Whether you are new to the business of selling cars for a living or you have been doing for years, here are a few car salesman tips and car sales tips to help keep your head in the game and further your car salesman career. Selling cars to the public is not like any other retail job and not everyone is cut out to be a car saleswoman or a car salesman. Some people may have some of the skills that are needed to be a successful car salesman and the others can learn what they need to know to become successful and make more car salesman commission.
These car salesman tips touch briefly on the different things that you already know and maybe some things that you need to learn to become a professional car salesman or woman. Keep these tips for car salesmen in your head and work on the items or areas where you might need some improvement such as your car sales closing techniques.
Car Salesman Tips to Sell More Cars
1. Every car buyer is different. No matter who you are trying to sell they all have different backgrounds, budgets, wants, needs and desires. No two car deals are exactly the same and if you think they are you are loosing sales.
2. People need to have cars and they have to buy them somewhere so it might as well be from you and your dealership. No matter what they say when you first meet them, they want to buy a car. PERIOD.
3. We have all heard the term “Buyers are Liars”. The customer uses lies and deception for a reason and that reason is to defend themselves from the car salesman that is known for taking advantage of the average car buyer. They may tell you the truth later, but only if you earn their trust so you can overcome their car sales objections.
4. Don’t lie to your customers. I didn’t say you have to tell them everything you know, but don’t lie to them. If you don’t the answer to their question, tell them you don’t know and that you will get them an answer.
5. Customers will ask you what seems to be senseless questions when you are working with them. You first reaction would be to say what does that have to do with buying this car, but the real reason for some of their questions is to test you. Customers will test your knowledge and honesty so they decide if they want to buy a car from you. See car salesman tip #4 above.
Car Salesman Tips to Make More Money
6. Don’t bad mouth the other car dealer. They don’t want to hear how bad the car dealer is across town. They were there earlier today or yesterday and they did not buy a car from them. If the other dealer or car salesman was so great they wouldn’t be talking to you, they would have bought the car from the other dealer.
7. Dress, smell and act the part. Look like a car sales professional, dress appropriately in clean and pressed clothes, don’t smell like an ashtray and have a positive attitude. You can (maybe not) overcome a poor first impression, but it just makes things harder on you and it will affect you car salesman income so heed this car salesman tip.
8. Know your product. Knowing the product won’t sell cars on it’s own, but you customer needs to feel comfortable about spending a large amount of money. If they feel that they are working with a car salesman that doesn’t know what they are talking about you are likely to create another “Be Back”.
9. The “Be Back Bus” doesn’t stop here. I think I can safely say that less than 2% of the customers that ask for your card and tell that they will be back won’t. Yes some do, but you will never make a good living waiting for “Be Backs”.
10. The car buyer can smell desperation. When you are desperate to sell a car your customer will sense that like an angry dog can smell fear. Even if you desperately need to sell a car the customer needs to believe that you aren’t. Desperation will turn them off so quick you will wonder what you did or said. This is one on the most important car salesman tips that can make a huge difference.
11. People like to talk about themselves. Yes, even the shy and introverted customers like to talk about themselves. If you can get them to trust you and find some common ground you can get even the shyest people to talk you ear off and provide you with everything you need to sell them a car.
12. The car buyer wants to FEEL like they are getting a deal. This a very important car sales tip, whether they made a great deal or not they need to FEEL like they made a good choice. They want to feel like they got a good deal. Almost all buying decisions are made with emotion, so the way they feel about you, the dealership, the car, the price or the deal is critical to you being a successful car salesman and overcoming objections.
13. Car buyers will pay more for a car than they need to when they believe that the value of your service and the value of the dealership outweighs the price. This is an important car salesman tip and I am not going to type it twice so read again and again and again until it sinks in.
14. People can buy cars from any number of different car dealers. Especially new cars because new cars are a commodity no matter where you buy them so the real difference is you.
