I never sold cars, trucks or boats before. The car business was a new experience to me so I had a whole lot to learn in a very short time. I thought selling cars was just about showing people cars and some bought and some didn’t. Wow, I was in for a rude awakening, selling cars was nothing like I thought, especially the car salesman income of the automotive sales professional.

You Call That Car Salesman Income

I was hired as a no-experience trainee. I went through their in house training with eight other guys. Out of those 6 only one of them had previous car sales experience. The training was Tuesday through Friday from 9 to 5. Then on Friday from 5 PM to 9 PM I was put on the sales floor to fend for myself. The trainee pay was $300 a week. You call that car salesman income? Three hundred dollars….BIG DEAL….pocket money. That $300 a week was for one month, after that….100% Commission.

Six Figure Car Salesman Income!

I started thinking “what did I get myself into here”. I was flirting with the idea of walking out and quitting, but I heard that there is good money to be made selling cars. The existing sales people were not helpful they saw us newbies as a threat to their car salesman income. The other newbies and the one with previous experience that I trained with were the only people I could count on for help or to talk to. Most of the other sales people treated us like we had the plague. I learned real quick that there is no respect in the car business unless you sell cars, the more cars you sell, the more respect you get.

Anyway, back to my first Friday evening on the sales floor. I talked to 2 people and didn’t even take anybody for a test drive. I sucked. Even after my first evening on the floor and no results, I decided that I would stick it out for the thirty days before I made any decision to stay or quit.

Now That is Car Salesman Income

The next day was Saturday, a big day in the car business. I talked and drove a couple people, but nothing. Then about 4:oo PM I got a customer that was looking at a new car and trading in their old car that they owned free and clear. I took them for a test drive and did all of my steps from training along with a lot of schmoozing. I worked the four square and made a deal. I delivered the new car, traded in a used car and I made $1400.00, now that is car salesman income.

You Can Learn How to Make Big Money Selling Cars

I was hooked. I knew I wouldn’t make that kind of car salesman commission on every sale, but the potential got my juices flowing for some big car salesman earnings. So I kept on selling and fine tuned my skills and car sales closing techniques. In less than six months I was a top salesman and earning a six figure income. The skills and techniques that I used to earn that kind of car salesman income is what I am writing about in my newly released e-book and car salesman guide for the automotive sales professional because you can learn how to make big money selling cars.

How Much do Car Salesmen Make a Year?

I have seen many good potential sales people come and go, many were good people with real sales potential. Most sales people get starved out of the car business with the average car salesman income of less than $30,000 a year. My new book will show you how you can be a good car salesman or car sales woman, make more car salesman commission and earn six figures a year selling cars. The best part is that it is not hard work, it’s fun.

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Learn How to Make Big Money Selling Cars!

I did it and YOU CAN TOO!…get the book NOW!

That’s why you decided to become a car salesman, wasn’t it?

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I was watching a Newbie (been on the floor about 2 months) the other day trying to sell a new car. He was new to the car business, but he was following all the steps to the sale exactly as he was trained to do. He did a great walk around, a test drive and a service walk and then he sat his customer down at his desk. Everything that I had seen so far looked like it was going to be a deal and he would make a fair car salesman commission.

Car Salesman Commission and the Newbie

I kept watching and tried to get close enough to hear what was going on, but not to close. The Newbie went through the Four Square and the normal objections, got an offer and took it to the desk. I went into the Sales Office and listened to him try to sell the desk on his customer’s offer. The Desk Manager called him a “Weak Stick” told him to pull up his pants, penciled him back and told him to get a bump of he was going to be splitting his car salesman commission.

Get a Better Car Salesman Commission

So the Newbie goes back and starts grinding his customer for a bump while I listen close by. He starts out strong and in what seems like less than 5 minutes he gets a $25.00 bump in payment. From everything I know and have seen so far, he has a deal with the $25.00 bump. He stops at the $25.00 bump and heads back for the Sales Office. He is proud of his payment bump and tries to sell the desk that his customer won’t bump anymore. The Desk Manager is working several deals so he says “Write it Up”. The Newbie get a big smile on his face starts doing paperwork while thinking about his sales commission from the car sale.

Let’s fast forward to the Newbie’s customer coming out of the F&I Office. The Newbie does a spot delivery and the customer thanks the Newbie and drives away happy. I then go it to the F&I Office and find out that the Finance Manager bumped the Newbie’s customer almost $45.00 a month. He sold him an extended warranty, tire warranty, and got him on rate. The Finance Manager picked up a nice car sales commission and the Newbie end up with a few bucks over a Mini.

Opportunity for More Car Salesman Commission

I asked the Sales Manager why he took that deal and he said he had several deals working and he wanted to boost the newbies confidence and teach him a lesson. He asked me to show the Newbie where he went wrong and how much more car salesman commission he could have made.

