They were unhappy not knowing what their car sales salary might be every week. They said that some weeks they would get a nice check and the next week they wouldn’t bring home much at all. They assured me that they were very good at selling cars, but they wanted a job where they knew exactly how much they were getting paid each week so they could budget their money.

A Car Sales Salary and Car Sales Success

The funny thing about those former car sales people is that the income that they showed on their credit application to buy a car was not more than or even close to that of a good car salesman. In fact it was closer to that of a mediocre car salesman. I never mentioned that to them because I didn’t want to blow a sale which I surely would have done if I gotten into that conversation. However I did wonder what kind of auto sales salary they were making when they sold cars if they took a job doing something that paid them half that of a successful car salesman.

Anyway to get back to the point, first off if you are earning a car sales salary you better quit because you being taken advantage of by the car dealership where you are working. If they are paying you a salary for selling cars you are missing out on the real money. Secondly, the true car sales professional is paid a car salesman commission which is based on their sales and profitability. (Details of a Car Salesman Commission are Here)

Now to move on to living on a car sales salary or a car salesman commission it can be a challenge if you are not selling enough cars and making enough money. It’s hard to keep your head in the game when you have money problems (like not having enough). My first few months of selling cars on 100% commission versus a fixed income job took some real getting used to, but I could see the light at the end of the tunnel.

Getting Used to a Car Sales Salary

Once I started catching on and selling more cars, my weekly checks started growing and not to mention the month end bonuses. I tried to maintain my thrifty ways and keep from spending those bigger and bigger commission checks. In fact I would hold some of my checks to even out those weeks that were less than I hoped. I would only cash my checks when I needed to and at one point the person that did payroll asked me to cash my checks. That was when I decided I was getting used to living on a car salesman commission and not a car sales salary or any other kind of salary.

I will admit that is really a challenge trying to get used to living on a car salesman salary, but it is only because it is such a big change to most people. Most people were raised knowing how much they were bringing home every month or week and so it is really hard to get comfortable working on commission.

Whatever it takes make the effort to adjust to the change because otherwise you could be missing out making a six figure car salesman income. I can tell you first hand that is much easier to get used to the uneven paychecks when you are earning 100K a year. So don’t be like one of those former auto sales people above that accept a job that earns them half of what a successful car salesman makes. Get your head in the game and sell some cars and before you know it you will be thinking like a veteran and would never ever consider selling cars for a car sales salary. Get paid what your are worth rather than leave to accept a job that pays the same whether you work hard or hardly work. You can be a better car salesman.

I assume you are selling cars for a living because you want the opportunity to make some real money. Don’t let getting used to how car salesman are paid get in the way of your success. Many others have done it and you can too, earn a six figure income selling cars.

Later, Fresh Up on the Lot

KB

Stop looking for an auto sales salary and make it big, read the Car Salesman Guide and make money.Similar Posts:

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It think we can all agree that there is nothing cheesier than a car salesman reciting a car sales script to a customer verbatim. It sounds unnatural as if they were reading from a piece of paper and it’s a great way to turn off a car buyer. But when you go through the process of learning and memorizing the scripts they will become a part of you.

Dealership management expects their sales people to use their car sales scripts and that is great for the first week or two. After that you better know them well enough that you can use bits and pieces of them while also using your own personality. It is important that you don’t sound like you are spewing some canned speech to each and every customer.

When it comes right down to it, people buy from people and when you use a car sales script word for word you sound like a robot rather than a person. You don’t need to make a new sales script for your personality, but you do need to be able to think on your feet and have an answer of some kind for every situation and question even if it is that you will find out for them.

You can start with car sales scripts at first to help you learn one way to communicate with car buyers, but change it up as soon as you feel comfortable. If you get in a bind you will always have the script you memorized when you started.

The successful car salesman knows that one or two sales scripts can’t even come close to the verbal skills of an experienced car sales person that can think on their feet. The true value of any car sales script is that it provides you a base or launching point so you can learn to tailor you communications for every situation because every deal and every customer is different.

Later, Fresh Up on the Lot

KB

Be sure to sign up on the right for new posts and free car salesman tips.

Are you ready to start making the big bucks, then take your car salesman training into your hands and read the Car Salesman Guide.Similar Posts:

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Timing is Critical When Closing Car Sales

You are quickly moving right along through the steps of the sale and everything is going smoothly because your customer is following every instruction. Things are moving pretty fast, but your car buyer seems to be agreeable, their head is nodding yes after all your sentences, the walk-around and the test drive and you are thinking this is going to be an easy commission. Then you try to close the car sale and your customer looks at you like you like you put a ski cap on and pulled a gun on them.

You spooked them and they are like an animal caught in a trap. You car sales closing attempt snapped them back to reality and they are freaking out. You are asking yourself what happened. This scenario is much more common with a new or less experienced car salesman, but it still happens to even the most successful car salesman and saleswoman. Either they have been in their own fantasy world in their head or the timing of your car sales closing method was at the wrong time. Maybe you tried too close too soon or you moved along too fast and missed some of those questions and qualifying questions that need to be asked first.

