Lack of Commitment

Time and time again I have heard people say that they will give car sales a try because they heard that the money can be good, but giving it a try is not good enough. True success does not come from giving something a try. Success in any field requires commitment and determination and especially when it comes to selling cars for a living. Being a car salesman or car saleswoman is not like any other type of sales career and it’s not for everyone. Lack of commitment is one of the top reasons why car salespeople fail.

When a person decides on a car sales career they must be committed to becoming a top car salesman and does what needs to be done to achieve the results they desire. A half ass attempt does not work in the car business. Many have tried this route and many have failed only to complain about the hours or getting paid on a commission basis, but it usually comes down to the fact that they lacked the commitment to succeed. If selling cars for a living was easy everyone would want to do it and then earning a six figure income would not be achievable. Fortunately those of us that made the choice to be a car salesperson and are stilling doing it today are successful because we have made a commitment to ourselves to succeed. There is no room for trying in the car sales business only.

Thinking that Selling is Beneath Them

This is one area that makes me crazy because I have met my share of people that think selling is beneath them. I could have combined this with “lack of commitment”, but I felt it was important to address this subject separately. Everybody sells no matter what line of work they are in, they need to sell themselves and their ability to do the job if they are going achieve any kind of success. In fact the most successful and wealthiest people in the world sell. Selling is the highest paying career in the world.

Typically the people that think selling is beneath them are usually making much less money than those that sell. I have seen plenty of these types of people in the car business over the years, but they don’t last. They rarely admit to thinking that selling is beneath them, but in their head they believe it to be true. This type of thinking will then lead to lack of commitment and the other reasons why car salesmen fail and then they ultimately do fail. If you think that selling and making a six figure income is beneath you then get out now. Take a lower paying job and hold on to your beliefs about selling.

I must admit that before I started in the car business I was one of those people, but once I started making the kind of money that a car sales professional can make my way of thinking changed quickly. You can look down on me all you want, but there are very few jobs that allow you to make a six figure income without a Masters Degree in a high paying field. There are plenty of people in the work force today that don’t have the ability to make that kind of car salesman income that wish they could. I am proud to say that I sell cars for a living and you should too if you are going to succeed in this business.

More of Why Car Salespeople Fail coming soon. Part one is here and Part Two is here.

Later, Fresh Up on the Lot

KB

P.S. Have you read the Car Salesman Book or Car Sales Closing Techniques?Similar Posts:

• Why Car Salespeople Fail – Part One
• Why Car Salespeople Fail – Part Five
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The second part of the question about getting more traffic is about the car salesman and what they can do to put the odds in their favor which is what we are all about here at CarSalesProfessional.com. You have probably heard it all before, but maybe you weren’t paying attention and that is follow-up. That subject is very broad, but the main type of follow up that I am referring to is past customers that bought over a year ago.

The car buyer bought from you or your dealership once because they felt comfortable enough to make a major purchase and the odds are in your favor that they will return as showroom traffic. Almost every day I see customers come in that bought from the dealership in the past to look for a new car, but they rarely remember their salesperson so they end up working with whoever Ups them. Sometimes the car salesman that sold them in the past is no longer working at the dealership, but sometimes that salesman is still there yet they don’t remember them or don’t care to remember them because they haven’t heard from them since they bought their last car.

Create Your Own Showroom Traffic

On the other hand I have seen a few customers come in the door and ask for a particular salesman because they received a letter, email or phone call from them about a new model, special sale or low financing rates. They felt special because their salesperson made them feel special and they returned to the same place they bought their last car and asked for the car sales professional that contacted them about the special sale or event that increased showroom traffic.

These customers typically buy their new car from the car salesman that contacted them and more often than not they paid more profit and in the end more commission to their salesperson. The customer felt comfortable last time and that is making them easier to work with this time. The end result they bought a car and you made a commission.

For you new car sales people that are trying to build a list of past customers you should know that I have seen sales people follow up with orphan customers (customers that bought from sales people that are no longer working at the dealership) and produce the same results. The customer remembered the dealer, but didn’t always remember the car salesman. If you can get your hands on some orphan customers some of your time might be better spent doing follow ups which can create more car showroom traffic for you.

Later, Fresh Up on the Lot

KB

Do You Read the Book?