The above example is not a common one, but it illustrates a good point. The Newbie got a bump pretty easy which tells a Car Sales Professional that there is more to be had. But the Newbie got a $25 bump, got excited and believed his customer. Then the Finance Manager got almost $45.00 a month more. Granted the Finance manager did a great job, but if the Newbie stuck in there a while longer and  worked his customer he probably could of got at least half of that $45.00 a month a better car salesman commission.

I am good friends with our Finance Managers, but when we are talking about putting money in my pocket it’s all business and friends don’t enter the picture when it comes to my car salesman income. The job of the Finance Manager is to get more AFTER I get all I can. I come first when it comes to money and my car sales commission.

It’s Your Car Sales Commission

So remember as a car salesman tip, when you are working a deal, what you don’t get the Finance Manager WILL get. So hang in there and get the extra. To put a different way; if your car sales commission is 30% and you get an extra $100.00 on the deal, you put an extra $30.00 in YOUR pocket. Now think if you got an extra $500 on the front end of the deal, that’s $150 for maybe an extra 15 or 20 minutes of work. So are you giving away your car salesman job commission? When you get a little extra on most of your deals that can add up to quite a bit of money over a year to increase your car salesman income. Remember the Finance Manager comes AFTER you, so where you rather put that sales commission, if your pocket of the Finance Manager’s pocket.

For the details of a Car Salesman Commission

Later, Fresh Up on the Lot
K.B.

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How Can I Sell More Cars

One of things that I have learned after selling cars for any period of time is that most car sales people become conditioned. After you talk to so many people and taken so many test drives you become conditioned. You have been talking about all the features of new cars for so long that they are not special to you. They are the same old thing, day and day out. Then you begin to leave out some of these features in your walk around which will have a big impact on your ability to sell more cars.

You know about all these great features but your car buyer does not. If just one of these features is important to your car buyer and you did not talk about it and the car salesman at the car dealer they just came from earlier or yesterday talked about it there is a good chance they are going to prefer the other car and sales person. The car from the other dealer may have been a similar car with the same feature, but your competitor told them about the feature and you did not. We would think that if this feature was important to then that they would ask about it, but from experience we know that the car buyer is sometimes too shy or embarrassed to ask all those questions and instead they assume. When they assume you could lose a sale and your competitor will sell more cars. They won’t tell you why they are not buying today (they rarely do), and they go to the other dealer and buy a car. You will never sell thirty cars per month like that.

Selling More Cars by Thinking Like the Car Buyer

You average car buyer may only buy a new car every 4 or 5 years and things can change a lot since the last time they bought a car. Some of the features that are standard in cars today were options or not even available 5 years ago. Get in the habit of thinking like the customer. Ask the questions, find the Hot Buttons, and get in their head. You might be sick and tired of talking about something like ABS brakes and you just mention that your car has that feature, but you need to tell them what ABS brakes can do for them. Give them a common scenario about how ABS brakes can keep them from having an accident. A scenario that makes them understand that they will be much safer in your car. Yes, almost all cars have ABS brakes today, but if you tell them and give them a scenario and your competitor does not your car is going to be the car buyers choice. This might sound too simple for a car salesman tip, but I see it happen all the time and the salesman that does talk about all the features will sell more cars.

Tell Them and Sell More Cars

I used ABS brakes as example above, but they are so many features in today’s new cars that you can talk about with the customer to sell more cars. Obviously not ever feature is going to be important to everyone, buy if you leave out the one feature that is important to you car buyer you might lose the sale and your car salesman income. You might not need to cover every feature as long as you can get in to their head and find out the ones that are important. We all know how important it is to tailor your process and procedure to the different types of car buyers that we meet every week. The better you cover the features that are important to them the closer you will be to that six figure income and sell more cars. Maybe you could sell thirty car per month, it can be done.

Later, Fresh Up On The Lot
K.B.

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They Are Saying Sell Me A Car

We have all seen sales people take a pass on a fresh up because they don’t look like a car buyer. They spot a fresh up on the lot and look the other way so someone else will take them. For some reason they pass because they don’t look like a buyer to them. Maybe they drove on the lot in a 14 year old beater or hoopdy, maybe they are poorly dressed or some other reason, but remember they are really saying sell me a car.

When you get in the habit of pre-qualifying or cherry picking your customers, you are passing up opportunities. Car buyers come in all shapes and sizes and they all have different financial situations. You never know what type of customer you are going to be working with, treat all of them like buyers. When you treat them all like buyers you will amazed how often they will buy a car or send you a referral.

Many times I have seen a new car salesperson take an Up that nobody wanted and they end up selling them a car and making a great car salesman commission. Other times I seen a salesman get a customer that is not buying today, but they followed up and sold them at a later date. They really are saying Sell Me A Car.

Stop cherry picking and judging potential customers, your sales will increase and your car salesman income. Also you will be building your customer base for future sales and referrals. Before long you will have more and more customers saying “Sell Me A Car”.

Make sure you sign up on the right for car salesman tips to help become a more successful car salesman.

Are you making enough car salesman commissions?…Read the Car Salesman Book!

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