Enthusiasm Sells Cars – It Really Does

OK, I am talking about doing some acting here, but we act everyday when we have a career in car sales. We are on stage when we are with a customer, so being excited and letting the car buyer see that excitement can help, because enthusiasm sells cars. Your customer will get more excited and more enthused when you are enthusiastic. This is rarely a part of your car sales training because it is hard to teach enthusiasm. When you are excited, positive and upbeat about things it is contagious. This emotion will start to rub off onto your customer and make them focus more on the positive side of buying a car rather than the negative side.

I Love Emotional Buyers and the Emotion of Enthusiasm Sells Cars

People naturally get swept up into excitement and enthusiasm when they are surrounded by what they think is natural and authentic excitement. The car buyer will naturally start to be enthused if you are, people want to belong and feel that they are part of what is going on. Being a car salesman or car sales woman means you need to be enthusiastic about the car or the deal without going too far.

Enthusiasm Can Sell Cars – But Not Too Much

When you are going on stage, so to speak be careful not to overdo the enthusiasm. If you go too far you will come off like a cheesy and phony car salesman that we are trying to avoid as a Auto Sales professional. Going too far will turn you car buyer into a car shopper or a Be Back (you know what we think about Be Backs). The important part of this car salesman tip is that you want to be enthusiastic about the customer, the car, the deal and your dealership, but you want to turn it down when it comes to the car buyer making a buying decision (your car salesman income depends on it).

You want your car buyer to believe that you only want them to buy the car if they really want the car. You don’t want them to think you are excited about them buying the car unless they are excited (they will be excited if you have done your job). Getting just the right amount of enthusiasm is the key to making a six figure income. Remember, enthusiasm sells cars, but it is easy to overdo it.

Later, Fresh Up on the Lot
K.B.

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You start wondering why you are selling cars for a living and you are concerned about your car salesman income. You know that the days of the month are clicking by and you have not sold a car. You don’t want another weekly check that is a draw that is not enough to pay for lunch and coffee for the next week. All you can think of is how desperate you are to sell a car. You taking every up you can get.

Being Desperate and Selling Cars for a Living Does Not Work

It is strange and the only to describe this occurrence is to compare it to the way an animal can smell fear. When you are selling cars for a living and you desperately need to sell a car your car buyer can sense or smell your desperation. They can some how feel how badly you need to sell a car and are more resistant to connecting with you. They are not usually consciously aware that you are desperate, but they sense it and naturally back away.

The Newbie and Selling Cars for a Living

This desperation is very common to Newbies and Green Peas when they start selling cars for a living, but it can happen to even the most experienced auto sales professional. Being aware of this situation can help tremendously, but more importantly you need to change the way that you think and interact with your customers.

Regardless of how desperate you may be to sell a car you need to stop focusing on that fact and focus on your customer. Successfully selling cars for a living is dependent on your ability to focus on the customer in front of you. They are talking to you because they want to buy a car. Period. They need to feel that you are concerned about their wants and needs instead of your own. It is important for you to make them feel comfortable so they can say Yes, I will take that deal.

Car Salesman Tip: No matter what your customer thinks or asks, tell them that selling cars for a living has been good and things are going great. Sales have been good and your car salesman income has hardly changed. Let them know that the economy has had very little impact on your sales because your repeat business has been keeping you busy. Tell them you have had practically no change in your sales because get lots of referrals from happy customers.

Selling cars for a living and hitting that six figure income is dependent on you making your car buyer think that they are buying a car because it is a good deal and they want the car, not because you need to sell a car.

Later, Fresh Up on the lot.
K.B.

Get the Car Salesman Guide and you won’t be desperate to sell a car!

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Creating urgency in your car buyers mind needs to be handled very delicately because it directly impacts your car salesman income. You have seen comedy skits and TV shows that depict being a car salesman and asking the car buyer “what can I do to get you to buy today” and in essence that is what we are trying to do. We want them to buy a car now, while they are at our car dealership. Of all the car salesman tips this is probably one of the hardest for sales people to grasp and execute properly.

Car Salesman Tip – Plant Urgency Seeds

When you are working with a car buyer you should be creating urgency throughout the car sales process. From the walk around to the test drive and through to negotiations you should be planting seeds to create urgency. Implement this car salesman tip from the very beginning of the process, have the customer select the car that they are interested in and then you will compliment them on their choice and mention how fast they have been selling. Don’t overdo it, just a little small talk about how well it has been selling and that everybody that bought has been very happy with the car.

Gently Create Urgency – Car Salesman Tip

Now when you go on a test drive with you car buyer you will continue to plant seeds and add comments that will create urgency. You might say: “I can certainly see why these cars are selling so well, the ride or style, or power or whatever is very impressive”. Again, just a few comments here and there, no cheesy lines about the selling ending in an hour or something along that line. Change it up and show genuine concern that you want them to have the car they really want and not settle for their second choice. It is not always what you say, very often the most powerful communication is what you don’t say.

To sum up this car salesman tip; give the cheesy lines a break and raise the bar. Plant the small seeds to create urgency from the beginning of the car sales processes all the way to negotiations and closing. We really do want to sell the car now, but the “classic car salesman pitches” won’t help you, unless you use them as a joke to put the customer at ease. When you learn to create urgency slowly and without sounding cheesy your car salesman career will be getting closer and closer to that six figure income.

Later, Fresh up on the lot
K.B.

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I have sold cars to many people that would tell me that they sold cars before and when I ask them more about their car sales career I find out that they had a hard time making a consistent income. I am not talking about these people, stories and rumors to scare anyone from being a car salesman or car saleswoman. In fact I am a big fan of a career in car sales. I think it is one of the best ways to make a six figure income and have some fun at the same time.

Being A Car Salesman or Car Sales Woman – You Can Too!

Many people could sell cars for a living and do quite well if they understood the car business better and that is one of the reasons our blog Car Sales Professional. Many people think that in being a car salesman means that you need to have the “Gift of Gab” or to be a very social and talkative person. That is not the case when it comes to selling cars. In many cases new sales people that talk too much will very often talk themselves out of a sale before they knew what happened. Talking is a very small part of the overall communication between the car salesman and the customer.

Being a car salesman does not require any specialized skills, it just requires you to have an open mind and be willing to learn the car business. Any car dealership that you sell for will have a car sales training system that they use because it works for them. Follow their car sales training system, pay close attention to everything, watch the top sales people and read our car salesman tips.

You will notice that the top sales people and the bottom sales people use the same system, the difference is the sales person. Being a car salesman or car sales woman or should I say the top salesman requires a positive attitude, a desire to succeed and going the extra mile by learning all you can learn about selling cars. Don’t forget to implement the Car Salesman Tips on the blog and take more ups.

Later, fresh up on the lot
K.B.

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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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It’s Your Business so make an investment in your Car Sales Career…and…Get The Book!

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