Tips for Car Salesmen and Car Saleswomen
15. Treat your customer like they own the joint. When you treat your customer like they are the best customer you ever had it will return to you in many ways. They will send you friends and family to buy cars and they will also want to buy more cars from you in the future. Plus they will give you a great C.S.I. score which may mean a bonus if your dealer uses that as a measurement.
16. Know your inventory. Whether it be new or used inventory you should have a good idea of what you have in stock so you can switch them to another car if the need arises. There can be any number of reasons so knowing what to suggest or show and this car salesman tip will put you way ahead of your competition.
17. Leave you problems on the curb. When you get to the dealer you need to have your head in the game. Selling cars for a living requires you to have your head in the game at all times. You need to have the answers, ask the questions and be a step ahead of your customer at all times. Learn to leave you problems at the curb and you will sell more cars with this car salesman tip.
18. Shut up and listen. You have two ears and one mouth so listen twice as much as you talk and learn when to shut up. See Shut-up a Car Salesman Tip the post. The power of know when to talk and when to shut up can make a huge difference in your car salesman commission.
19. Look them in the eyes. If you have have a tendency to look away when people look you in the eye you better get over it. Most people do, but when you look your customer in the eye when you speak it feels sincere. You can also pick up on their level of commitment and sincerity when you look them in the eye.
Car Salesman Tips for the Good Life
20. Sell your customer not the desk. The sales manager has been in your shoes and has a pretty good idea when you are selling them on why they should take the deal. Stop selling the sales manager and sell the car buyer.
21. Don’t forget the extras. Whether it is your dealership’s policy or not you need to sell the extras. No matter how hard it was to close or how tight the payment was to reach you might be able to sell them accessories or options. Some car buyers are conditioned to buy the extras and you will loose an opportunity to make more money if you can them them some extras. You might be surprised who will buy the extras if you give it and honest pitch. Plus you can turn a “Mini Deal” into a good deal with some extras when you follow this car salesman tip.
22. Don’t leave money of the table. If you don’t get it out of your customer the F & I Manager will. If your car dealership has a good F & I Department they will get the money and commission that you left behind. I don’t know about you, but i like money in my pocket rather than give to the Finance Manager so don’t give up too easy.
23. Follow Up. Follow up on everything whether it is sold new car customers, used car customers, “Be Backs” or customers you sold a year or more back. Stay in touch and ask for referrals this car salesman tip will provide you with future income.
24. The Delivery. The last person your customer sees before they leave the dealer is you. Thank them, show them all about their new car, inspect the car with them and make sure they are happy after the F & I Manager has been grinding them for a warranty, insurance and service agreements. Make them happy so the last thing they remember is you.
25. Enthusiasm. Enthusiasm sells cars when your customer feels your enthusiasm. Make them feeling that you are happy to see them, meet them and help them. be enthusiastic about the car, the dealership and everything they have to say. Don’t be phony or they will sense it, but you are excited to have a customer that wants to buy a car, aren’t you?
I hope these car salesman tips help some of you sell more cars. They have come from some of the top sales people I have known including myself. You can make a six figure income selling cars for a living if you decide that you will. There are thousands of good car salesmen and car sales women making a very good living as a successful car salesman and some of the other automobile sales careers. These are not necessarily used car salesman tips or for new sales people, car buyers are still car buyers.
You can learn how to be a good car salesman because there is no such thing as a born car salesperson. If you have more car salesmen tips please add them to the comment box below and I will add them to the list. Scroll down and you will see car sales tips from our readers.
Later, Fresh Up on the Lot
K.B.
Make sure you check out the Car Salesman Guide Book and start Making Real Money with more Car Salesman Secrets and Tips!
When showing a car, never touch the customer or enter their personal space, such as leaning over the driver to show them the air controls or motioning how far they are from the steering wheel by touching the customer’s stomach then the wheel.
Thank you Stacy,
That’s a great one, and a very good point and car salesman tip or car saleswoman tip. People can freak out or get turned off in a situation like Stacy mentioned.
GREAT WRITE UP! AMAZING ADVICE! YOU TOUCHED ON ALL POINTS
those are some great tips.Im a”green pea”in this business.Been sales for 4 months.your tips really help!
