Learn how to sell eco-friendly cars effectively by understanding their benefits, addressing common objections, and highlighting their features. Use stories and emotions to persuade your customers and follow up with them.

When we prioritize the promotion of battery electric vehicles, two primary factors raise doubts for consumers when making their decisions: affordability and feasibility. These considerations are not general, but rather tailored to each individual customer. The outcome varies significantly among consumers, depending on factors such as the length of time they plan to keep the car, their typical mileage, and their charging habits, including where and how they charge. Our mystery shopping investigations have revealed that these factors play a crucial role in persuading customers.

How to Sell Eco-Friendly Cars: A Guide for Salespeople

1 Know the benefits

Eco-friendly cars offer many advantages to drivers, such as lower emissions, better fuel efficiency, tax incentives, and reduced maintenance costs. As a salesperson, you need to know these benefits and how they relate to your customers' needs and goals. For example, if your customer is concerned about climate change, you can explain how eco-friendly cars can help reduce greenhouse gases and air pollution. If your customer is looking for ways to save money, you can show them how eco-friendly cars can lower their fuel and maintenance expenses.

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Carolyn McDonough

Senior Tech Writer / Content Design / UX Text / API Docs/ Ex-Unity / Ex-Splunk / ERI / PGH
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While I've never sold an eco-friendly car, I've bought several plug-in hybrids. Our home had solar, and there was something amazing about literally running our cars from the sun.Thus, I think one strategy would be to market solar energy solutions with eco-car solutions, bundled. Calculate how tax savings work in this scenario, and you've just sold two earth-friendly solutions in one.

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2 Address the objections

Some customers may have doubts or concerns about buying eco-friendly cars, such as their performance, reliability, safety, or availability. As a salesperson, you need to anticipate these objections and be prepared to counter them with facts and testimonials. For example, if your customer is worried about the battery life of an electric car, you can reassure them that modern electric cars have longer ranges and faster charging times than older models. You can also mention the growing network of charging stations and the warranty options for the battery.

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Johan Verbois

Co-founder MA5 Used Vehicle Consulting Group
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When we prioritize the promotion of battery electric vehicles, two primary factors raise doubts for consumers when making their decisions: affordability and feasibility. These considerations are not general, but rather tailored to each individual customer. The outcome varies significantly among consumers, depending on factors such as the length of time they plan to keep the car, their typical mileage, and their charging habits, including where and how they charge. Our mystery shopping investigations have revealed that these factors play a crucial role in persuading customers.

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3 Highlight the features

Eco-friendly cars are not only good for the environment and the wallet, but also for the comfort and convenience of the driver. As a salesperson, you need to highlight the features that make eco-friendly cars stand out from the crowd, such as their design, technology, and performance. For example, you can show your customer how eco-friendly cars have sleek and aerodynamic shapes, smart and interactive dashboards, and smooth and quiet engines. You can also demonstrate how eco-friendly cars can adapt to different driving modes and conditions, such as eco, sport, or off-road.

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Carlos Cavazos

Consultor en propiedad intelectual 15+ años de experiencia. Creador de contenido para El Universal (CDMX), Hey Banco (MTY) y Kiosko News (LA)
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Not only the final product can be eco-friendly, but the manufacture process as well; the plant operation can be solar paneled sourced. Ask the manufacturer all the relevant efforts they’re making and mention this to your client.

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4 Use stories and emotions

Eco-friendly cars are not just products, but also expressions of values and lifestyles. As a salesperson, you need to use stories and emotions to connect with your customers and persuade them to buy eco-friendly cars. For example, you can tell your customer how eco-friendly cars can make them feel proud, responsible, and happy. You can also share your own experience or the stories of other satisfied customers who have bought eco-friendly cars and how they have improved their lives.

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5 Ask for the sale

Eco-friendly cars are not only good for the environment and the wallet, but also for the comfort and convenience of the driver. As a salesperson, you need to highlight the features that make eco-friendly cars stand out from the crowd, such as their design, technology, and performance. For example, you can show your customer how eco-friendly cars have sleek and aerodynamic shapes, smart and interactive dashboards, and smooth and quiet engines. You can also demonstrate how eco-friendly cars can adapt to different driving modes and conditions, such as eco, sport, or off-road.

Add your perspective

Carlos Cavazos

Consultor en propiedad intelectual 15+ años de experiencia. Creador de contenido para El Universal (CDMX), Hey Banco (MTY) y Kiosko News (LA)
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Some eco friendly cars use socially conscious materials, like agave fibers debris from rural communities. Ask the car manufacturer if they can provide with a complete technical guide of their efforts in this matter so you can communicate this to the prospect.

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6 Follow up

The sales process does not end when the customer signs the contract. As a salesperson, you need to follow up with your customer and make sure they are happy with their purchase and their experience. For example, you can send them a thank-you note, a survey, or a referral request. You can also offer them additional services or support, such as maintenance tips, warranty reminders, or loyalty programs. By following up, you can build trust and loyalty with your customer and increase the chances of repeat business and referrals.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Carlos Cavazos

Consultor en propiedad intelectual 15+ años de experiencia. Creador de contenido para El Universal (CDMX), Hey Banco (MTY) y Kiosko News (LA)
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Regenerative breaks emit significantly less dust into the environment, since they convert intertial energy into electric charge. It is seldom mentioned that brake pads contain asbestos and as they wear out, their mass is released in form of dust. Regenerative breaks reduce this.

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How can you sell eco-friendly cars?

1

2

3

4

5

6

7

1 Know the benefits

2 Address the objections

3 Highlight the features

4 Use stories and emotions

5 Ask for the sale

6 Follow up

7 Here’s what else to consider

Automotive Sales

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How can you sell eco-friendly cars?

1

2

3

4

5

6

7

1 Know the benefits

2 Address the objections

3 Highlight the features

4 Use stories and emotions

5 Ask for the sale

6 Follow up

7 Here’s what else to consider

Automotive Sales

Rate this article

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