Listen up, car dealers – you need to start selling EVs the way you sell tow rigs
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.
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 vinyl vegan 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.
On an EV, the difference might not be so dramatic, but the difference between a Nissan LEAF SV Plus with a 212 mile range and a Nissan LEAF S with 149 miles of range? That could mean the difference between getting to grandma’s house in three hours or five – that’s assuming your customer could even find a CHAdeMO port in the first place!
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.
It doesn’t take a genius
If there’s one company that absolutely gets it when it comes to helping customers discover whether or not an EV can fit into the way they live, work, and drive today it’s BMW. Their take on the Apple Genius Bar helps consumers set reasonable expectations, understand charging speeds, and build customer loyalty – that’s why they’ve snatched the top spot in the J.D. Power U.S. Electric Vehicle Experience (EVX) Ownership Study for the last few years.
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.
Happy hunting.
Original content from Electrek.
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Three years after the Inflation Reduction Act (IRA) became law, Rewiring America is rolling out a new effort to make sure homeowners don’t miss out on major savings.
The Save on Better Appliances campaign is designed to help families take advantage of federal energy tax credits before they expire at the end of 2025, while also showing how modern electric appliances can cut long-term energy costs.
With utility bills climbing, the group is highlighting the benefits of heat pumps, heat pump water heaters, rooftop solar, and other upgrades that can keep homes comfortable while protecting against future price spikes. For many households, energy-efficient appliances are one of the few ways to bring bills under control – and that value remains even after federal incentives are gone.
Right now, homeowners can still access the federal Energy Efficient Home Improvement Credit (25C) and Residential Clean Energy Credit (25D). On top of that, thousands of state, local, and utility-level incentives are available to help offset upfront costs.
Ari Matusiak, CEO of Rewiring America, pointed out that the IRA incentives were never meant to last forever:
Congress’s decision to repeal them prematurely means households should act fast. But the savings, comfort, and long-term value of these upgrades remain. For homeowners ready to act, we have the tools to help. And for those who need more time, we’re working to expand your options and ensure that these upgrades make financial sense whenever the moment is right.
What the campaign offers
The Save on Better Appliances campaign runs through October and includes:
- A central hub where homeowners can learn about the expiring credits, check out state, local, and utility incentives, and connect with vetted contractors.
- Weekly Zoom drop-in sessions with Certified Electric Coaches, starting September 3, to answer questions about home upgrades.
- Contractor tools, including Rewiring America’s Contractor Finder, soon to be integrated with the BetterHVAC directory for more trusted installer options.
- A new Single-Project Personal Electrification Planner to help homeowners map out common projects like heat pumps, energy audits, and electrical upgrades.
“I’ve been doing HVAC installations for the past 40 years, and I can tell you that I’ve seen firsthand how the 25C tax credit has made heat pumps, the most efficient HVAC technology, more affordable and accessible for homeowners,” said Scotty Libby, owner of Maine-based Royal River Heat Pumps. “Homeowners should talk to their local contractors now if they want to upgrade their HVAC, take advantage of the tax credit, and lock in the potential long-term energy savings a heat pump would provide.”
Beyond tax credits
Rewiring America is also working with manufacturers, contractors, and lenders to make upgrades more affordable, even without federal help. In Rhode Island and Colorado, families can already access specially priced heat pump packages, with more states on the way. These deals will expand in 2026 and beyond, lowering upfront costs no matter what happens in Washington.
Across the country, state agencies, utilities, and local nonprofits are already leading creative programs to help families save money, find trusted contractors, and begin electrifying their homes. Rewiring America says this campaign is about amplifying that work and making it easier for households to take the first step.
“Tax credits may expire, but the benefits of better HVAC – lower bills, healthier homes, and lasting comfort – are here to stay. That’s why we’re supporting Rewiring America’s campaign,” said Bill Spohn, Sr., president of the Better HVAC Alliance.
Read more: US EV sales stay strong, but looming tariffs threaten affordability
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Oil-funded groups are engaging in strategic harassment to stop scientists from revealing the nature of their politically-linked disinformation networks – in what should be a surprise to nobody.
A new report came out last week from the Climate & Development Lab (CDL) at Brown University, titled “Legal Entanglements: Mapping Connections of Anti-Offshore Wind Groups and their Lawyers in the Eastern United States.”
The study focuses on several examples of law firms with connections to anti-wind groups, the fossil fuel industry, and the American political right wing. These fossil-funded groups have spread disinformation to slow the adoption of clean and cheap wind power, in order to keep America addicted to the poison that the fossil fuel industry wants to keep selling us.
