1. Two People Meet and One Gets Sold.

When it comes to people and selling cars this is one thing that is always true. Somebody gets sold. Whether you sell your customer on why they should buy a car from you today or the customer sells you on why they are not buying a car today. What is it going to be? Are you going to sell your customer an automobile or are they going to sell you on one of their reasons for not buying now?

This is one thing to ask yourself every time you are with a customer and probably one of the most important things a car salesperson should know. Who is getting sold you or them?

2. They’re All Just Looking.

Of course they are all at the dealership to look at cars and nothing will happen until they meet a salesperson, but not just any salesperson it must be a car sales professional. They won’t tell you that they are here to buy a car they will tell that they are just looking and buying in the future, but if you are a REAL SALESMAN or SALESWOMAN you can sell them a car. Just looking is the car buyer’s first line of defense against the car salesman you can accept it or you can sell them a car, you decide.

3. Bad Mouthing Your Competitors Will Hurt More Than Help.

Don’t let yourself get caught in the trap of bad mouthing the competition because it will do more harm than good. You don’t know what they are thinking and you might even be insulting them without knowing it. Show them why you, your vehicle and your dealership is the best place to buy a car. I have seen many deals lost after a salesman talks trash about another dealership or brand. Your customer might be a regular customer at the dealer you are running into the ground for the past ten years and they just came by to see what you have to offer. Stay positive and show them what you have to offer and let them decide or you might be chasing them back to that competitor.

4. The Dumber the Better.

Use the selling system that you were trained to use to sell cars and don’t start thinking that you know a better way. This is the quickest way to see your sales drop. When you start leaving things out and short cutting the system you could be shooting yourself in the foot. Sales and training systems were designed to work throughout the dealership and be consistent. One step is made to work with the next and the one before. I will guarantee that you will lose deals when you start thinking you know better. Get back to basics and you will sell more cars.

5. There is Always More and F&I Will Prove It.

We have all had the customer that wouldn’t dump another dollar, but after they got done in F&I their payment went up 20, 30 or 40 dollars. There is always more, but when you believe that they won’t go another dollar think again. Maybe you didn’t show them a reason to spend more or provide enough value. Think about how bumping them another $100 will equal 20, 30 or 40 dollars in your pocket. If you don’t get it the F&I Department will.

6. Price Isn’t Everything.

Stop thinking that price is the only thing that will close the deal because that is not the case. Almost everyone is will to pay more when they see the value in something. Stop working the desk and start working the customer and provide more value. Many salespeople work the desk harder than they work the customer, but when you show them “What’s in it for Them” you provide more value and ultimately make more commission. This is something every car salesman should know whether they are a newbie or a veteran, but some times they forget.

7. “Be Backs” Won’t Be Back.

You may have heard this one a few hundred times, but that is because it is usually true so I will say it again: Be Backs won’t be back. They say they will, but what they are really saying is that my car salesman didn’t sell me on why I should buy a car from them and their dealership. They think there is more to be had somewhere else because you didn’t make them feel otherwise. They sound so sincere and they have numerous reasons, but that is their way of giving you the bad news. Granted they may visit another dealer and feel the same way about them, but if they meet a REAL CAR SALESMAN they will buy and a car and all the follow in the world won’t help.  Once they tell you that they will “Be Back” your only chance is that they visit another dealership and tell them the same thing and then you have a remote chance with follow up if you something more to offer.

8. Enthusiasm Sells Cars.

Even the grumpy old fart that buys a car is excited about buying a new car, but they certainly aren’t going to tell or show you that. Car buyers don’t want the salesman to think they are excited about the prospect of driving home in a new ride, but they are and enthusiasm will heighten that excitement and engage more of their emotions. Being positive and enthusiastic about them having a new vehicle will only help you sell more cars and increase your commission. When people use their emotions to purchase a vehicle you are the one that comes out on top. Enthusiasm is an emotion and your ticket to sales and logic is the quickest way to a short deal. Be enthusiastic and upbeat with your customers and you will sell more cars and make more money.