Make sure you don’t get caught laughing at fat customers. I was told a lady customer, “I didn’t know they even made lavender sweat pants that big” and she got all mad and left the lot. The next day, I was fired for no reason.
Thanks You the lesson Shawn
The smelling like an ashtray tip is a difficult one. I am a smoker and look forward to stopping cold one day. However, today I still smoke. I guess a tic-tac or spritz of calogne would help, but getting rid of the cigarette smell is almost impossible. I guess I just need to quit. Been selling cars for 3 months and each of the tips described above have all been very healpful.
Thanks for stopping Jordan.
Usually a good breath mint does the job.
Im 24, and just starting at a Ford Dealership on Monday. I’ve never really had sales experience, especially not with cars. Everything above was really helpful. Do you have any advice for someone like me going into this for the first time?
Hi Mike,
Welcome to the car business.
The posts here are a good start and the book would help you tremendously.
Good Luck and keep in touch.
KB
Just be yourself,relax,take your time and control the sale. Have them follow as you lead them through the process.
Smelling like smoke is not an issue anymore bring gum, tic tacs and the best one yet is eat an orange right after and the smell of smoke would disappear. The number one tip for sales is meet and greet every customer like its you last and always walk them out and speak like them as a friend and your sales will definitely sky rocket.
Thanks for the tips.
Exactly!!!
Thanks Anthony
Hey Jordan don’t O.D. on the cologne some people are very allergic to certain scents.
Very good point.
Thanks
Katherine
What’s a good tip on beating “the other” Guy to the costumer in the lot?
Be out on the lot.
This is an excellent list, thank you for the help! My tip would be STAY STUPID! Sell like it’s your first day every day. You definitely need to know your product and know how to handle objections. But don’t get caught up in 30-yard credit apps. or how much gross is on one car over another. Take every customer equally. I’ve been in the business about six months, and I’ve had the privilege of having dirty, unkempt (and sometimes smelly) people come in and have a 825 credit score, and others who come in wearing a business suit making $80K a year with a 530. Don’t discriminate!
Hi GW,
Excellent advice.
Mints and cologne don’t take care of the smoking thing. If you are a medium-heavy smoker your clothes smell like smoke. Mints or cologne don’t cover that smell. Take it from an ex smoker, if you smoke, you stink. It’s a major turn off to your customers. Do yourself a huge favor and quit.
hey guys very good stuff you guys have here but my main problem so far is that it can be a little hard for me to read people sometimes… I know not everyone is the same and also every single individual have a different situation. what can I use as an observation point in order to know how to take control of the custormer???
Reading the customer takes time and experience. Some people can pick it up quicker than others, but experience and paying close attention will get you there.
Good Point SA
been in the game a few months now. but recentley stuggling to meet targets, any basic ideas..
Hi Jonny,
The right attitude is critical. Read all the blog posts and stay positive. I have said it many times, the first 90 to 120 days is the toughest, but it gets better. Read the book and keep your head in the game.
hello,
I was just offered a job at a dealership, Im in sales now, but never sold cars. I read all the advices and thank you to all.. I hope this will work out for me!Im definitly going for the book..
Great Commentary,,,,,,,, Smokers some tic tacs and a wet
nap with you always yes you may still smell some but a wet nap slightly scented over hands and sleeves helps alot
also we all smoke outside so make sure any breeze blows smoke away,,,,,, I’ve been in business over 10 years good luck to all its a great ride happy selling!!!!!
I am starting at dealership in the next couple days and appreciate the tips! this will be my first time selling cars but i have always been in the costumer service business. I think I am a little more nervous now after I read the tips but, I am excited and going to keep these tips in mind and try to stay focused on the costumer and making them feel good.
Great read KB! Found the tips appropriate to my current situation. Just immigrated to Canada & got my first job as a salesman in a dealership. Never done sales before & I am having a hard time with it. Need to know the products by heart & get the confidence to sell and be in control of the sale. I sometimes get rattled when I get the customer thru the procedure. Got to sell a car on my first day I am allowed to sell though, after 4 days of training and getting familiar with the products, but my manager helped me close the deal. It feels great but i’m looking forward to the day I close the deal myself. Thanks!
