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:

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More Tips for Car Sales

Car Salesman Tips – Your Business

A career in car sales can be very lucrative when you treat it like a business of your own. Just like you would in any business you are always working to make your customers happy, prospecting or advertising for new customers and staying in touch with your previous customers. When it’s your own business you control how much you earn, you decide how hard you are going to work and you decide how successful you will become. When it comes to tips for car salesmen, running your car sales career like a business will make it grow and prosper like any business.

The best part of having a business inside a business is that you do have to worry about doing all the other things a business owner has to do that takes them away from producing income. You won’t have to worry about accounting, payroll taxes or any of that stuff that will take you away from making money. You won’t have to take care of building maintenance or clean the bathrooms. (I know many small business owners that do) You can focus on selling cars. You can apply all your energy to being a car salesman or car sales woman, and we all know you can sell more vehicles when you are focused on success. Watch for more tips for car sales people on our car salesman blog and check out the car salesman guide.

Later, Fresh Up on the Lot
K.B.

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Telling is not selling and being a car salesman requires you to sell your customer rather than tell them. Most people are very skeptical when it comes to believing what other people say unless they are a trusted and respected source. They will believe someone that they know or have a reputation of being honest and sincere. People are resistant to having other people TELL them anything and especially a good car salesmen.

Being a Car Salesman and Our Image

Be A Car Salesman and Get Your Customer Engaged

I don’t think I have to tell you this, but I will anyway. Most people don’t trust car salesmen or car dealers. Being a car salesman may not be the most glamorous career, but when you can earn a six figure income selling cars for a living you should be able to be proud of what you do.  The average consumer is bombarded by the media and society with stories of how bad and dishonest car salesmen are and that they are not to be trusted. To be a good car salesmen and especially a successful one, we need to overcome the image that the average person has of our profession.

Be a Car Salesman and Get Them Involved

Lets get back telling and selling. Being a car salesmen to some is telling their customers about the car they are trying to sell. When you tell car buyers about the great features a car has they are often resistant to what you are saying. You need to get them involved, you need to have them experience the features. They need to see, hear and feel the features you are talking about. When they get involved and use their senses to experience these features their emotions become involved. When you show them and get them involved they will start believing in you and what you are selling.

Get your customer involved so they experience and feel the benefits. Get their emotions engaged and you will overcome their resistance. The car buyer that buys with logic alone pays a “Mini” but the car buyer that uses their emotions can help you create a very nice commission. Being the car salesman or car saleswoman that can get their buyers emotions involved in making their decisions is a good car salesman that has the potential to earn a six figure income.

Stop telling and start selling by getting your customer to see, feel, smell, touch and hear. When your words match their experiences you become believable and maybe even trusted so you can sell more cars and make more money.

Later, Fresh Up on the Lot
K.B.

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Selling Cars and Closing Ratio

Some say the industry average is 17% and others say about 20%. However when you talk about the average closing rate of selling cars for a car salesman you are also including the “Newbie”, “Green Pea” and the 3 or 4 cars a month car salesman. That is unacceptable for a car salesman that is going to make a six figure income. Your closing rate needs to be closer to 35% and sometimes it will be much higher.

Now don’t take this the wrong way, we can all have days where our closing rate is 0%. Take a look at your closing rate for the whole month or two months combined to get a more realistic picture. I have had months where my closing rate was around 60%, but that was because I was delivering cars and didn’t have much time to take fresh ups even though I wanted to sell more cars.

Know Your Numbers When Selling Cars

If you are going to continue selling cars for a living you need to know your numbers. The car dealership where you sell cars may already track your closing ratio and numbers. Maybe your sick of hearing about the closing ratio and number of Ups taken, but you really need to know your numbers. Track your own numbers for selling cars so you can focus and improve on the areas you need to address. Remember, selling cars is like having a business of your own.

It’s hard to track your progress if you are not tracking your numbers. Closing ratio is only one statistic. Another number to track that helped me tremendously was the average front end gross per car sold. Again this is not a number that means too much unless you look at it on a monthly basis. I closely tracked my front end gross for each sold car and focused on increasing that number. I would think about that number every time I was going in for the close and talk a little more or work a little harder to get that extra hundred or a couple of hundred dollars. I knew that each hundred dollars I could get from the car buyer, I could put $25.00 into my pocket. It was great motivator and really helped bring up my average front end gross and that increased my car salesman income.

Selling Cars and Self Improvement

Selling cars and being a top car salesman takes some self improvement. You need to know where you are before you can decide where you are going to go. Track all your numbers, focus on the areas you need to improve. Set and achieve goals to improve your car selling skills. The difference between the top car sales people and the 3 or 4 cars a month car salesmen is minor. The real difference when selling cars is a couple extra steps, a few extra words, a little extra effort and a commitment to become a top salesman so you can earn a six figure income. Make use of this car salesman tip because all the sales people are there the same amount of time each month so make the best use of your time and you will know how to be a good car salesman. Can you sell thirty cars per month?

Later, Fresh Up on the Lot
K.B.

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After taking your customer on a test drive, park close to the entrance of the service department and enter the building as a service customer would. Walk them through the shop and point out specific areas and be enthusiastic. Of all the car salesman tips walking them through the service department and showing them specific areas will make them more comfortable with your dealership along with helping them picture owning the new car and doing business with your service department.

Car Salesman Tips - Service Walk

Many car salesman tips talk about walking a customer to service during the delivery process, but we all know that after they bought a car and signed all their paperwork they just want to get in their new car and leave. When you take a customer on a service department walk through before you sell them a car they are more receptive and not in such a hurry to leave.

After you have walked your customer through the shop area take them past the service writers and service manager or director. If they are available go ahead and introduce them as a new customer and mention that you wanted to show them how easy it is to do business with the service department. Building value in your service department is one part of the car salesman tips that also helps build value in the car dealership overall and their good car salesman or woman. That’s you.

When you build more value in yourself and your car dealership your customer’s buying decision become easier and your closing ratio starts to climb. We know what happens to your car salesman income when that happens.

Be sure to sign up on the right for more car salesman tips to become a great car salesman.

Fresh Up on the lot!
K.B.

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