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!
Good Luck Alex,
You don’t need to be older to be a good car salesman and many dealers like the idea of a salesman not having any experience so they cat train them their way.
Hope you get it!
KB
Thank you for these tips!
Last week I presented myself to a local dealership, offering them a service that my company provides. (vehicle advertisement). When I followed up with them, they decline. However, they offered me a job as a salesman. At first I thought it was a simple “Good job you sold you service well”. I decided to put what they said to the test. I walked in the following day to ask them for additional information. It was not only a compliment, but an actual job offer. I have a formal interview with both sales managers in four days. I am researching everything I can about being a salesman, cars and the dealership. Is there anything else I can prepare for? I have no prior job experience. (Though I have owned 3 companies and a buying and selling side project). I am returning to school in the fall, would this be an issue? Finally the great finally, I am 17.
I am eager to learn, gain experience and have an ability to understand customers.
Though, I am looking for any tips in the interview that would help me gain the job. What would they like to hear from me?
Please let me know,
Thank you,
LE
Hi LE,
Based on everything you have shared I feel confident that you will do well.
Good Luck and keep in touch.
KB
KB,
I gotta tell you, I’m very tempted to pull the trigger and get the eBook. Just got out of a meeting with my manager (have been selling w/ Toyota for about 7 months) and he says I’m excellent at everything in the process except closing…he said I continue to negotiate…negotiate…negotiate. He’s right, up until negotiations the I’m controlling where it’s going and then I just hand the key’s over and wait for them to say, “OK”. I’ve got the selling part down, I want to be a closer. Unfortunately buying an eBook isn’t like sitting down in B&N and thumbing through the pages or reading an introduction in a paperback off the shelf to see if it’s what you’re looking for in a book. I guess what I’m asking is, what kind of guarantee can you make that this book will indeed put me on the path of being a great closer?
Jonathan from NC.
Hi Jonathan,
I do have a guarantee on the book, but there aren’t any sure things when you sell cars for a living except yourself. It’s really up to you to make a difference.
KB
I’m thinking of going into the car salesmen business. I’m 22 and I’ve been through 6 jobs since 16 (none of them sales). I have currently been out of work for almost 10 months other than temp jobs. I live in Iowa and I would like to work for my local Nissan dealership. Are there any tips for landing a job in the industry. How to land an interview, Interview tips, etc. Do you think having so many previous jobs may hurt my chances. Thanks in advance
Keegan
Hi Keegan
Read through the posts so you can get an idea of how the car business works before you go for an interview.
Good Luck
I have been in the business for 8 1/2 months I come from a couple of different sales backgrounds and jobs some good and some not so liked by society but none the less when I got into the business I was told a few key things that all car sales people should never forget 1: Keep it simple stupid some would put it staying dumb regardless the dumber you stay in the business the better you will do and i dont mean dont learn i do mean dont make things complicated or create your own monsters. 2: ALWAYS LILSTEN TO THE DESK MANAGERS IF THEY SAY GO IN AND TELL THEM THE SKY IS BLUE AND THE SUN IS PURPLE NO MATTER HOW WIERD OR DUMB IT MAY BE OR SOUND ALWAYS DO IT WORD FOR WORD NO ADDLIB. AND YOU WILL BE SURPRISED IT WILL MAKE YOU MORE MONEY I AM A RESULT.
i just got hired at my chevolet a week ago and have sold my first car on my 2nd day. and then i sold 2 cars since im very happy and its looking like i can make a career out of this.athough i hate paperwork
Considering looking for a job in auto sales. What kind of difference is there working at a luxury brand dealer compared to a standard dealer. Is any brand more consistent with customer flow.
Sounds like you are doing great.
Sorry, but paperwork is part of the job.
Hi Bryan,
That is some pretty good advice. How it that working for you?
The luxury dealers usually see less floor traffic than the others.
I’ve been in car sales all of three days. I’m a bit introverted but extremely well at remembering numbers. After a quick walk-by quiz from my GSM that I aced he threw me on the lot with the other sales people. Obviously I have more to learn. For any newbies(like myself) or people thinking of getting into car sales I’ll have to say right off the bat you’re going to have friends, enemies, and vultures. Ask as many fellow workers as many questions to get your knowledge, sometimes it doesn’t come cheap.Be prepared for “NO’S”, be persistent but not overbearing. Mistakes can only be made once, but success can be multiplied. FOr the “pros” I ask; As a newcomer, should I hit every customer I see and when I know I have so much to learn and possibly lose a sale and tick off the other sales people, or lay back and choose the right time to talk to people and learn to balance my success so to speak??