Welcome to the car business FCT,
Sounds like you are on track. Your enthusiasm will take you far and help you sell more cars.
Keep it up and it will come.
Hi Nate,
Welcome to business of selling cars.
Keep your head in the game and remember the first 90 days are the hardest. It’s a great job and the money can be great.
Dumb Down!!! That is the best information I give to anyone in the car bizz. Don’t desk a deal from the curb write everyone up that you can and you will be surprised what deals come out of it. I’ve been doing this for about 8yrs now and I think I know it all from time to time but I don’t.
***very helpful every1! i have plenty customer service from waitressing and being a floor saleswoman but cars are very different and i have no experience with it. I’m expecting a call this week to start my training and i’m pretty nervous. I have lots of confidence in my appearance but if only i knew all about the merchandise i’d have no worries!! i understand that it takes time to learn about the business but are there any other helpful tips on the quickest way to learn your vehicles and on reading the customers? i know there will be plenty of men that really know their vehicles internally and externally and are going to test the mess out of my knowledge and i have NONE!!! Is it so bad when you have to say “let me find out for you”?? will this affect your clientell by much??
The product knowledge will come in time, but product knowledge doesn’t sell the car. You Do!
Reading your customer is more important.
Welcome to the business of selling cars.
Hi everyone my name is Justin. I have two years of sales exp. in selling electronics at sears. I sold big screens and stereos. I have the opportunity to sell Mercedes and the potential to make a lot of money. Any tips on how to deal with these type of wealthy clientele? Thanks
Hi Justin,
You sell them like you would anyone else. The way they want to be sold.
Staying in control is key, dont ask them tell them and proceed as if there going to follow. 99% of the time they eill follow you, sit down, or wahtever you tell them. be polite but tell not ask
I’ve been pretty much cold selling people and canvasing for one month now with a home improvement company and so far the revenue i brought in is about 40,000. but I am looking at this whole car sales man idea and am wondering if it would be a better choice? I am considering the fact that it would be a hell of a lot easier to have the fish come to you rather then do the fishing. but is the payout definite ?
Hey MP,
It can be very lucrative. I know several people that make very good money in the wholesale business.
Thank Joe,
You are 100% correct.
I’m just starting out with Toyota. All of the tips and comments have been extremely helpful. I’m still training and helping out, but I’ve gotten the experience of introducing myself and talking with the customers, then passing them off to someone who is better able to help them. I do have one question though… Are there any really good ways to close the sale? Thank a lot
I just finished the training for a Honda store in Newton MA. I will start selling cars next week. Any secrets for that very first customer?
Hi Chad,
Stick to your training and get the hang of it. It won’t be long and you will be making real money.
Good Luck
KB
Hi Josh,
There are many car sales closing techniques. Most of them “assume” the sale. I am working on a new book “Car Sales Closing Techniques” to be finished soon that covers most of the methods and why we use them.
I like the way you think, good luck.
KB
Hello, I am just not starting out in the Car Sales business. I will be starting my training next Monday. I have read all the tips on here and looking fwd to putting them in action. anyone have anymore tips.
I don’t want to sound like a salesman, but read the book.
Thanks for these tips, they were really helpful. I am in my 2nd month right now and I feel like i am just getting into the swing of it. I found it really helpful to have some really good questions that I ask everyone that allows me to tell what kind of buyer they are. The info about their previous car and what they are going to be using it for is VERY valuable!!! and don’t worry….I’m going to buy the book!
Welcome to the car business PRS.
Sounds like you are on the right track. Like I always said the first 90 days is the hardest. You will always learn more as you go, but it only gets better.
Good Luck
KB
Hi, I am going to a dealership for an interview tomorrow and I’m quite nervous. I don’t have much sales experience at all. Also I’m 19. Is my experience and age going to affect me getting the job?