9. The Sales Manager Wants to Sell a Car as Badly as You Do.

You might think otherwise, but it really is true. The sales manager gets paid based on sales and gross and they really do want to sell cars. When the desk or sales manager won’t accept your deal it is because they feel there is more room, the customer can be bumped or that the next person will pay more for the same car. It’s not personal they want to sell cars just like you do.

10. Buyers are Liars.

I left this one for number ten because too many salespeople like to use this for an excuse when they don’t make deal, but it is true in many cases. Talk to enough car buyers both on and off the car lot and you will find out that the average consumer thinks that lying to the car salesman is acceptable part of the game. Even that person that never tells a lie thinks that it’s not a lie, but part of the car buying process. Again this is one of the few things that the customer uses as a defense because they don’t want to be taken advantage of by a car salesman. Every car salesman should know that this is how the customer thinks and understand that they need to break down this barrier to what the customer thinks is acceptable. This is also where body language, tone and facial expressions are important when selling cars for a living. Most people are honest unless they are buying a car so they will usually give themselves away with their facial expressions and eye movement. Accept this fact, but don’t use it as an excuse for not selling a car.

These 10 things every car salesman should know are basic, but true nonetheless. They are many other things that you should know when you are selling cars for a living, but these will get you started or remind those of you that may have forgotten some of them. If you have some things that car salespeople should know please add them in the comment section below and I will publish them when appropriate.

Later, Fresh Up on the Lot

KB

Back to Basics is thrown about the dealership all the time, but there is a lot of truth to it.

Read the Book and Close More Car Deals.Similar Posts:

• Stop Selling the Car and Sell the Appointment
• How a Successful Car Salesman Thinks
• A Career In Car Sales
• Car Salesman Tips and Car Buyers Perspective
• Car Salesman Information and Overwhelming the Buyer
• Car Salesman Tips – Their Ticket To Leave

Is There Really a Perfect Up

I decided to write this post because the other day I heard a salesperson on the floor saying that they had a Fresh Up that was looking for a used pick-up truck for around $6,000 and he was complaining that the BDC told the customer that we had a few in his price range, but we only had one that was listed for six grand and one that listed for $10,000. He bitched, moaned and complained and before you know what happened the customer left and went down the street to another dealership.

It just happens that I know some of the people at the other store and the customer ended up buying a used pick-up at that dealer that listed for $6, 995 and paid $6,500 +++.  It was a cash deal so there wasn’t any back end and they only had $2,700 in the truck. The net result is that the deal grossed $3,800. Back out the pack of $500 and the salesman got paid a commission on $3300 @30%. They picked up $990 and it didn’t take very long. The customer was buying a used vehicle as a work truck and he wasn’t picky, no warranty, no C.S.I. surveys just a quick deal. Is that a Perfect Up or what? The car salesman that broomed him off the lot didn’t think so.

Perfect Ups Come in all Shapes and Sizes

My point is that you just don’t know what that Fresh Up you have standing in front of you is worth until you go to work. Not by asking a few quick questions and deciding if they are worth the effort, but by showing them some cars or trucks and earning their trust and breaking down their defenses. We have all sold people cars that were listed for much more money than they wanted to spend so why would we try to qualify someone in a matter of minutes. Car salesmen and car saleswomen are doing it all the time and they are the same ones that are complaining about the lack of lot traffic.

You could get a Fresh Up that wants to buy a new car, you could spend half a day with them and only get paid a “Mini” and then you still have to follow up for C.S.I. So why would the guy in the example above want to complain about a customer that is looking for a cheap used vehicle that wants to buy today? Who knows, but it is happening all over the country at dealerships everywhere. Are you like the guy above just waiting for the Perfect Up or are you making the most out of every customer that steps foot on your lot. Remember, “Buyers are Liars” until they find the car or truck that trips their trigger.

When a customer comes to your lot it is because they want to buy a car. They are not looking to waste a few hours they want a car. The Perfect Up is the customer that is in front of you. You are the difference and if you don’t sell them a car they will go down the street and find a car salesman that will.

