Of course they are just looking, at least until you give them a reason why they should buy a car from you and your dealership. They are testing the waters and putting up the classic barriers to keep you from getting too close. If you watch a new or average car salesperson approach a customer and they say those dreaded words you see the impact that it has on the car salesman.  Almost instantly you can see their posture and expression change. The customer just knocked the wind out of their sails. The loose their steam and the chances of selling this customer a car is probably been reduced by at least 50%.

Just Looking the First Defense Against the Car Salesman

This is the reaction that most car buyers want to get from a car salesman when they tell them they are not buying today. They think that you are not going to try and sell them a car if they tell you they are just looking. They really do believe that you will back off and believe it or not some sales people do back off. They give up in their head before they even got started. The good car salesman understands that these are simply tools that the car buyer uses to try and remain in control. The successful car salesman will not even flinch when the car shopper says they are just looking, they won’t skip a beat and with a big smile they say “That’s great, now that you have taken all the pressure off of me let’s take a look at some cars” and then they continue to move through the steps of the sale.

Just looking is what you will hear from most car buyers when you first greet them, but that is the better than the big mouth that walks in the door and asks “Who wants to sell a car today”. When the customer is just looking it really means that they are looking for a professional car salesman or car saleswoman. They want someone that knows what they are talking about, not overbearing or pushy.

They want a professional…is that you?

Later, Fresh Up on the Lot

K.B.

Did you read the Car Salesman Guide yet?

It’s more than Car Sales Tips or Car Salesman Tips.Similar Posts:

• You Can Sell More Cars
• Car Salesman Tips and Car Buyers Perspective
• Sell Me A Car Mr. Salesman
• The Car Buyers Emotions

How You Might Be Lying to the Car Buyer

I have seen many car salesmen and saleswomen lie to their customers about what seems like a minor or insignificant item, but the car buyer knows better. I have seen sales people stumble through questions from car buyers such as engine size, horsepower, fuel tank capacity, available colors and a whole host of other seemingly unimportant items. The salesman is not 100% sure of the answer and they end up lying instead of telling their car buyer that they do not know. They think that the answer is not a critical factor to the person making a car buying decision, but they underestimate their customer.

Lying to the Car Buyer Fails the Test

Whether the size of the gas tank is bigger or smaller by a gallon or two or if the size of the engine is off by a tenth of a liter of so may not really be a reason to buy a car or not, but there is much more to these questions than minor differences in specifications. These kind of questions are a way of making conversation or more often than not a test of the car buyer’s salesman. That’s right, they are testing their salesman to see if they know their product or if they are going to tell them the truth. They may start with easy specification questions and then will move on to more subjective questions. If they sense or know that you are lying to them you are turning them into “Be Backs” or “I have to go” or any other excuse they use to leave.

Stop Lying to the Car Buyer and Pass the Test

Today’s car buyer is more sophisticated and more educated than they were only 5 years ago. The Internet has made it very easy for today’s car buyer to know more about every detail of a car they are thinking about buying than their car salesman. The numbers tell us that over 80% of the car buyers spend some amount of time on the Internet researching the car they are thinking about buying. Many of your customers already know the prices, options, colors and specifications.

Now if you couple the time the car buyer has spent researching the new car they are considering along with the car salesman’s (unfounded) reputation for lying to the car buyer and you end up with a customer that is educated about the car and suspicious of the car salesman. The only way to overcome this is to be very careful of every word you use. If you don’t know the answer to their question, tell them you don’t know, but you will find the answer. They will respect you for being honest with them and you will pass their test. If you pass their tests they will allow you to move forward through the steps of the sale. If they catch you in a lie, no matter how small they will find a reason to leave.

When you are lying to the car buyer about even the smallest item they start thinking what else are you lying about. They will start thinking that if you lie about the size of the gas tank or some other minor detail that you will really start lying when it comes to pricing, financing and negotiations. So if you are determined to increase you car salesman income stop lying to the car buyer.