To Jonathan from NC-
There is no difference between selling someone on the idea of buying a car, and closing a deal.
When you stop and think about it, it all consists of questions, just reword the questions that you asked while selling them on the vehicle of choice…such as “would you prefer black or white”??–translates to–”how would you like to handle your purchase? Would you like to look at some financing options, or would you prefer to write a check and not worry about the burden of having to pay every month??
Thanks Chet
Hey KB, I’m actually going to purchase the Ebook but I have a question. Do you have any suggestions on how to get leads? Today is my second day and I’m at a dealership that has not received a large number of ups and I’m not in internet so I don’t get any leads.
Hi kb,
Thanks for information, I been in business since April started off great was a double digit car salesman with 24 salesman on the floor….my past 2 months though been rough with 7 and this month its halfway thru and have 4…..my store is very keen on hitting 14 card ( our bonus) but after reading thru this I know my problem I bring my problems from home, I’m going to focus on my job only at work…..and now I can’t wait to get on the floor in a.m. hopefully will be a 2+ car day@!!!
Thanks,
Kyle
Hi AJ,
Based on what you are telling me I would suggest you ask the sales manager about orphan customers. The customers of sales people that no longer work there and then follow up with them.
KB
Hi , Its been my 3rd Day in the Bizz ,don’t have product knowledge, negotiations skills and ect. I used to be in retail for 8 years . All the tips were helpful and I will Diff go for the book . any more ideas?
I will be starting my job as a car salesman this coming week any beginner tips would be most helpful.
Hi Sam,
Welcome to the car business. Hopefully you’ve read through many of the posts on the blog here and have a pretty good idea about the car business. The best advice I can give a newbie would be to listen closely and watch carefully. Model yourself after the top performers and soak it all in. remember the 1st 90 days of the hardest think it’s easier from there. Check back in and let us know how it’s going.
Good luck,
KB
Hi Seed,
Welcome to the car business after 3 days your heads probably spinning because selling cars is not like selling anything else. Pay close attention to what goes on in what the heavy hitters are doing and saying. Make a point to read all the posts and everything else on this blog will give you good idea of how the car business works. Having the right attitude is the most important part, keep your chin up and remember it will get easier. Product knowledge will come along with the other skills you need if you have the right attitude and listen to the sales managers.
Best of Luck,
KB
Hi
I just finished my training with Greg Morris ,and I’m ready to start in the car duisness. I haven’t got a job yet but I’m going to the Toyota dealership today. Being new to the business I would like to know as much as possible and to keep learning more about the buisness. I would like to know what has helped you the most to succeed in the buisness.
Thank you,
Aaron Gosnell
Hi Aaron,
I would probably have to say attitude and the intense desire to make money.
KB
Been in the biz for just about 3 months now & I am ready to go live for good. My closing skills need refinement, but I am ready to give it my best and iron out the wrinkles as I go. ABC… Always be closing is going to be my internal motto as I will not hesitate to ask for the sale after I have gotten to know them, helped them feel comfortable, & presented them a great deal. I will come back to this website… thanks for the tips!!!
Thanks Cal
Sounds like you are ready to move some metal and make some money in the car business.
KB
I have been working for a used dealership for about 8 months now. I have a craiglist account with all my inventory on it. Does anyone know any other successful way to advertise??? My sales have really dropped lately. I think more advertisments would help tremendously.
Hi Bryan,
More exposure can help. You can always work with Cars.com and AutoTrader. I am sure you must have your own website so anything that will drive traffic there will help.
KB
I just found this site yesterday, fantastic info., ive been in the business 18 years, 8 years on the floor , 2 as F&I mgr, 8 years as sales manager. I have all my sales staff on this web site. it is a huge reminder on how to “get back to the basics” and the proper steps you need to close. great job!!!
I am a single mom who just lost a job. So Im nearly desperate. I saw a job fair ad on craigslist for auto sales position. “$6000 training salary or commision whichever is higher.” But in small letters on the bottom of the ad it says the “training consists of 3 mo period after official hiredate.” Im just wondering when one can expect the check for training. Im going to the fair next week. But in the meantime I wanted to know what to expect with income. And as soon as i can afford it I will purchase your ebooks…I want that 6 figure income.
