There are negative aspects of every profession and that includes being a car salesman. However it seems that there is more focus on the car sales profession for some reason. I don’t know why, but I am tired of hearing about it. If you are more focused on the downside of being a car salesman than the upside I am not so sure you are right for the job. Do people spends endless amounts of time researching the downside of being an attorney, dentist or accountant? Not usually, they focus on the rewards and the potential income.

Unemployed is the Downside of Being a Car Salesman

The downside of being a car salesperson is much like any other vocation and that comes down to one thing, if you suck at your job you will be out of a job. I don’t care if you shine shoes or you are the CEO of a major corporation. If you can’t do the job you will be on the street and that is the way it works no matter what job you have. The turnover in the car business is typically higher than it is than many other jobs, but the reason isn’t because the job is extremely difficult or nearly impossible, it is because of the people that become car salesmen and saleswomen and their attitude.

Through the years the one thing that I have found to be common among Green Peas when I asked people why they decided to be a car salesman was that they heard there was good money to be made selling cars and they thought they would give it a try. So here they are giving it a try, no commitment, no determination, no goals and a half assed attitude.  Thirty to ninety days later they are complaining about every single aspect of the job because they are expecting the worst rather than expecting all the great things about being a car salesman. They create their own reality because of their lack of commitment, after all they were only giving it a try. Since when do you take a job that can pay you more than you have ever been paid and just give it a try? The downside of the job is not the job, it is their lack of effort to succeed. Practically anyone can do this job and do it well if they would set their mind to it and do the work they need to do to learn the profession.

Maybe people don’t appreciate the opportunities that the car business has to offer because they didn’t spend four or six years studying to be a car salesman. Maybe it is too easy to get the job even without experience so they naturally assume the worst. Yes, selling automobiles is a profession that is easy to enter, but there is a price to pay. You have to do the job, but many people fail to recognize that fact. The industry is full of people that gave it their all and they are now making a six figure income and enjoying the fruits of their labor, but they didn’t give it a try, they did it!

Every Job Has a Downside Including Selling Cars

I know many people that have successful careers and they can tell me all about the downside of their particular profession, but they also love to tell me all the good things about their position. There is always a downside to every job, but there are very few careers where you can make great money and have fun doing it like the car business. One of the common complaints I hear about auto sales is the hours, if all you are concerned about is working your forty hours and going home then you need to look for a job in a factory where you punch a clock.  People that make a six-figure car salesman income work more than forty hours a week and so does almost every other profession that makes that kind of money. Stop thinking about the downside of being a car salesman and start thinking about the positive aspects of being a car sales professional. Don’t give it a try, do it and succeed or get out!

Later, Fresh Up on the Lot

KB

You can be a Successful Car Salesperson with Car Sales TrainingSimilar Posts:

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• Why Car Salespeople Fail – Part One

Most Common Car Sales Take Over Steps

The first and probably the most common procedure for turning over a customer is where the Sale Manager takes over the customer and does their best to wrap it up. An experienced sales manager typically has the authority to cut the price or do whatever is needed to make a deal. Then if they close the sale the salesperson comes back in and delivers the car and gets a full commission. If they fail to close the sale they thank the customer for coming and let them out professionally leaving the door open for them to return.

My favorite method for turning over a customer works a little differently and it adds another step to the process. When the first car salesman comes to a point in the negotiation where they can’t close the deal and there is no longer any forward movement such as bumping them the salesperson tells the sales manager to turn them or the sales manager decides to turn them out of the deal. Then the sales manager or desk manager has another salesperson take over the deal. The second salesman takes over the deal and does their best to make a deal. Then if they make a sale they deliver the car and the first salesman collects half a sale and the second collects half a sale. However if they don’t make any progress the deal gets turned to the sales manger like the scenario above.

Some Finer Points of the Car Sales Turnover

In the three step turnover scenario above (my favorite) the first salesperson must complete all the steps of the sale up to negotiation including a test drive, no test drive and the first salesman is out. Then if the second salesman bumps the customer to make the deal they must bump them a certain amount to qualify such as $250. It could be a $250 bump on the price or a payment bump that totals over $250. But if it is not about price or payment and they get them to make the deal they still deliver the car and get a half deal. The second salesman often has an advantage because the customer often thinks they are talking to a sales manager. This is also a good way to break in Newbies for the first 30 days until they learn the steps to the sale.