Commitment Before Closing the Car Sale

Sometimes when things move too quickly and it seems too easy, the customer is not up to speed. After all you do this everyday, all day and your customer might buy a car every 3 to 7 years. You know the routine so well you are bored with it, but to your customer everything is new. They may need time to soak it all up and have it register in their head before you start closing the car sale.

Before you start trying any car sales closes you need to get some commitment from your customer. Take some time, ask them some questions, get to know them better and build some rapport. The more time you spend with them the more they will feel committed to you (this car salesman tip alone will make you more money). When you try to close the car deal after 20 minutes you might end up with the above scenario and it can be very hard to recover from a car deal that has gone sideways.

The Right Time for Closing Car Sales

Sometimes it is a hard call to make, should you invest an hour with them or are they wasting your time. If you find yourself asking that question take a look around and see if your fellow sales people are standing on the curb waiting for a fresh up or are they all working with potential car buyers. Usually they are standing on the curb, so you might as well invest as much time as you need to turn them into a car buyer. Spend the time to get the verbal and non-verbal commitments you need before you try any car sales closing techniques.

Remember that no matter what car sales closing technique you use (and there are many), you are just trying to come to an agreement between two parties, the car salesman and the car buyer. The sales closing technique is not as important as the timing. Don’t get me wrong, I am sure that I have used all of the car deal closing techniques at one time or another, but the right or wrong close at the wrong time can cause you to lose the deal and your car salesman commission. If your goal is to be a better car salesman and make a six figure car salesman income, timing is critical.

Later, Fresh Up on the Lot

K.B.

Are you earning a substantial car salesman income?

Do you think your initial car salesman training is enough?

If not read the car salesman guide and improve you car sales closing ratio.Similar Posts:

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The next thing I saw was the real scary part of the picture. I saw a potential customer pull in the lot and take a look at the pack or group of car salesman that was watching them like a wolf watches their prey and instead of pulling into a parking space and getting out of their car, they drove through the rows of new car inventory and out of the lot on the other side. They didn’t even pause to look over some of the cars, they just continued through the lot and off to some other dealership.

Was it that they didn’t see anything they liked or was it that they didn’t want to be pounced on by a pack of wolves. We will never know because they left without a single word. Did they come to wrong dealership by mistake and not realize it until they were already in the lot? Maybe they didn’t see the 50 foot sign and logo before they pulled in the lot. Maybe they didn’t see anything they liked as they quickly drove through 200 plus new cars of every color, model and trim level. I guess they were “Just Looking” real fast.

Am I being sarcastic? You bet I am. The likely scenario is that the potential car buying customer saw a pack of wolves licking their chops and they would rather not be go through that experience. They saw the classic negative stereotype of the car salesman and they changed their mind. Hopefully they wanted that brand of car and they will be back a little later or another day, but it is more likely that they decided to stop at another dealership and if they run into a professional car salesman rather than a wolf-pack they will buy a car. Oops, there goes another car salesman commission.

When we are talking about car buyers, we are talking about people that believe the worst when they come to the car dealership. So when they see a group car salesmen standing together in plain sight they assume that they will be pounced on by all of them and pressured to buy a car. Except for the boldest of car buyers, most potential customers would rather drive off the lot and go somewhere else than deal with the wolf-pack.

I don’t think I need to say it, but I will anyway. Break it up, split up, get away from the door and if you must be in a group take to the back of the dealership where the customers won’t see you. A car sales professional does not hang in the pack at the front of the showroom, they are usually out in the lot making note of inventory where they can approach a customer on a one on one basis which most customers prefer (just a car sales tip). This is more about common sense than about car salesman tips, because you know that the car salesman and car saleswoman wolf-pack is not the dealership’s welcoming committee, but rather car sales people waiting for a fresh up so they can increase their car salesman income.

Later, Fresh Up on the Lot

K.B.

Are you waiting to Read the Book or is a Six Figure Income Selling Cars not Important?Similar Posts:

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Don't Get Caught in the Trap of Bad Mouthing Competitors

You know the drill, a customer comes into the showroom and tells you that a competitor is selling the same car for $1000.00 less than your best price. Your first reaction is to blurt out any negative thing you ever heard about that dealer, and bad mouth them but hopefully you know better.

We all know how the game is played, it’s about getting car buyers in the door. However dragging your competitor through the mud will not get you the sale (or at least rarely). The customer may have bought several cars from the dealership in question and they may have their cars serviced there regularly. They may be happy with that dealer and they are in your showroom to keep their dealer honest. They may have heard others speak highly of your dealership and thought they would see what you have to offer. Then you start bad mouthing the car dealer where they usually do business because of their unsubstantiated claim of a $1000 less for the same car and you just insulted your potential car buyer.