You Can Make a Six Figure Income Selling Cars…..Get the Book!Similar Posts:

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I am sorry to say that I will be the first to admit that I did not think highly of being a car salesman before I entered the profession, but now I am quite proud to say I sell cars. I didn’t take me long to change my thinking after I could see that a six figure income was very possible. Yes, making good money is important, but if you are going to succeed in the car business you need to lose any negative thoughts or beliefs you have about selling. That is probably one of the biggest road blocks to being a successful car salesman because true success requires a commitment, both mentally and emotionally.

One of the reasons for high turnover in the car business is the way people think about selling cars. They take a job as a car salesman to give it a try until something better comes along and they usually fail and then bad mouth the business. They weren’t committed and they couldn’t see themselves as a good car salesman. Their inability to lose the negative image they have about selling ultimately causes their demise.

Sales is one of the highest paid professions in the world and one of the reasons for that is because so many people don’t want to sell. The world never portrays the salesman as the pillar of society or the good guy, in fact they are usually depicted as greedy and pushy liars. We know that is not true, but too often sales people retain those kinds of thoughts and images which keep them achieving their potential. If they stay in the business they are typically mediocre sales people and eventually leave the profession.

The moral of the story is that you need to be 110% committed to being a top car salesman. Clean out all of those images and thoughts that selling is anything less than a great occupation. Be proud to tell everyone that you are a car salesman. Embrace your automobile sales career and believe in what you do. Think, talk and act like you are the best car salesman in the world and you will become more successful. Nobody wants to buy a car from a person that isn’t confident, positive and enthusiastic about their product, abilities and their dealership. You can sell more cars when your thinking is right and you feel good about what you do for a living.

Later, Fresh Up on the Lot

KB

Read my Car Sales Book because you Can be a Top Car Salesman!Similar Posts:

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Typically an auto sales career starts as a car salesman and then from there it can lead to being an Internet Sales Manager,  Internet Sales Director, Sales Manager, Used Car Manager, Finance Manager and General Sales Manager (GSM). Some have even gone on to become the General Manager (GM) of a dealership and some have gone out on their own and started their own dealership or used car lot. Whatever it may be, being a good car salesman can create many different avenues for the person that gets bored with working on the front line in the business of selling cars.

Possible Automobile Sales Careers

Car Salesman: I am not going to spend too much time talking about the merits of automobile sales careers that include becoming a car salesman because most of this blog and website for the car salesman is devoted to being a top car salesman. However some of the high points include the ability to make a six figure income without going to college and it can be compared to having a business of your own without all the things that take away from making money.  The car salesman income range can vary greatly from $30,000 a year up to $200,000 a year which depends on the area of the country, the dealership and most importantly the car salesman.

Internet Sales Manager: The job of the Internet Sales Manager (ISM) is similar to that of the car salesman except that they don’t work the floor and take “Fresh Ups”; instead they work with customers that come to them from Internet leads. See the post “Internet Sales Manager or Car Salesman” for a more thorough discussion of the ISM. The ISM can earn between 30K and 120K a year, but that is based on many variables which are different at every car dealership. When it comes to automobile sales careers some sales people and dealerships think that the ISM is the future of auto sales.

Internet Sales Director: The position of Internet Sales Director is typically responsible for the management of the Internet Sales Department which includes managing the ISMs, the Internet marketing efforts and the overall profitability of the department.  They don’t work with customers, but they oversee the Internet Department processes, website and the lead providers. The Internet Sales Director can make between 60k and 150k, but it depends on many factors like the size of the dealership, number of ISMs and the gross profit generated by the department.

Finance Manager: Sometimes called the F & I manager or Finance and Insurance Manager, they are the person that completes the paperwork and sells many different products that the dealership has to offer. Their office is commonly called “The Box” in the business. The F&I manager not only fills out and completes the paperwork, but is required to sell items like extended warranties, life insurance, service contracts if they want to make some money. Typically the Finance Manager started out on the sales floor and was a consistent top seller. The finance manager gets a piece of every deal they handle, but they don’t make much of anything if a customer pays cash and doesn’t buy any extras. The income of a finance manager can range from 75k to 300K, but again there many variables.

Sales Manager: The second most thought of person when you talk auto sales careers is the Sales Manager. The sales manager may talk to customers to try and close the deal if the salesman can’t. They supervise the car salesmen and women to make sure customers are being assisted and treated in a professional manor and monitor the lot for customers, and vehicle displays. They ride the sales people about doing car sales follow up and expect them to set appointments. A car salesman that has been a top seller consistently is a great candidate for a sales manager. However they need to let the GSM know they are interested in the position because some top sales people like the freedom of working the floor and don’t want anything to do with being a sales manager. Of course the income of a sales manager is like all of the auto sales positions in that it depends on the person, the dealer and the volume, but the range can be from 80K to 250K a year.