This is my favorite take over process for five reasons. #1.It helps the sales staff hone their closing skills. #2. It provides opportunity for the other sales staff members. #3. The sales person will usually take the extra time needed that the sales manager won’t to drive them in additional cars and build rapport. #4. The first sales associate will make sure they drive them in a car and perform all the steps to the sale which will sell more cars in the long run. #5. The first salesman will do everything they can to close the sale because they don’t want a salesman closing behind them (car salesman ego).

When we sell cars for a living there are times when we just clash with a particular customer and these are the times when the car sales turnover is good for everyone including the dealership. There are also sales people that are so determined to make the sale that they don’t know when to stop before they cook the customer and then nobody would be able to close them, but with a turn over closing is still a possibility. Sometimes a second face that says the same thing as the first is all that is needed to make a deal. A half a deal and half commissions are better than no deal and no commission.

This post was recommended by Lee a sales manager that left a comment on the site.

Later, Fresh Up on the Lot

KBSimilar Posts:

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None of us got into the car business for the great hours, personal freedom or the retirement benefits, we got into the car business for the money. The potential is practically unlimited, but salespeople all over the world are limiting their potential by what they believe to be true for them. Setting a goal for 20 cars a month or for earning $100,000 a year is great, but if you don’t really believe that you can achieve that goal you are simply fooling yourself. I don’t mean that you don’t believe that your goal is possible, I mean that you must believe with every fiber of your being that the goal is not only possible, but that you will do what it takes to achieve that goal.

You Can Be a Top Car Salesman

I hear from automobile salespeople all over the world that talk about wanting to make a six figure income as a car salesman or to be a top car salesman, but wanting is not enough. You must see it, feel it, think about 24/7 and then make it happen. Get out of your comfort zone and do that little bit extra on every deal, every day, every week and every month to bring that goal to reality.

Most people prefer to stay in their comfort zone regardless of what they may say and when they push themselves to do more they achieve what they truly believed was possible for them and in most cases that is a 10 or 20% increase. That may be admirable, but is that their new comfort zone or are they capable of much more? The answer is that they are capable of more and in order to be a top car salesman you need to believe that there is no limit to your abilities.

Here is great example of the point I am trying to make; most big lottery winners find themselves in the same financial position that they were in before they won only a few years after their windfall. Their beliefs caused them to do things that returned them to their comfort zone. They did not feel comfortable with all that money and their internal beliefs caused them find a way to get back to what made them comfortable. Sad, but true and the same goes for being a top car salesman. What you believe is possible can be achieved, but you must be willing to do what it takes to make it happen.

Top car salespeople all over the country are earning $1000,000, $200,000 and more a year because they truly believe it is possible. Get out of your comfort zone and do what it takes to make it happen. You can be a top car salesman or car saleswoman if you if you really believe you can. Others have done it and you can too!

Later, Fresh Up on the Lot

KB

It is time to be a Car Sales Professional, Get the Book.Similar Posts:

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Selling Cars – Male or Female

Some people today may say that a woman might have an even better chance of being a top salesperson if she had the experience, but others say that a man is better at negotiating. You didn’t think I would be stupid enough to pick one over the other did you? I have worked with women in the car business that were absolutely remarkable at their job and quite successful that included floor sales, F&I, sales managers, GSMs and GMs and I don’t think there is an answer. I have seen some women that were better than others and I have seen men that couldn’t sell a car if their life depended on it. Although I must admit that I think that a woman with the experience and the determination to succeed could do very well in every department at the dealership.

I really don’t think gender matters when it comes to selling cars professionally. The person is what makes the difference not their sex. Some say that the woman in a family makes the final decision when it comes to purchasing a vehicle so a woman would be a better choice, but I have seen men that can connect with women just as well as any woman. Others say that if the man is dead set against the purchase his other half won’t need to make the decision to buy.  However not every customer is a couple. Buying a car is not a job best done by a man today like it was yesterday. I have sold cars to many women that were much tougher to deal with than most men.

