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. Being a car salesman is not all about you, you need to have your customer believe it is all about them.

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

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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 sales career will be getting closer and closer to that six figure income and the reason you chose to become a car salesman.

Later, Fresh up on the lot
K.B.

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Car Salesman Tip – Time Sells

In this car salesman tip ask yourself, if you were not with a customer what would you be doing? Would you be shooting the breeze with the rest of the sales people, calling to find out when the Be Back Bus is coming or making calls to previous customers to drum up business. The best use of your time is in front of a customer if you want to earn a six figure income, so take your time.

Car Salesman Tip – Green Pea Mistakes

Many sales people and especially Green Peas want to sell a car so badly that they start moving through the steps of a car sale too quickly. Your potential car buyer goes through this process once every few years and you go through this process everyday. You are very familiar with the process and your customer is not, so this car salesman tip says take your time. Take your time and make your customer comfortable with every step before you move to the next step. Moving quickly through the sale makes the customer think all you want is a commission and you don’t care about their needs. When a customer thinks that you don’t care about them your car salesman income will take the hit. You will learn in your car sales career that sometimes spending an extra 15 or 20 minutes here and there can add more to your commission in the long run.

Car Salesman Tip – Move at Their Pace

When you do your meet and greet with your fresh up take the time needed to gather information about their “hot buttons“, needs and wants. Take your time and build rapport buy asking questions and making small talk. Get to know your car buyer, all the information you gather and the rapport you build in the early steps of the car sale will benefit you greatly when it comes to controlling your customer and negotiating. This car salesman tip will help you learn many things from your car buyer early in the process that you will use to close them later.

On the other side of this car salesman tip, when you have a customer that is familiar with and wants to move through the process quickly you need to pick up your pace and keep them from getting bored. Move at a pace that keeps them interested and gather as much information as you can. This type of customer does not usually open up to small talk, you need to mirror your customer to build rapport and gain their respect. When you move too slow with this type of car buyer you will loose their respect and possibly the sale. This type of car buyer will be a very small percentage of your customers, but the more types of car buyers you can connect with the more successful you will be with your career in car sales.

Later, Fresh Up on the Lot!
K.B.

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Selling Car for a Living – A Car Sales Career

Throughout all the chaos in the car business and the restructuring of the car dealerships there is a greater need for the Car Sales Professional and those interested in a car sales career and being a top car salesman. Not the shyster of the past, but the true professional that can make a great living and a great car salesman income selling new and used cars. If you are of those people that lost their job from the mess in the car sales industry, I feel for you. But if you were a true Professional Car Salesman the time is right for you to get hooked up with one of the many remaining car dealerships. If you never sold cars before it would be a great time to become a car salesman and start a career in car sales so you can start selling cars for a living.

A Car Sales Career for a Nice Income

A Great Time to Start a Car Sales Career

Any of you that have been in the car business for any amount of time know that there is always a need for a good car salesman or woman. The high turnover in the car business is always been an issue, but a true car sales professional is like a commodity.  The professional car sales person can practically go anywhere and make a good living selling cars. (unless you sell Yugo or Daewoo) The car sales business is one field that you can work anywhere as long as you know how to sell cars professionally you have a car sales career. I am not talking about the person that thinks they might try selling cars, I am talking about the true Car Sales Professional making a car salesman income of six figures, now that is an automotive sales career.

There is going to be a new face to the business of selling cars. If you are looking to start a career in car sales, this will probably one of the best times to get started. You can have a great car salesman career or car saleswoman career if you are ready to accept the challenge.

Fresh Up on the lot!
KB

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