Later, Fresh Up on the Lot

KB

Did you get the book yet, did you read it?

You can sell more car and make more money, but you have to close more sales.Similar Posts:

• Pros and Cons of Selling Cars
• Car Sales Follow Up and Why
• What Brand Do You Sell?
• Living on a Car Sales Salary
• Car Sales Closing and Timing
• The Car Salesman Wolfpack

We use words and phrases like practically, nearly, on top of a deal, very close, almost there, only a couple of dollars away, if I could would you and dozens or even hundreds more. The idea is to get our car buyer to believe that there is hope for them and to keep them on track. When we speak succinctly we run the chance of losing them.

When you get that customer that is trying to choose a vehicle and they ask if they can get that car for $300 a month and we know that it will be closer to $400 a month the first thing we say is that we could probably get close. Most people’s way of thinking would be to say no, but we know that if we could get them to put down more money and stretch out the payments for another year or two that we could get close. So we are not lying because there are many variables and we know that if most people want to pay $300 a month because we could probably get them to pay more. With the proper car salesman words almost everybody will accept a bump when you get them on the right car and get their emotions involved in decision making process.

Start paying close attention to the words you use when you are working with a buyer. Are you keeping them engaged and positive or are you giving the cold hard facts? Cold hard facts will give you a bunch of “Be Backs” and positive and engaging car salesman words will keep their mind focused on getting a new car and get you a car salesman commission.

The car salesman words that we use from the minute they step onto our lot can make or break a deal. When we are enthusiastic, upbeat and positive it becomes contagious and when we talk like an accountant or lawyer we won’t sell squat. Start with your meet and greet and build from there with positive statements and words of encouragement that will engage their senses. Don’t overdue the enthusiasm because that can easily turn them off, but start with statements and words that make them feel that you can do what they want without committing to their requests. From there you can build excitement and the desire that will sell you a car.

Later, Fresh Up on the Lot

KB

You can sell more cars, YES YOU CAN…..READ THE BOOK!Similar Posts:

• Be a Better Car Salesman
• Web Chat and the Car Salesman
• Sell More Cars – Stop Trying So Hard
• The Questions to Ask When Selling Cars
• What Car Sales Techniques
• Average Car Salesman – Yeah Right!

I have never seen, heard or attended any kind of car sales training where the class was told that they have to lie, cheat or deceive the customer in order to sell a new or used vehicle. Yes, it happens in our industry, but I don’t believe any salesman was ever instructed to outright lie to a customer. If you are selling new cars the customer can always burn you on a C.S.I. survey and on a used car they can call a lawyer, call the owner, call the Better Business Bureau or even the Attorney General. All of these scenarios can cause more trouble than it is worth and if you continue you may find yourself without a job.

Yes You Can Make Money as an Honest Car Salesman

When you are a car salesman working with a customer and dealing with their car sales objections not everything is black and white. Yes, there are some parts of the deal that are clear and beyond question, but there are also details that buyers don’t ask. It’s not the car salesman‘s job to answer questions that the buyer doesn’t ask. It’s not being dishonest to sell a car to a customer that doesn’t ask the same questions that you or I would ask when we buy a car. Every detail and every dollar is accounted for on the bill of sale and the finance contract to answer any question any buyer could want. The buyer is instructed to sign all documents after they check the accuracy and that is how you can make money as an honest car salesman.

When people buy cars it is their job to do any research or crunch any numbers they see fit. When someone buys any item regardless of what it is do you hold the person that collected your money responsible for allowing you to purchase that item? If you buy a house and mortgage that house does the closing agent or the Realtor provide every detail about the property or all the clauses of the mortgage? Of course not, but if you make that purchase and sign the documents without reading and understanding them that is your responsibility. Does that make the Realtor, closing agent or mortgage processor dishonest? So why should buying a car be any different? Now that’s how you can make money as an honest car salesman.

