Hello and Welcome to Car Sales Professional
A Car Salesman Blog about the Business of Selling Cars.
I have put this website together to gather other Car Sales Professionals, Green Peas and Newbies for the sake of learning, earning and exchanging useful information that pertains to the Car Sales Profession. When I started selling cars for a living I could not find any source that would help me get my feet wet and provide me with the inside information that would speed the process of becoming a Professional Car Sales Person. Most of what you find on the Internet when researching Car Sales is negative and bashes the car salesman and the business of selling cars. Selling automobiles is an honorable vocation and you should be proud to say that you sell cars for a living.Things are different today when it comes to selling cars than it was only a few short years ago. I will keep you abreast of the changes that you need to make to earn a great living in the car business.
The Business of Selling Cars
I now know first hand that the Car Sales Profession can be a great career choice and and that it is a very profitable business. The potential is practically unlimited when it comes to making money. I started selling cars at a time in my life when I needed to make money and fast. A friend recommended that I try selling cars for a living, buy I was put off by the poor image that the car salesman has with the public.
Then after thinking about and the recommendation of a friend I decided to give it a try. So I jumped in with both feet and tried to learn everything I could about selling cars. I was determined to make a good living in the car business. After 3 months I was one of the top car salesman and I was on track to make a six figure income. There is more detail about my history and background in the car sales book. To this day I continue to be involved in selling cars 5 days a week and make over six figures.
Your Own Personal Car Sales Trainer
I share some of the lessons I have learned and continue to learn to sell more cars and make more money selling cars both on this blog and in the book I wrote. It’s better than a car sales trainer. Feel free to read some of my posts and add your thoughts, stories and successes of being a successful car salesman or car sales woman whether you are working the floor, working in the Internet Sales Department or managing the entire dealership.
Karl Beckham A.K.A. K.B.
Read the Car Salesman Guide book “Make a Six-Figure Income Selling Cars, I Did It, You Can Too!” a car sales book that provides useful car salesman tips and information that I used to consistently earn over 100K year after year selling cars for a living. (and having fun doing it)
I will write posts and be happy to publish any car sales tips, car sales techniques, stories, pictures and anything else that pertains to the Profession of Selling Cars. You can email any of these to me at KB@CarSalesProfessional.com. Don’t forget to read the Car Salesman Guide Book or Car Sales Closing Techniques.
Thanks for visiting
Later, Fresh Up on the Lot!
K.B.
I just wanted to say screw you. I went out of my way to buy your book, and have posted 2 comments with valid questions which you have dis-reguarded.
You have no respect for your customers, and calls your claims of making 100K a year by respecting your customers ring of insencerity.
Hi Sami,
I like your attitude and it sounds like you’re in for a long haul. Following up with the customer is important, but trying to pin them down to an appointment before they actually left the dealership is difficult.
You are correct about the phone and it is the number one tool you have for following up and getting a feel of what the customer is actually thinking. Yes, they can blow you off on the phone but if they’re interested the phone is usually the best tool for bringing them back. Most salespeople do not follow up their customers after they left the dealership and they are missing the boat. Within a few minutes on the telephone you can easy get a pretty good feel and whether they really will be back other just feed you a line. I wish: the next day and then I can get a pretty good idea what’s going on and then ask for the appointment.
Keep up the good work and follow these are customers and you will end up getting more ups.
KB
Hi Angelo,
You asked about salary so perhaps you haven’t read much about selling cars because a car salesman gets paid commission. There is a section here about pay plans and commission for the car salesman you might want to read that first. As far as the pay during training. I’ve seen it range from 300 to 600 week for the first 30 days after that it’s usually all commission.
Good Luck
KB
Hi Again Sami,
That is kind of harsh Sami.
I spent a lot of hours at the dealership every week just like you do so I’m sorry I didn’t get to your questions earlier, but I did today. Based on your earlier questions it sounds like you’re well on your way to having a successful career as a car salesman.
Thank you for buying the book and as far as making six figures a year selling cars, I have done it every year since I have been selling cars and soon you will be too!
Remember, I am in the car business and that requires thick skin, but thanks for your comments anyway.
KB
Hi KB ,
Thank you for your reply about the compensation.I spoke with BMW and DODGE dealerships in my town.If you have a choice what is your option?Dodge or BMW?
Dodge dealer had 17 salesperson and $300 weekly base.
BMW had 6 salesperson and they dont have base salary.
I need your advice.
Hi KB,
I wanted to apologize for my earlier comments, I thought that you had deleted my comments. After logging in I saw that they were “awaiting moderation.”
I have purchased both of your books, and have found both to be good reads and helpful. I do have some questions on some aspects of the dealership not covered by the book.