This not something that most car salesman training programs spend much time going over, but this single car salesman tip can have a real impact in reaching a six figure income.Similar Posts:

• Sell Me A Car Mr. Salesman
• Be a Better Car Salesman
• Car Salesman Tips – Asking Questions
• You Can Sell More Cars

Various Car Buyers Emotions

Some car buyers emotions are concerned with having a sunroof, alloy wheels and leather seats. That way they can feel good about driving around and showing their friends their new car. They want to feel important, or cool, or impressive when they are driving their new car. Being a car salesman means that you are going to discover those emotions and use them to your advantage to sell them a car. The car sales professional understands this type of car buyer and has probably closed many a deals by selling to their customer’s emotions.

The Logical Car Buyers Emotions

Understanding the car buyers emotions of the mooch or logical buyer is much harder to do, but it can be done. Their car buying emotions aren’t focused around the car and the options as much as they are focused on getting a good deal. Their emotions are more concerned with their pride. To this car buyer a new car is a commodity and they know that they can go to a dozen different new car dealers and get the same car. This car buyer is willing to drive an hour out of their way to save a few bucks because their car buying emotion is called pride. They couldn’t live with themselves if they didn’t feel that they got a good deal. Rather than show their new car to all their friends they are going to tell all their friends about the great deal they negotiated and how they beat the car salesman.

Become Friends for Their Car Buyers Emotions

This emotion of pride is much harder to discover and even more difficult to sell around because it will impact your car salesman income. Besides the emotion of pride you need to be able to appeal to another one of their emotions. It may be the convenience of living close by, free oil changes, free car washes or anything that he may think is valuable. You will have to treat this buyer with respect and understand his need to get a great deal. You will have to let him know that getting a great deal when you buy something is as important to you as it is to him.

Let him know that you are on his side against the sales manager because you would rather sell a car and only make a couple dollars than sell nothing. Let him know that you are counting on him to tell his friends how good of a deal you got him so he will send his friends to buy from you. Tell him about the bird-dog program at your dealership and how can can get a check when he sends in a customer that buys a car. The better you get to know your customer and what is important to them the easier it will be to sell them a car.

Selling a car to a mooch or to the all about the price customer is never fun, but selling cars for a living means you need to take the good with the bad.  A mini is better than nothing and it can help your monthly volume bonus. To make that six figure income you will need to close a few more of those tough ones to increase you car salesman income with monthly volume bonuses.

It may not seem like car buyers emotions but it really is, it just depends which emotions they use. There are a huge range of emotions that can influence the car buyer, it can be one emotion or many. The next time you get one of those car buyers that is all about the price think of this car salesman tip and try to find the emotions that are important to them.

Later, Fresh Up on the Lot

KB

Are tapping into the emotions of your car buyers?

You should be, you can learn how to be a good car salesman just read the book!Similar Posts:

• Car Salesman Tips – Car Buying Hot Buttons
• Car Salesman Tip – Enthusiasm Sells Cars
• Telling is Not Being a Car Salesman
• Be a Better Car Salesman

The Car Buying Hot Buttons

Sounds simple and logical, but selling cars for a living is much more than being logical. The auto sales professional understands that getting into their head is how you make the real money. When you can connect with the car buyer and learn all of their car buying hot buttons you are much closer to selling them a car. The problem is that car buying hot buttons are emotional and most people try to hide their emotions when they purchase a car. They keep them a secret for various reasons. Some car buyers are afraid of being take advantage of, some are embarrassed and some try to be logical and sensible.

Finding the Car Buying Hot Buttons

Finding your customer’s car buying hot buttons are not always an easy task. Very often the difference between the Newbie or Green Pea and the top sales people is the ability to find ALL of the car buyer’s hot buttons. I have seen it more times than I can remember where a Newbie is pushing the car buyer’s hot button of having a blue car, but is not aware of the hot button of wanting a sun roof. Then they get them at their desk and start grinding this customer to buy the car and all they do is create a “Be Back”. I took the turn and after 10 minutes I sold them a blue car with a sun roof.

This customer was hiding their car buying hot buttons of wanting a sun roof because they thought that they were asking for too much or being frivolous. They were embarrassed to bring up the sun roof desire and the Newbie didn’t drag it out of them. It wasn’t logical for the car buyer to hold back this desire, but everyone is different. That is the real key to car buying hot buttons, everyone is different. If you are trying to work with a car buyer using logic you will probably lose. Your logic is not their logic.