I am not saying that there aren’t any dishonest car sales people, but there are not nearly as many as the public believes.  The car salesman that lies to the customer to sell a car is known as a “kink” or “kinky” and most car dealers do not like kinks working on the floor. To put it clearly, you don’t need to be dishonest to sell cars for a living and make great money. When you are a professional car salesman there is no need to be dishonest. The most successful car salesmen and saleswomen sell cars to the same customer over and over, they wouldn’t buy from them again if they didn’t believe they were honest, hard working car sales professionals.

You Can Make Great Money as an Honest Car Salesman – Get the Car Sales Manual – Make More Money!

Later, Fresh Up on the Lot

KB

Don’t forget to read the book to make the big money!Similar Posts:

• Are You Lying to the Car Buyer
• Why Car Salespeople Fail – Part Five
• Objectives of the Car Dealer BDC
• Telling is Not Being a Car Salesman
• Getting More Showroom Traffic and Ups
• Why Car Salespeople Fail – Part One

I never sold cars, trucks or boats before. The car business was a new experience to me so I had a whole lot to learn in a very short time. I thought selling cars was just about showing people cars and some bought and some didn’t. Wow, I was in for a rude awakening, selling cars was nothing like I thought, especially the car salesman income of the automotive sales professional.

You Call That Car Salesman Income

I was hired as a no-experience trainee. I went through their in house training with eight other guys. Out of those 6 only one of them had previous car sales experience. The training was Tuesday through Friday from 9 to 5. Then on Friday from 5 PM to 9 PM I was put on the sales floor to fend for myself. The trainee pay was $300 a week. You call that car salesman income? Three hundred dollars….BIG DEAL….pocket money. That $300 a week was for one month, after that….100% Commission.

Six Figure Car Salesman Income!

I started thinking “what did I get myself into here”. I was flirting with the idea of walking out and quitting, but I heard that there is good money to be made selling cars. The existing sales people were not helpful they saw us newbies as a threat to their car salesman income. The other newbies and the one with previous experience that I trained with were the only people I could count on for help or to talk to. Most of the other sales people treated us like we had the plague. I learned real quick that there is no respect in the car business unless you sell cars, the more cars you sell, the more respect you get.

Anyway, back to my first Friday evening on the sales floor. I talked to 2 people and didn’t even take anybody for a test drive. I sucked. Even after my first evening on the floor and no results, I decided that I would stick it out for the thirty days before I made any decision to stay or quit.

Now That is Car Salesman Income

The next day was Saturday, a big day in the car business. I talked and drove a couple people, but nothing. Then about 4:oo PM I got a customer that was looking at a new car and trading in their old car that they owned free and clear. I took them for a test drive and did all of my steps from training along with a lot of schmoozing. I worked the four square and made a deal. I delivered the new car, traded in a used car and I made $1400.00, now that is car salesman income.

You Can Learn How to Make Big Money Selling Cars

I was hooked. I knew I wouldn’t make that kind of car salesman commission on every sale, but the potential got my juices flowing for some big car salesman earnings. So I kept on selling and fine tuned my skills and car sales closing techniques. In less than six months I was a top salesman and earning a six figure income. The skills and techniques that I used to earn that kind of car salesman income is what I am writing about in my newly released e-book and car salesman guide for the automotive sales professional because you can learn how to make big money selling cars.

How Much do Car Salesmen Make a Year?

I have seen many good potential sales people come and go, many were good people with real sales potential. Most sales people get starved out of the car business with the average car salesman income of less than $30,000 a year. My new book will show you how you can be a good car salesman or car sales woman, make more car salesman commission and earn six figures a year selling cars. The best part is that it is not hard work, it’s fun.

Get Your Copy - Here

Get the Car Salesman Guide and Make a Six Figure Income Selling Cars.

Learn How to Make Big Money Selling Cars!

I did it and YOU CAN TOO!…get the book NOW!

That’s why you decided to become a car salesman, wasn’t it?

Check out car sales closing techniques!
Similar Posts:

• How To Be a Car Salesman – Are You Sure
• Car Salesman and the Phone – Powerful
• What Car Sales Techniques
• From Car Salesman to Internet Sales
• Car Sales Follow Up and Why
• The House Car Sales Training