1. After my first month I am at the top of the leaderboard. I have outsold the other new salesmen by a 2:1 margin, and even have a big lead over the veterans. Since I was learning the process at the beginning (we have to fax insurance, scheduale deliveries, etc.) I was unable to sell as many cars as I should have.
My question is how to deal with the other salesmen. One told me today “no more ups you have enough cars,” and another salesman thought I was somehow stealing ups (though we worked this out by looking at how many times I signed the plate sign-out sheet).
It is a small dealership (9 salesmen), and the guys are really starting to get under my skin. I have shown them my customer login and plate-sheets, but somehow they think I am “cheating.” In reality I am getting very lucky with not getting “dead-beats,” and am making sure to scheduale a come-back time for them. How am I supposed to deal with these people? Their bad moods are contagious.
2. Along these same lines, there is another new salesman who is taking far too many ups because he patrols the lot. Because he is not closing many deals, he has a lot of free time to cycle through ups. The way he sees it, if he gets to the customer first, it’s his.
The problem with this, is on a few occasions I have gotten tied up with paperwork (insurance companies, inspections), and have not been able to take an up on a busy day. I saw him take 4 ups in the time I was doing the paperwork, and I told him I wanted to take the next customer that walked through the door.
Not surprisingly, he caught the next up by standing directly next to the door, and th people ended up buying a car, the 5th up of the day for him. I don’t want to be a tattle-tale, but his behavior is out of line and he is losing the dealership money.
What are you supposed to do with over-aggressive salesmen?
Thanks in advance.
KB,
I would like to thank you for all of your insight into this career. I have been selling cars since 08/08/11 and just passed my 90 days not too long ago. I’d have to agree that the first 90 days are the hardest! And when dealerships promise training, it isn’t what you need (in my case anyways) so periodically I have been checking your blog and fueling my brain with what I can learn from you. My dealership has been around for 75 years, but show room traffic or UPs on the lot aren’t as easy to come by as you’d think. Trying to stay positive and learn as much as I can in my down time. I just wanted to say Thank You for all of your insight!! Purchasing your book soon, my success is what I aim for!
Hi Nicole,
Welcome to the car business and keep up that positive attitude.
It just keeps getting better.
KB
Ok, your killing me here… Sami H. has extended an olive branch with apology for the prior ripping. Any response? Was hoping to show that post as a great example of reputation management. Good Selling! dtg
Hi David,
Look a little farther up the page and you see the response to Sami at http://carsalesprofessional.com/meet-and-greet-about/
KB
Hello, KB….
I’ve spent three house on your pages and thank you for your time and efforts in putting them together. I was a dealership line tech, service adviser, and new/used salesman in the 70s-80s. When family demands entered the picture I bailed due to hours (not money) and assumed a non-automotive career I retired from 12/2010 and relocated back home in FL. Since retirement, I’ve spent considerable time unemployed while wading through unsatisfactory jobs while simultaneously considering re-entering the automotive arena.
Specifically, I’ve submitted a number of applications/resumes and gone through interviews at numerous dealerships in search of “lightweight” positions such as service writer, dispatch, assistant service manager….even lot porter. Results: every dealership has responded with immediate offers in both internet and floor sales employment ONLY which I have up until today declined.
Tomorrow morning I’ll sign on with a local dealership I’ve had my eye on and have repeatedly visited for nearly a year and am seriously enthusiastic about. Great bunch of folks who’ve been treating me like one of the family for months, and a nice facility in every aspect. Might sound relatively off-the-wall but house sales is dismal, the majority of the new cars are problematic, and MSRP is over the top compared to the competition.
Conversely, I love the place and the people and I can’t wait to dive into what might be an obvious craphole (their word) to others but appears to be a fantastic opportunity for me. I’ve always done well at sales while others were bailing and have absolutely no doubt my story won’t change.
Thank you for the quick refresher and best wishes and regards,
Sam
Thanks Sam and Good Luck
With your experience you will do great.
KB
Hello there, my name is frankie and I am trying to figure out how to get my first couple of sales. My friends and co workers all say that they see me doing well and going far becuase I am friendly. Normally I have lots of confidence, but as soon as I open my mouth to say hello it all goes down hill, I freeze up, forget information and sometimes start to stutter which really does not help. What can I do to succeed? I want to make it in the auto world…
Hi Frankie,
It’s all new to you and you need to get used to what is going on. The better you learn your product, word tracks and the selling process the more comfortable you will be.