The Real Car Buying Hot Buttons

The example I gave above is quite simple and not one that most car salesmen would miss, but it was an actual example. My point of this car salesman tip is that every single car buyer is different. The car buying hot buttons are different for every single buyer, some have one or two hot buttons and some may have a dozen. Your job of being a car salesman is to find ALL the hot buttons and sell a car. Your car salesman income will increase when your ability to find ALL of the car buying hot buttons increases.

Car Salesman Tip: Car buyers buy cars based on emotion, yes even the mooches and geeks buy cars with emotion. I will cover this subject of emotion and buying cars in a future post.

Later, Fresh Up on the Lot
K.B.

Find the Car Buying Hot Buttons

Hit their Hot Buttons and Make More Commissions…..GET THE BOOK!

Similar Posts:

• The Car Buyers Emotions
• Shut Up a Car Salesman Tip
• Car Salesman Tip – Enthusiasm Sells Cars
• You Can Sell More Cars

The Average Car Salesman Questions

You hear or see questions all the time asking how much does the average car salesman job earn or how many cars does the average car salesman sell. The average new or used car salesman doesn’t sell any cars or earn anything. There is no such thing as an average car salesman in the car business. I have seen car sales people earn less that $18,000 a year and others that earn a very nice six figure income. These same people may sell 3 or 4 cars a month while others may have sold 30 cars a month. Selling cars for a living is not a job that can be averaged out in order to make outsiders understand the car business because there is nothing average about a car sales career.

The Average Car Salesman is Never Average

A career in car sales is not one where “most” people can be successful. The good car salesman that sells car for a living is the farthest thing from the average car salesman. In fact a successful car salesman’s success is dependent on their ability to connect and build a bond quickly with a very wide range of personalities. They can read their customer and adapt in seconds. They can read body language, they have the skills of a lie detector and they can change anything they need to change to build rapport with a potential car buyer.

The good car salesman might be compared to a chameleon for their ability to change and adapt to the situation at hand. Now I ask you, do you call that an average car salesman?

The Average Car Salesman Breakdown

When it comes to the breakdown of the “average car salesman” (being sarcastic) you have the following;

Newbies, Green Peas and Weak Sticks: They sell anywhere from 3 to 6 cars a month. The Newbies and Green Peas are understandable, buy if you are selling 3 to 6 cars a month for any length of time it is time to look for a new profession. Either they can’t close a door behind them or they just don’t care. Either way they are wasting “Fresh Ups”, time to move on.

The next group is hard to put a label on because is consists of a wide range of sales people (maybe, average car salesmen-being sarcastic again). The car sales people in this group range from 6 to 12 cars a month depending on their efforts, motivation, personal work ethic and ability to connect with different personality types. They might earn $25,000 a year up to $75,000 a year. They could be a the best car salesman at their dealership if they would make the effort and hone their skills.

The last group has been called many different names. Some call them veterans (but they may have been selling cars for a living for less than a year). Some people call them closers, top sales people, sharks, and a whole host of other names. They are the Top Sales People. They are selling cars consistently, month in and month out. They may sell anywhere from 16 to 30 cars a month and the are making a six figure income. Very often this group of car salesmen and car sales women sell 20% of a car dealers total volume. They close deals, sell extras, get referrals, make more gross and deliver lots of cars. They know how to connect with customers, sell cars and make a nice car salesman commission.

Now, back to the issue at hand. Can you tell me which one is the average? That’s right, there is no such thing as an average car salesman. Only successful ones and ones that are becoming the best car salesman at their dealership, the rest need to go.

Later, Fresh Up on the Lot
K.B.

Don’t be an average car salesman, be the Best Car Salesman and Make a Six Figure Income Selling Cars…GET THE BOOK!

Similar Posts:

• The Car Salesman Wolfpack
• Six Figure Income – Car Salesman Income
• Living on a Car Sales Salary
• Selling Cars is All About the Numbers

Be a Better Auto Salesman the Mindset

A large part of being a better car salesman is your mindset. The way you think makes a real difference when you have a car sales career. I have seen many car sales people loose a customer because they didn’t believe their customer was buying a car. Either they thought the customer had bad credit or they thought they were just kicking tires. The car salesman gave up in their mind which turns into outward expressions that the customer picks up and that turns them into a “be back”.