Agree to Disagree on the Best Car Salesperson

This debate could go on forever. There may be pluses and minuses on both sides of the fence, but when it comes right down to it there are many factors and skills that make a top salesperson and I don’t believe that being a man or a woman matters. Whether you are male or female you likely have your own opinions on who would make a better car salesman or car saleswoman, but talk is cheap and the proof is in the results. So lets sell a bunch of cars, have some fun doing it and may the best car salesperson win.

Later, Fresh Up on the Lot

KB

You can make a Six Figure Income Selling Cars No Matter Male or Female – Read the Book!Similar Posts:

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I usually try to keep things upbeat and positive, but there are those days when your Fresh Ups consists of mavens, mooches and shoppers the car salesman’s nightmare. Those are the days that make you wonder why you ever got in the car business. Don’t get me wrong I’m not here to rain on anybody’s parade because I love selling cars, but every once in a while I thought it was a good idea to be honest about what it is like being a car salesman. As with all jobs no matter what your career choice might be there are some negative aspects of your job.

The Car Salesman and the Mooch

I want to give you a realistic view of one of those days because you will have them too, and I want you to be prepared for those days. Fresh out the box you get a fresh up and you think this is a great way to start the day. Then you find out that they have come from a town that is several towns away from yours. They are looking for a new vehicle. They haven’t really settled on a trim level or color but they know what kind of car they want.

You go through the whole dog and pony show and finally settle on a car, take a test drive and sit them down at your desk. But then it all comes out, they have been to several dealers and have prices from all of them, but they still didn’t buy a car. They want to buy your car for several thousand dollars less than invoice. You stay positive and work them with all your might while keeping your composure, but they won’t budge off of that unrealistic number. To make a long story short you know what happens after that and your first mooch of the day is out the door.

The Maven the Buyer and the Car Salesman

Ok, shake it off because it happens to all of us, just move on take your next customer. Then you come across a young couple on a lot looking over your new cars and give them the meet great. You assumed they were a couple, but they are a brother and sister. She wants to buy a new car and he (the maven) is here to help her so she gets a good deal. Once again you put on your happy face and do your walk-around, test drive and dealership tour before you set them down at your desk. Now it’s all about the numbers and she is no longer in control, but her big brother is and he is determined that she gets a fantastic deal on her new car.

It’s not his car or you would’ve been done a long time ago, it is for his little sister and he needs to show how good he is at negotiating. She’s excited she can’t wait to drive her new car home. However her brother is in no hurry and is determined to get her car for less than invoice. Round and round you go before you know it hours have passed and the maven is still talking crazy. The scenario has only 2 possible outcomes, one is that they move on to torment another dealer and salesperson or you finally do sell them a car and your car salesman is commission is a mini. However, it is very possible you don’t sell anything and you are back out on the lot looking for a customer.

A Shopper and a Car Salesman Meet

Here is a “Fresh Up” standing next to a new sedan on the lot with his folder full of paperwork neatly tucked under his arm and you start all over again. Only this customer wants more than a walk around and a test drive, he wants to know more about this car than the manufacturer knows. He has spent hours online researching his next vehicle and still wants more. Then he proudly tells you about how he is not going to buy until next month and is only researching several vehicles. You grind him, grill him, offer discounts and do everything you can think of only find yourself eventually giving him your card and thanking him for coming in today.

Reality of Being a Car Salesman

I have had days like that and I am sure you have too. You worked you butt off and did everything you could think of to sell a car, but all you ended up with was a “Hat Trick” of mooches, mavens and shoppers, a car salesman’s nightmare. My objective was not to be negative, but this can happen to you when you sell cars for a living. This is a very realistic possibility if you’ve been selling cars long enough, but it doesn’t happen every day it just happens once in a while. Then at the end of a day like this you realize that you’ve worked all day and didn’t make a dime. Call it a day and start over tomorrow. Forget about today and hit the ground running tomorrow …you are a Car Sales Professional and it just comes with the territory even when you earn a six figure income selling cars. Attitude is everything in the car business so make sure you have a good one.

Later, Fresh Up on the Lot

KB

Did you read the book, the Car Salesman Guide?

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