Get a friend, spouse or coworker to help you role play your lines and word-tracks. This will not only help you learn them, but it will make you more comfortable with them. Once you learn them it will become natural and you won’t have to think so much about each word you use. You are probably so determined to succeed that you are trying too hard. Relax!
KB
thank you very much kb. I am greatful for you taking the time to comment on my post. I will be putting your information to good use, not only that but I am going to be buying the books in about 3 days when I get paid, my success is very important to me and after all I have read hear I am very interested on the knowledge that I will get from them. You are doing something that is great here. keep up the good work and god bless. = )
Karl
Found this site by searching car sales pro resources. Been asked to lend advice to a friend regarding a decision to enter car sales profession or another sales position that is more similar i guess to the financial services/insurance compensation model where the producer can build a residual income by continuing to add to a book of business thereby increasing their residual monthly income when they add clients. Is there a profit sharing mechanism with the dealerships that allow you to build some retirement “mailbox money” or you are you always income-free until you close another sale? Long question! Sorry. Thanks
CW
Hey if you make 500 bucks a week (lets say) selling an average car ( $20-30,000) how many cars would you need to sell to make $500 per week? Also taking in an average commission on an Average dealer..Thanks!
Hi Brendan,
I hate to say it, but here is no average. You could sell 5 cars to make $500 in commission or you could sell one car and make $1200.
I have done both and I’ve even sold one car and earned $2500.
Don’t forget about bonuses and accessories that can make you even more money.
You need to look at the big picture and measure your income on a monthly basis.
alright thanks very much for responding! One more thing do you make commission off the price of the vehicle or how much the vehicle is marked up after the dealer buys it?
alright thanks very much for responding! One more thing do you make commission off the price of the vehicle or how much the vehicle is marked up after the dealer buys it??
Hi CW,
Most of the dealerships offer some type of retirement plan, but they are all different so it depends on the store.
Many dealers also offer a “draw system” that allows you to draw against future sales for regular income, but if you have to use the draw system regularly you either need to get to work or think about a different career.
KB
Hi KB
Been reading your tips. Iv never sold a car in my life. I’m starting tomorrow. Gimme 7 days and ill let you guys know how it went.
Keep that advise coming.
Kunta
Hello all. I am a 17 year old African-american male, and I just want to know a few things about this field. Now I did read the “Car salesman are you sure” thing, and I got all the basic info, but I just need to know a few more things. I’ll just give a little of my background information to start with. As I said earlier, I’m African-american and 17 and I live in Northern VA. I’m not a stereotypical black person, however. So the biggest question I have is, Does skin really matter when it comes to this field? Thanks in advance for your help and comments
Hi Keith,
Skin does not matter when it comes to selling cars for a living. The person matters.
KB
I have a quick question … I have read every page you have put up here and deciding if this is the right job/profession for me. But I wanted to ask and I don’t know if i saw or came across it but what does a car salesman do when there isn’t a customer or car buyer around on the floor or lot. what does a car salesman do when there isn’t a customer present? I am looking into working at a dealer or becoming a car salesman.
Hi Eric,
That is when you do your prospecting, follow ups and referral work to create more customers.
KB
Hello, I was reading some of the posts on here and some I shook my head on and others I wondered lol so any ways I decided to make a post and ask a you a question KB I have been in the car business for about 7 years and I find myself looking for ways to stay on top of my game since when I started I was doing great and lately I’ve been scrapping by doing the same things as before any advice on how to stay motivated when your checks aren’t reflecting what your worth. Is there such thing as a car sales burn out after a certain amount of time.
Hello Javier,
Yes, there is such a thing, but it is all in your head.
If you have been in the car business and were making good money at one time you know it can be done.
Usually it is your way of thinking.
Need a break?
Take a vacation or if you want to get crazy get a job doing something else.
Being that you spent seven years in the business you will probably get drawn back in because you know that you can make great money selling cars when your head is in the right place.
You need to make a decision for your own good.
KB
Im curious what you have to say to Sami H`s question on how to deal with the old dogs and their attitude of godliness and entitlement to ups? I feel there is a certain amount of respect deserved simply because they are your co-workers, but in my opinon if they are to lazy to get up out of their chairs and take ups its their loss. they cant expect to simply survive off deals that newbies turn to them, Is this a correct way of thinking?
Hi Joe,
I think I would have to side with you on this one. Of course your co-workers deserve respect, but if their (the old dogs) past customers remembered and wanted them to help them they would ask for them. I don’t believe that a salesperson that sold someone a car a couple years ago should be entitled to that customer unless they have been following up, communicating or they come in and ask for them. The returning customer that wants to buy a car and does not ask for their last salesperson is back because of the dealership, not the salesman. If they were back for the salesman they would be asking for them.
KB