and black for an additional $1.5k.
Here’s a full list of the changed features, from Tesla’s “compare” function on its site. This is the Model Y comparison, but the Model 3 feature deletions look similar (the Model 3 still has a glass roof in standard trim, though Model Y has a covered-up glass roof for some reason):
It’s a lot of significant changes, with seemingly almost every feature in the cars being downgraded in some way.
The standard trim does still have the same number of phone chargers and USB outlets, power recline seats, door pocket and footwell lighting, a hands-free trunk, and all the same active safety features.
They also have the same software and charging features, two areas where Tesla shines (though slightly reduced Supercharging speed due to the smaller battery).
The new standard trim can purchase access to Tesla’s Full Self-Driving (Supervised) system, like the other trims can. It does not, however, have “autosteer” as a default feature (though Tesla says “features subject to change” under this heading).
Model Y 18″ Aperture wheelsModel 3 18″ Prismata wheels
Many of the missing features are new features which were added with the “Highland” and “Juniper” refreshes of the Model 3 and Y respectively. Those have been thrown to the wayside, putting us back to where we started before the refreshes in many respects – except in some ways we are even further back, as a few other features like power folding side mirrors that were present on the original Model 3 are now nowhere to be seen.
Go ahead and run down the list and see what features have changed, and which ones might be important to you.
A “more affordable model” that’s actually more expensive
And the new trim levels are indeed more affordable than yesterday’s base models, which Tesla is now calling “premium” trim. Premium starts at $45k for the Model Y and $42.5k for the Model 3, as they did yesterday, but the new standard models start at $40k and $37k respectively, which are a nice chunk of change cheaper.
However, Tesla vehicles got a $7,500 effective price hike just one week ago, when the federal US EV tax credit was taken away by republicans. Incidentally, Tesla CEO Elon Musk spent $200 million in political bribes to help make that happen, thus increasing the price of his company’s vehicles, and in fact making the “more affordable” Model Y actually less affordable than it was just last week.
Prior to last week, the “premium” Model Y would have cost $37,490 after tax credits, which were available as an upfront price reduction due to President Biden’s Inflation Reduction Act. Now, the “standard” Model Y starts at $39,990, which is a $2,500 higher number than last week’s price. Same deal for the Model 3, which was $34,990 after tax credits last week, but $36,990 today, a $2k increase (making the standard Model 3 a slightly less-bad deal than the standard Model Y).
This is the new lowest base price we’ve seen on a Tesla before, if you ignore tax credits. The Model 3 has been available for as low as $39k, so it’s now $2k cheaper than that (unless you count the questionably-briefly-available $35k off-menu Model 3 which also didn’t have access to tax credits). And the Model Y has been as cheap as $43,990 before tax credits, so it’s lower than that too – but only if you ignore the credits, which makes it more expensive in the end for most buyers, and especially those who that extra few thousand matters for.
Electrek’s Take
We’ve been talking in Electrek’s chat channel all week about what we thought the price of this would be, and what our reaction would be at various price levels. Although we’ve mainly been talking about the Model Y, because that’s the one that we saw so many leaks of – the inclusion of the Model 3 in today’s changes is actually a pleasant surprise.
We thought $40k for the Model Y wouldn’t make any sense – there’s just too much stuff missing from the new trim to justify only a $5k price drop, and given tax credit expiration, it’s not even any better. And the $5.5k price drop of the Model 3 fits in a similar basket as that.
Even at a $7.5k price drop, it would have been the same price as last week when taking credits into account – so you’re just losing a huge amount of features for the same price. But, Tesla could have claimed it wasn’t their fault (even though it is), and they’re just doing the best they can do to give the market the same car at the same price.
We generally agreed that a $10k drop would be the bare minimum to be actually impressive, and figured it might be possible given the amount of features cut. But I still thought a $5k cut would be most likely, based on leaks we’ve seen.
So, here we are, sure enough it’s $5k less than last week, and more expensive when you take account tax credits, and everyone can be disappointed. Especially when taking into account the original target of $25k for Tesla’s “more affordable models.”
Going forward, it is still a slightly cheaper way to get into a Tesla – but it’s hard to see how this compares favorably to an Equinox or Ioniq 5 at $35k. Or either of the upcoming Chevy Bolt EV, which we’ll be at the unveiling of tomorrow and expect to be priced under $30k, or the new Nissan Leaf EV which has already been announced at under $30k, with an upcoming entry-level trim which will be even cheaper.
Nevertheless, if this price drop (increase?) is enough to get you into a Tesla and you’re one of the ones who can look past its bad CEO (I’m not), feel free to use our Tesla referral code for a 3 month trial of full self-driving.
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Your personalized solar quotes are easy to compare online and you’ll get access to unbiased Energy Advisors to help you every step of the way. Get started here.
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