Used Car Manager: The Used Car Manager has many responsibilities that include managing the used car inventory and maintaining the proper levels for maximum turnover and profitability. They may go to the auto auction and buy and sell vehicles depending on the needs of the dealership. They are also responsible for the profit made on the used car inventory when it is sold on the lot. The used car manager appraises trade-ins and is careful not to put too much money in a trade because it can hurt him later on when it comes selling the vehicle. A service background is helpful for anyone wanting to be a used car manager, but it is not necessarily a requirement for this automobile sales career path. A used car manager can earn between 80K and 250K a year.

General Sales Manager: The GSM or General Sales Manager is the manager of the sales managers and all the sales people, Finance Managers, porters, Used Car Manager, Internet Director, Internet Sales Managers and everything else that has to do with sales of vehicles. The general sales manager has a full plate at all times. They need to monitor, regulate, order, supervise and answer to the General Manager of the dealership and or the owner. It is not an easy job, but they can make between 120K and 500K a year. The job is demanding and requires a great deal of energy, but the pay can be great. Usually the General Sales Manager is promoted from a top sales manager or they may be hired from the outside to come in and shake up a dealership if the owner thinks the sales department needs some fresh blood.

General Manager: You can’t get any higher than General Manager of a car dealership unless you are the owner. The title is appropriate because the General Manager is responsible for absolutely everything. This position is more than an automobile sales career and requires much more than the ability to sell cars; they need to know about accounting, bookkeeping, legal matters, employee law, state and federal regulations and more. They have all their managers and staff to assist them, but ultimately it all rests of their shoulders. The general sales manager needs to be experienced in the operation of sales, service, parts and the profitable operation of those departments. Once again the dealership structure and the size determine the income of the general sales manager. They are paid according to the profitability of the dealership on a whole which is determine by net profit, not gross profit like the car salesman or sales mangers. That’s right they get paid a percent of the profit after all the bills have been paid. No profit no pay. They can earn from 150k a year to 500k, the sky is the limit.

Dealership Owner: Automobile dealers come in all shapes and sizes that range from new car dealerships that are operated out of multi-million dollar buildings to the corner lot that sells used cars and offers in house financing. Most new car dealerships that are opened today are usually operated by auto groups that own and operate several stores because the financial requirements to open a new dealership that sells and services any of the major brands is difficult for most. If you already own a new car dealership that has been in operation for years and still around today you are probably in a great position and have much more than an automobile sales career. When it comes to the income of a dealership owner it is all over the board because of the different types and sizes of dealers. I won’t even try to put a number on it, but you can bet it is better than that of the General Manager (GM) and rightfully so because they have a large amount of money invested in their business.

Breaking Away a Business of Your Own: Some people that have spent years in the business of selling cars come to a point in their auto sales career where they want something more, they want their own dealership, car lot or business. Because of the large financial requirements to open a new car dealership some start a small used car dealership. They rent a building, get a car dealers license, buy some cars from the auction and they are open for business. Like any new small business there are no guarantees so some fail and some succeed. It may not be easy, but if it was easy everyone would do it. I know several very successful new car dealership owners that started with a small used car lot and today they own several dealerships. There is very good money to be made in the business of selling cars. If you have been thinking about taking your automobile sales career to the next level take a look at this from a former car dealer salesman that has went out of their own. Click here and take a look.

Related Automobile Sales Careers: Besides working on the front line of the car business (where the most money can be made) there are many related fields and sales careers for the person that is familiar with the car business. There are many companies that service car dealerships and sell them a very diverse group of products and services and these companies prefer auto sales experienced people to selling their wares. These related fields rarely provide the income potential that the above auto sales careers mentioned earlier, but some can provide a good living.

Overall Automobile Sales Careers: There you have it, there are many different career paths both on the front line and in the support of the business of selling cars. There are many different avenues when it comes to car sales careers from starting out in the business to owning the business and everything in between. Whatever direction you choose it really comes down to you. If you have the desire, drive and ambition you can have any of the jobs, titles and careers that I talked about above. There is big money to be made in the car business, but it still comes down to you.

Considering Something Different – Buy Sell Cars on Your Own – Click Here and Take a Look

Later, Fresh Up on the Lot

KB

Did you Read the Car Salesman Guide and Manual?Similar Posts:

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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.

Are You Making a Six Figure Income Selling Cars?……..if not….GET THE BOOK!

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