The lab is headed by J Timmons Roberts, but the research was done by various students and faculty at at the lab. The new report builds on former research by the CDL cataloguing extensive connections between these groups and the dark money networks that fund the anti-wind movement.
Why the East Coast needs offshore wind
Offshore wind, especially in the North Atlantic, is a cheap and abundant form of energy that is heretofore relatively untapped in the US. It also has very little environmental cost, given that its carbon emissions and land use are both zero, and wind tends to be quite consistent over the ocean, making it more reliable as a power source.
Many other countries have successfully implemented offshore wind projects to bring this cheap and clean power to their populaces, with particular booms in China, the UK, Vietnam, Germany and several other Northern European countries (like Denmark, where many large wind power companies are based).
And wind is important for the global transition to renewable energy and the fight against climate change. As a zero-emission power source, it’s essential for meeting the US East Coast’s climate and renewable energy goals, and could provide a huge chunk of the power needs for the entire US Eastern seaboard, where the country’s population is clustered.
However, offshore wind has recently encountered setbacks due to the spread of disinformation from fossil-funded networks, which has made its way into the popular conception and into right-wing politics. (Nevertheless, Americans of all political stripes still support greater deployment of offshore wind)
How and why fossil fuel companies oppose wind
Fossil fuel companies oppose wind power because it would help to wean America off of fossil fuels, displacing coal and methane generation for electricity and enabling greater electrification of the vehicle fleet to wean us off of oil. All of these would result in air quality improvements, cost reductions, health improvements and avoidance of climate change – which are all anathema to the most deadly industry the world has ever seen.
So, fossil fuel companies have developed and funded a complicated network of fake public interest groups, politicians and lawyers to oppose wind power by spreading disinformation. And the CDL’s report highlights how certain legal firms have received funding from fossil fuel companies and/or given support to these fake public interest groups in attempts to sue wind projects out of existence.
While many of these lawsuits have been unsuccessful, they can still add delays to a project, making it more expensive and slower to deploy (which then makes your electricity more expensive). In some cases, the delays can result in project cancellation, like when oil billionaire William Koch sued Cape Wind out of existence via a fake public interest group called the Alliance to Protect Nantucket Sound.
In the report, five specific legal networks are highlighted in particular, showing how each is related to fossil fuels and science denial. The networks have provided representation, written comments, filed lawsuits and otherwise spread disinformation in an attempt to stop the public good that offshore wind power represents.
The nature of the disinformation
The disinformation largely focuses on the North Atlantic Right Whale, a whale whose population is currently experiencing an “unusual mortality event” due to changing climate and Atlantic shipping and fishing.
Anti-wind groups have invoked laws like the Endangers Species Act and Marine Mammal Protection Act, despite the fact that the products of the industry they are funded by are the deadliest thing for marine life.
Burning oil raises both the temperature and acidity of our oceans, disrupting marine ecosystems in profound ways. For example, North Atlantic krill populations have dropped by 50% due to ocean warming driven by fossil fuel use. Krill are the main food source for the North Atlantic Right Whale, which anti-wind groups claim to be interested in protecting, but are in fact aiding the decline of.
Further, whale populations are directly harmed by vessel strikes, which are the leading direct cause of death for North Atlantic Right Whales in recent years. And 29% of those vessels are carrying oil across the globe – shipments that would be unnecessary if transportation were powered by clean renewable energy instead of deadly oil. Not only that, but some of the exact same groups that oppose wind also opposed draft regulations to reduce vessel strikes, showing that they are actually interested in continuing to harm whales, not protecting them.
Law firm responds to the truth by pressuring university to hide it
One of the law firms highlighted in the report, Marzulla Law, sent a letter threatening its authors. Marzulla Law said it would complain to Brown’s funding sources, including the US Department of Energy which a former oil executive is currently squatting as the head of, in an attempt to get the entirety of Brown University’s funding pulled if the CDL doesn’t self-censor its research findings.
The CDL itself is not funded by the Department of Energy, Roberts said to Bloomberg, so the threat isn’t even related to CDL’s funding sources, but to Brown University’s as a whole.
Marzulla Law represented one of the disinformation groups which the CDL has highlighted before, the deceptively-named “Green Oceans.” Green Oceans opposed the Revolution Wind project, which was halted on Friday over fake national security concerns by a convicted felon who is Constitutionally barred from holding office in the US, despite the project already being 80% finished, costing the US billions in waste and increased utility bills.