The other scenario is that the sales manager goes in and closes the deal because he still believes the customer is there to buy a car. They are determined to sell the car and they do. Yes, sometimes it is the fact that it a sales manager and they know what they can do to sell the car, but more times than not the sales manager has not given up on selling the customer a car. I am sure we have all had this happen to us as an auto sales professional. It is a part of learning how to be a better car salesman, a part that is left out of the standard car sales training.

You Can Be a Better Car Salesman

When you are aware that the above scenario happens regularly you are already getting to be a good car salesman. Pay attention to the way you think when you are dealing with different customers. Start asking yourself questions like, are you giving up too soon, are you sure they have bad credit, are you sure the are just looking. Some people can hide their emotions and intentions better than others. Almost every customer will tell you they are just looking when they come to buy a car. That is their first defense mechanism when it comes to dealing with a car sales professional. If you believe them you are done!!! When you keep on believing that you will sell them a car there is a good chance you will, why else would someone want to come to a car dealership.

Thinking to Be a Better Car Salesman

How about that one that says “my credit isn’t too good”. I love these, I have made more money selling cars to people that thought their credit wasn’t too good than any other type of customer. We all know how well that can work. It all comes down to how you think when you are working with a potential car buyer. To be a better car salesman you can’t give up on selling them a car until all the facts are in (credit report) and all avenues have been exhausted.

To earn a six figure income selling cars you need to control and adjust the way you think. Take the extra up and spend a little more time with them until all possibilities are exhausted. I did not make this a car salesman tip because this issue of how you think has a huge impact, more than a tip on your car salesman income. Go over every Up you had in your mind and analyze every step , even the ones you sell and adjust your thinking accordingly, and you will be a better car salesman.

Later, Fresh Up on the Lot
KB

You can be a Successful Car Salesman….but it is up to YOU……Get The Book and be a better car salesman!Similar Posts:

• Who Is The Car Salesman Here?
• The Car Salesman Image and You
• Car Salesman Tips – Asking Questions
• Giving Away Your Car Salesman Commission

Car Salesman and The Phone - Awesome Tool for Success

The auto sales professional that makes their best use of the phone is a car salesman that leads the pack in volume and car salesman income. If you are lucky enough to be able to catch a fresh phone up on a regular basis there is good chance that you could increase your annual sales by 20% or more.

When you have a car salesman job you need to learn to make the best use of the phone. Not every car dealer allows the car salesman to take phone ups, but there are are other uses for the phone. Being a good car salesman and closing only 20% of your potential car buyers leaves you 80% of your ups that you did not sell on their first visit. You should have their phone number and you should be following up with them until they buy a car. You won’t sell them all with follow up phone calls, but most of them will buy a car somewhere.

Car Salesman Success Means Follow-Up

I have heard many car buyers tell me that they visited several car dealers and less than 10% of the car salesmen followed up with them after they were at their dealership. They were impressed by the ones that called them and provided more information and genuinely seem to be helpful. More times than not they returned to the car salesman and dealership that followed up with them in a polite and helpful manner and bought a car. You can’t get them all back, but if you can get a few back every month you will be well on your way to that six figure income.

Car Salesman and the Phone – Multiple Uses

Getting car buyers back into the dealership isn’t the only use for the phone. You need that powerful combination of the car salesman and the phone to follow up with sold customers to make sure you get a good survey if they bought a new car. You will also want to stay connected to past customers because you never know when they will need another car or they know someone that is in the market for a car. Referrals are one of the best customers you can get, they already have some degree of trust in you that has been transferred from your past customer.

Get on the phone and start bringing them back and asking for referrals. The phone can be the difference in you having a successful career in car sales or being desperate to sell a car. In a future post I will cover some specific phone techniques that are rarely covered in normal automotive sales training systems.

Later, Fresh Up on the Lot
K.B.

Don’t forget to add your name and email for the newest Car Salesman Tips to Increase Your Car Salesman Commission.

Be a Successful Car Salesman…..Get The Book..Click Here NOW!

Similar Posts:

• The Car Salesman Image and You
• How a Successful Car Salesman Thinks
• Sell Me A Car Mr. Salesman
• Car Salesman Tips – A Service Walk