Hi Jamie,
Thanks for the kind words. It good to hear from someone that has been in the business for years.
KB
Hi Monica,
You definitely have a shot, but be careful about what to expect as far as income for training is concerned. You mentioned the disclaimer and if you break that down it is about $500 a week. Sell some cars and then the money will come. Commission is where the money is, but you need to move some metal. As far as hours are concerned it will depend on the dealership, they could be long.
KB
Hi,
I’ve been working for various companies (car dealership and a marketing company). I have worked at the dealership for about 3 month’s as a sales associate working on commission. Unfortunately, the company is pretty small and I haven’t been able to sell as much as I need to. I recently applied at a few “Big” renowned dealers in the area and have got a them interested in interviewing me but how do I get them to truly notice me? I have also worked in an international Architecture firm as a drafter. I learned a lot and definitely update my resume, but is it enough to get me noticed? More importantly, is it enough to land me a job?
My first day with Acura is scheduled for this Thursday. Reading the comments on this blog has really boosted my confidence to sell cars. I am really excited at the opportunity to make a lot of money in the car business, and being bi-lingual (Spanish) should help!
I will continue to refer to this site for the tips, and advice on how to be successful in the business.
Thank you.
Hi Jacob,
Welcome to the car business!
Best of luck and thanks for visiting.
KB
Hello, same here new on the business. I am actually at the reception for my first day. When I came for the interviews I was concerned since I always was on other type of business. I know I have the skills and academic knowledge to be a good car salesman, however sometimes I feel my degree is a huge barrier ( I have a BBA in Economics and a Master degree) before a had a safe salary, now it will depend on commission. I will let you know how was next month.
Thanks for the advise
You need to sell yourself in the interview.
I have been in the car business on and off for about a year and a half. Since I have been back I have been improving by a few units each month. right now I am averaging about 8 cars a month. it seems like there is so much to do in a single day and it is hard to get everything done. How do the pros who sell 20, 30 and 50 cars a month stay organized enough to be that successful and fit it all in to their day? It seems almost impossible to sell that many cars with the time you have and with all the variables that come up in a given day.
thanks
Tim D.
Always smile and think positive. No buyer wants to give hard earned money to a salesperson with a bad attitude.
Thanks, great attitude.
Hi Tim,
If it was easy everyone would want to be a car salesman and take home the big checks.
Sometimes the process at your particular dealership might not be as efficient as other stores, but you are right about keeping busy.
Selling 20 to 30 cars a month takes some work and organizational skills.
However the money is so good that it is well worth the work.
Give it some time and you will get in a groove.
KB
I sold my fist car! It was a 12′ Acura TL AWD with tech package. My manager closed the deal for 42500.
The only advice I have is to be passionate about the product you’re presenting and serve your customers by taking the time to build a relationship with them. Come off as a friend, not a salesman. You would be surprised how many of customers will buy from you, if they simply thought that you were cool. Again, be passionate about the features on your car and be genuinely kind.
I’ve only been in the business for 3 weeks, but this is some vital information that I have picked up on in my short experience at the dealer.
“Seek the kingdom first, and the rest of these things will be added on to you.”
God bless you!
The paperwork seems impossible to learn and remember.. How long does this usually take?
I have sold 3 cars on my first month of training! extremely thankful to God for it.
Put an imaginary shot glass over your head…consider it as a spotlight…every time you talk the spotlight is on you..every time the customer talks..same thing. Try to have the spotlight on them much more than you….get out of the car business, and get into the people business….14 years experience.
You should be able to get it down in a couple months.
Hi Robert,
Quite an unusual technique, but your are correct about getting into the people business. People buy from people.
KB
I have been studying your material and as a very young car salesmen it has helped tremendously. I work for a toyota dealership and spend most of my time growing a customer base. I got the job by showing them I have had a knack for selling. I’m 19 and I finally found a career that I like and can see myself succeeding in, but i do have a quick question, if you know what a “turn” is do you believe that it is an effective tool for a car salesmen to exploit?
Been selling car/trucks for about 1.5 years now, getting custmers to qualify is getting to be a problem. I know about co-signers, is in house financing the way to go? should I relocate?