Most drivers have never owned an electric vehicle (EV). Because of this, many potential buyers are still unsure and have plenty of questions. Your job as a dealer or salesperson is to answer those questions with transparency, honesty, and a little persuasion.

Buyers Are Still Unsure About Batteries

Battery replacements for used electric vehicles can cost thousands of dollars. Battery degradation is one of the biggest concerns consumers have when considering an EV. There are a few ways you can help address these concerns.

Battery State of Health Reports

First, request a battery state of health (SOH) report—ideally before purchasing the vehicle. Battery health reports are more common in Europe, but remain less common in Canada. Having one will give you an advantage over your competition, and enable you to get the best price for your used EV.

These reports measure important battery information, such as state of charge and cell voltage, and provide the battery with an overall SOH percentage. A higher SOH percentage means a healthier battery. Ideally, buyers should look for an EV with an SOH of 80% or higher, while 70% is often considered the minimum acceptable level for many resale EV batteries.

An SOH report helps you make an informed buying decision and gives you valuable information to share with your customers.

Reducing Battery Degradation

Second, educate your customers on how to reduce battery degradation. Frequent fast charging and regularly keeping the battery at 100% for long periods can increase battery stress. For daily driving, many manufacturers recommend charging to around 80% unless a full charge is needed for a longer trip.

Avoiding Extreme Temperatures

Avoid storing an EV in extreme temperatures whenever possible. While modern EVs are equipped with technology to protect the battery, extreme temperatures can still affect EV performance. Hot weather can speed up battery aging over time, while cold weather can temporarily reduce range and charging speed. Parking an EV in the shade during the summer or in a garage during the winter can help reduce these effects.

Range Anxiety and Daily Driving

Buyers are also often concerned about range anxiety and whether an EV will have ‘enough charge’ to get from one location to another.

Charging stations are becoming increasingly common in urban and suburban areas. For longer trips, especially in rural areas, drivers should plan their route and charging stops ahead of time.

Make Sure to Sell the Benefits

While EVs do come with challenges, proper education can help customers feel confident in their decision. EVs also offer many benefits.

For example, in Ontario, eligible vehicles with green licence plates have historically received certain benefits, including HOV lane access on some roads. Drivers should check current provincial and municipal rules for eligibility.

In addition to being able to avoid line-ups by charging at home, driving an EV can also lead to fuel savings at a time when global events and gas prices remain uncertain. It can also mean fewer maintenance costs (e.g. no oil changes).

Educate Yourself

Being able to educate your customers about the world of used EVs means you must first educate yourself.

Your ability to sell vehicles while educating customers with transparency, honesty, and persuasion is what sets you apart from the competition.

The UCDA offers excellent introductory and advanced classes for beginners in the field all the way up to experienced techs. Some classes come with costs subsidized by the UCDA! CHECK HERE

Members with questions about disclosures when selling a vehicle, including EVs, are welcome to contact the UCDA’s Legal Department at (416) 231-2600 or 1-800-268-2598.