A successful car salesman thinks differently than the average car saleswoman or car salesman. They have learned a few things either by selling cars for years or some other life experiences they have had in their past. They are calm, cool and confident of their ability to sell cars. They know that they can sell cars month in and month out because they believe that they can.
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 with the car sales manual.
Later, Fresh Up on the Lot
K.B.
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I’m in a SLUMP help!
Hi Tom,
Sorry to hear about being in a slump, but we have all been there and we will be there again.
The only thing you can do is plow through it and get back to the basics. Starting with the meet and greet and through every step.
The bright side is that you become a better car salesman when work through a slump. Yes, it’s true. It’s like a test to get to the next level of being a professional car salesman.
A slump has a way of making us better. We don’t always realize this fact at the time, but you will become a better sales person from the experience.
I have been in the car sales field for about 3 weeks now but am very frustrated by trying to compete with all the veteran sales people. I have no professional training and work in a large dealership with plenty of cars and trucks. Any best advice here??
Hi Tom,
Go through the car salesman tips and observe your competition. I have said many times that you must stick it out, Three weeks is when people start wondering if selling cars for a living is right for them. You need to watch learn and stick it out for at least 3 months. It gets easier. It really does.
I’m new and thinking about marketing myself in mass media and the internet. I would attach a hook people would remember. Any advice?
You can’t beat the Internet. The new numbers are saying that 90% of all car buyers are doing some amount of research online.
I am a new saleswoman and work at a large luxury dealership. I have been here for several years in the internet department but it has been quite a challenge into transitioning to the floor. Several times I have had customers to say how knowledgeable I am and have had a great experience but this does not always translate into a car deal. My goal is to sell 10 cars a month and 1 out with an order on the way for the month! Please advise.
Hi Ashley,
The floor is tougher than the Internet, but you have most of the basics. Keep at it and refuse to give up. You can do it.
I just started at a car lot, it is my second day and already no one really wants to help me learn. Any advice because I am already ready to quit, but I am not lol. Please help!
Hi Demetrice,
You are not alone, it is not uncommon for the sales staff to be less than helpful because they view you as a threat. I have written about this in my book and you will need to work past this sticking point. It’s not easy, but things will get better. Read the post and articles here and keep a positive attitude. Remember the first 90 days are the hardest.
Good Luck…You Can Do It
KB
I have been in the business 30+ years, probably have forgotten more than most carguys ever learn, your website is great, I like your writing style — in order to stay on your game in this business and be successful you have to read everything and constantly train train train.
One other thing—-
Never forget, people buy cars from people that they like, when meeting a person for the first time a salesperson is being measured up by the customer, they are looking at you and thinking, do I like this person?, are they trustworthy?,
is this a person that I would want to do business with ?
Hi Leo,
Nice to hear from a Seasoned Veteran.
Thanks for your kind words.
KB
KB,
thanks!
I am 20yrs old and have been in the business for a little less than a year. I have been successful so far and have made good money. I want to make my way up in my career to get the big bucks! Although stressful at times, I love what I do. Any advice for making my way to the top?? $$$
P.S. I will be reading more and more of your material!
Hi Felicia,
Consistency is the key to moving up the ladder.
Doing a good job, month after month is one of the first indicators of a promotable person.
Keep up the good work and it will come.
KB
I too have been in the car business for over 45 yrs. I started selling old Corvettes from my house in the 60′s. Later I opened my own small dealership. I am somewhat retired but love cars. I see the business as a challenge but a way to make a strong living. I agree with your method of selling autos 100%! If the customer likes the sales consultant, likes the dealership, then selling the car is not a problem. I agree..meet& greet, smile, be positive and tell the Truth then you never have to remember what you said!! If you Lie you do. Liars are losers! Great book! BB
Thanks BobbyB