Mike Herr, a spokesman for Green Oceans said “these oft-repeated lies are designed to discredit the messenger while preventing the public from absorbing the substance of our valid and well-researched concerns,” which is itself an example of the very thing he’s wrongly accusing the researchers of.
Herr’s organization lies about offshore wind, and their attack on science (through their law firm) is designed to discredit the messenger while preventing the public from absorbing the substance of valid and well-researched concerns: the connection between fossil fuels, the republican party, and disinformation that keeps us from embracing superior forms of cheaper, cleaner energy like wind.
Discrediting science and knowledge is increasingly becoming a feature of the American right wing, which is currently on a crusade against universities as it tries to make America stupider.
Roberts called Marzulla’s response “strategic harassment to shut me up and waste my time and make me more cautious,” which is a common reaction faced by truth-tellers in this day and age, particularly when funding from the largest and most deadly industry on the planet, which has repeatedly shown its interest in propaganda, is involved.
For its part, Brown University did not comment on Marzulla’s demands, but did state that “Scholars shape their own research and course of instruction at Brown. One principle that is core to research at Brown is the ability for scholars to discuss contested topics and themes and to have those topics openly debated.”
However, Brown is one of the universities which recently kowtowed to the idiotic demands of an inept moron, making its words about academic independence ring somewhat hollow. We’ll have to see if they step up to defend truth this time around, or bow the knee to one of the dumbest people on the planet once again.
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The Optiq is Cadillac’s most affordable electric SUV, and it’s already winning over drivers from other brands. Cadillac claims the new entry-level Optiq EV has “segment-best” rear cargo space, but how does it compare to other popular electric SUVs?
Cadillac Optiq EV SUV cargo space comparison
Cadillac has become the “luxury EV leader” in the US, according to GM’s CEO Mary Barra. However, that doesn’t include Tesla, apparently due to its “pricing structure,” a company spokesperson clarified.
In the second quarter, Cadillac was the leading luxury electric vehicle brand by market share and ranked fifth overall.
Cadillac’s surging presence in the luxury EV space is thanks to its growing lineup of electric SUVs. The company now offers an electric model in every segment, including the entry-level Optiq, midsize Lyriq, three-row Vistiq, and even bigger Escalade IQ and IQL.
According to Barra, nearly 80% of Optiq buyers are new to the brand. The low starting price of under $55,000, over 300 miles of driving range, and tech-heavy interior are big draws. However, the Cadillac Optiq also delivers several “segment-best” features, including rear cargo space.
How much space does the Optiq really have? To see how it stacks up, Edmunds put it to the test. GM says the 2025 Cadillac Optiq has segment-leading 26 cubic feet of rear cargo space.
The Optiq is smaller than the Lyriq, which has 28 cu ft. It offers about the same amount of space as the Chevy Equinox and Blazer EVs and other electric SUVs priced similarly.
Compared to the Hyundai IONIQ 5, Edmunds said the Optiq offers a more functional rear luggage space thanks to its open design.
Like other GM’s other electric SUVs, the Optiq offers an underfloor storage space. However, it is the smallest one in the group.
Although the Optiq “seems to be the worst,” among GM’s other electric SUVs, Edmunds added, it was “only a teensy bit so compared to the Equinox and Blazer EVs.” The Lyriq, on the other hand, offered considerably more space, as expected from a bigger, more premium EV.
| Electric SUV | Rear Cargo Volume (cubic feet) |
| Cadillac Optiq | 26 |
| Chevy Equinox EV | 26.4 |
| Chevy Blazer EV | 25.5 |
| Hyundai IONIQ 5 | 27.2 |
| Tesla Model Y | 29 |
| Cadillac Lyriq | 28 |
Compared to luxury rivals, it offers much more space than the Audi Q4 E-tron, but significantly less than the Mercedes-Benz EQB. It’s closer to that of the Hyundai IONIQ 6 or Kia EV6.
The 2025 Cadillac Optiq starts at $54,390 and offers up to 302 miles of driving range. At 190″ in length, 75″ in width, and 65″ in height, the Cadillac Optiq is about the same size as the Tesla Model Y (187″ in length x 76″ in width x 64″ in height).
Cadillac is currently offering Optiq leases as low as $439 per month for 24 months for those with a competitive luxury brand vehicle.
Like most deals, this one will end at the end of September, which is when the $7,500 federal EV tax credit is also set to expire.
If you’re looking to try one for yourself, you can use one of our links below to find deals on electric vehicles in your area.
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