The customer from the above scenario is turned off quickly when you choose to bad mouth the dealer where they have been doing business for years. You don’t always know the reasons behind your customers visit to your showroom and they will rarely tell you the truth. However there is one thing you know for sure and that is “They Want To Buy a Car” and a successful car salesman knows that.

Car buyers come to your dealership because they are in the market to buy a car. They will tell you almost anything that they believe will get them a good deal when they come to a car dealer. We have all been there and know the saying about car buyers. Rather than play their game and get caught in their trap you need to be the car sales professional and show they why they should be buying from you and your dealership. Treat them like a million dollar customer and forget about bad mouthing the competition. Open them up and find the reason they are talking to you, determine their need and wants, sell them the value of doing business with you rather than your competitor (it’s not always price, but it is your car salesman income).

Remember this car salesman tip; when the value outweighs the price you will always make the sale and a car salesman commission.

Later, Fresh Up on the Lot

K.B.

Why do some sales people sell more cars than others?  The Car Salesman Guide for car sales tips!
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A Powerful Car Salesman Tip

People hate the “Uncomfortable Silence”, it’s the nature of humans. Some people will actually buy a car because the silence will make them crazy, but when the quite makes you crazy you start talking some more. Now your car buyer is relieved because you are talking and they don’t have to make a decision. If you keep talking too much your car buyer gets bored, doesn’t have a chance to buy a car and they are ready to go home. They ask for your business card and say that they have to think about it and that they will “Be Back” tomorrow. Say good bye to your commission which is the real reason for this car salesman tip.

The Logic of This Car Salesman Tip

Selling cars for a living is much more than logic, if all car buyers used logic to purchase a car nobody would make any money. This car salesman tip is about the unseen psychological factors and triggers that make people buy cars. There is no question that a successful car salesman has to be able to walk to fine line to know when to shut up and when to talk. The secret of your success as a car salesman is be able to read your customer and use the tools you have at the right time and in the right amount. The wrong tool at the wrong time creates “Be Backs” rather than buyers, so read and listen carefully to your customer. They will tell you how to sell them a car, but they don’t always use words.

A Tip for Car Salesmen

Shut up and listen. People love to talk about themselves if you only give them a chance, but if you are talking the whole time they never get a chance. Let them talk and you will discover exactly how they want to buy a car instead selling them a car the way you want to sell them a car. They need to believe it was their choice and not yours. Did you notice I said they need to believe? That’s right, when you do your job right they believe that it was their decision. There is so much more to this car salesman tip that gets into the psychology of selling that I covered in the book. Did you Read The Book?Similar Posts:

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Sounds a little hokey, right?

Confidence of the Successful Car Salesman

Well, sometimes a car salesman’s success comes partially from their confidence. They work with their car buyers with a sense of authority that make their customers feel that they are working with a true car sales professional. The car buyer feels that they are dealing with the best person to guide them through the car buying process because they look, talk and act like they know what they are doing. The successful car salesman makes the customer feel more comfortable which makes it much easier for them to control the car sales process and overcome the buyers objections.

Many car sales training systems instruct the car salesman to tell their customer that they are new and rely on the sympathy of their customer to test drive a car or follow them through the car buying process. I have seen this work at times, but I am not a big fan of this technique unless you really are a “Newbie”. I have rarely seen successful car sales people use this technique and only with extreme customers.

The Successful Car Salesman and the Car Buyer

Think about this way: You are a car buyer and you are about to spend $20,000 for a new car and you are being helped by a car salesman that is new and not very knowledgeable. You might be very knowledgeable, but you told your customer that you are new and all they can think is that they are working with someone that doesn’t know what they’re doing. Your customer’s confidence in your abilities and knowledge is nonexistent. They have little or no faith in everything you do or say.  How much car salesman success will you experience when your customer believes they are working with a “know nothing” car salesman?

The Success of a Car Salesman and Car Customer Confidence

I don’t know about you, but when I am going to make a major purchase I want to feel that I am being guided and helped by the most qualified person possible. I am spending a lot of money and I want to feel comfortable about spending it with knowledgeable professional. The car buyer is no different, they want to feel comfortable and confident that they are helped by the most successful car salesman at the dealership.

Make your car buyer feel like you are the absolute best choice to help them through the car buying process. Tell them that you understand that the process of buying a car can be overwhelming and that you will be happy to help them make the right choices for them. Then let them know that you are a successful car salesman by telling them that you have many repeat customers and that you hope that they will be one too!

Start thinking like a Successful Car Saleswoman or Car Salesman and you will start seeing more car salesman commission and be closer to that Six Figure Income because you can be a better car salesman.

Later, Fresh Up on the Lot

K.B.

Add your name and email on the right for more ways to increase you car salesman income and don’t forget to read the Car Salesman Guide to making a six figure income.

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