1. Two People Meet and One Gets Sold.

When it comes to people and selling cars this is one thing that is always true. Somebody gets sold. Whether you sell your customer on why they should buy a car from you today or the customer sells you on why they are not buying a car today. What is it going to be? Are you going to sell your customer an automobile or are they going to sell you on one of their reasons for not buying now?

This is one thing to ask yourself every time you are with a customer and probably one of the most important things a car salesperson should know. Who is getting sold you or them?

2. They’re All Just Looking.

Of course they are all at the dealership to look at cars and nothing will happen until they meet a salesperson, but not just any salesperson it must be a car sales professional. They won’t tell you that they are here to buy a car they will tell that they are just looking and buying in the future, but if you are a REAL SALESMAN or SALESWOMAN you can sell them a car. Just looking is the car buyer’s first line of defense against the car salesman you can accept it or you can sell them a car, you decide.

3. Bad Mouthing Your Competitors Will Hurt More Than Help.

Don’t let yourself get caught in the trap of bad mouthing the competition because it will do more harm than good. You don’t know what they are thinking and you might even be insulting them without knowing it. Show them why you, your vehicle and your dealership is the best place to buy a car. I have seen many deals lost after a salesman talks trash about another dealership or brand. Your customer might be a regular customer at the dealer you are running into the ground for the past ten years and they just came by to see what you have to offer. Stay positive and show them what you have to offer and let them decide or you might be chasing them back to that competitor.

4. The Dumber the Better.

Use the selling system that you were trained to use to sell cars and don’t start thinking that you know a better way. This is the quickest way to see your sales drop. When you start leaving things out and short cutting the system you could be shooting yourself in the foot. Sales and training systems were designed to work throughout the dealership and be consistent. One step is made to work with the next and the one before. I will guarantee that you will lose deals when you start thinking you know better. Get back to basics and you will sell more cars.

5. There is Always More and F&I Will Prove It.

We have all had the customer that wouldn’t dump another dollar, but after they got done in F&I their payment went up 20, 30 or 40 dollars. There is always more, but when you believe that they won’t go another dollar think again. Maybe you didn’t show them a reason to spend more or provide enough value. Think about how bumping them another $100 will equal 20, 30 or 40 dollars in your pocket. If you don’t get it the F&I Department will.

6. Price Isn’t Everything.

Stop thinking that price is the only thing that will close the deal because that is not the case. Almost everyone is will to pay more when they see the value in something. Stop working the desk and start working the customer and provide more value. Many salespeople work the desk harder than they work the customer, but when you show them “What’s in it for Them” you provide more value and ultimately make more commission. This is something every car salesman should know whether they are a newbie or a veteran, but some times they forget.

7. “Be Backs” Won’t Be Back.

You may have heard this one a few hundred times, but that is because it is usually true so I will say it again: Be Backs won’t be back. They say they will, but what they are really saying is that my car salesman didn’t sell me on why I should buy a car from them and their dealership. They think there is more to be had somewhere else because you didn’t make them feel otherwise. They sound so sincere and they have numerous reasons, but that is their way of giving you the bad news. Granted they may visit another dealer and feel the same way about them, but if they meet a REAL CAR SALESMAN they will buy and a car and all the follow in the world won’t help.  Once they tell you that they will “Be Back” your only chance is that they visit another dealership and tell them the same thing and then you have a remote chance with follow up if you something more to offer.

8. Enthusiasm Sells Cars.

Even the grumpy old fart that buys a car is excited about buying a new car, but they certainly aren’t going to tell or show you that. Car buyers don’t want the salesman to think they are excited about the prospect of driving home in a new ride, but they are and enthusiasm will heighten that excitement and engage more of their emotions. Being positive and enthusiastic about them having a new vehicle will only help you sell more cars and increase your commission. When people use their emotions to purchase a vehicle you are the one that comes out on top. Enthusiasm is an emotion and your ticket to sales and logic is the quickest way to a short deal. Be enthusiastic and upbeat with your customers and you will sell more cars and make more money.

9. The Sales Manager Wants to Sell a Car as Badly as You Do.

You might think otherwise, but it really is true. The sales manager gets paid based on sales and gross and they really do want to sell cars. When the desk or sales manager won’t accept your deal it is because they feel there is more room, the customer can be bumped or that the next person will pay more for the same car. It’s not personal they want to sell cars just like you do.

10. Buyers are Liars.

I left this one for number ten because too many salespeople like to use this for an excuse when they don’t make deal, but it is true in many cases. Talk to enough car buyers both on and off the car lot and you will find out that the average consumer thinks that lying to the car salesman is acceptable part of the game. Even that person that never tells a lie thinks that it’s not a lie, but part of the car buying process. Again this is one of the few things that the customer uses as a defense because they don’t want to be taken advantage of by a car salesman. Every car salesman should know that this is how the customer thinks and understand that they need to break down this barrier to what the customer thinks is acceptable. This is also where body language, tone and facial expressions are important when selling cars for a living. Most people are honest unless they are buying a car so they will usually give themselves away with their facial expressions and eye movement. Accept this fact, but don’t use it as an excuse for not selling a car.

These 10 things every car salesman should know are basic, but true nonetheless. They are many other things that you should know when you are selling cars for a living, but these will get you started or remind those of you that may have forgotten some of them. If you have some things that car salespeople should know please add them in the comment section below and I will publish them when appropriate.

Later, Fresh Up on the Lot

KB

Back to Basics is thrown about the dealership all the time, but there is a lot of truth to it.

Read the Book and Close More Car Deals.Similar Posts:

• Stop Selling the Car and Sell the Appointment
• How a Successful Car Salesman Thinks
• A Career In Car Sales
• Car Salesman Tips and Car Buyers Perspective
• Car Salesman Information and Overwhelming the Buyer
• Car Salesman Tips – Their Ticket To Leave

Selling Cars – Male or Female

Some people today may say that a woman might have an even better chance of being a top salesperson if she had the experience, but others say that a man is better at negotiating. You didn’t think I would be stupid enough to pick one over the other did you? I have worked with women in the car business that were absolutely remarkable at their job and quite successful that included floor sales, F&I, sales managers, GSMs and GMs and I don’t think there is an answer. I have seen some women that were better than others and I have seen men that couldn’t sell a car if their life depended on it. Although I must admit that I think that a woman with the experience and the determination to succeed could do very well in every department at the dealership.

I really don’t think gender matters when it comes to selling cars professionally. The person is what makes the difference not their sex. Some say that the woman in a family makes the final decision when it comes to purchasing a vehicle so a woman would be a better choice, but I have seen men that can connect with women just as well as any woman. Others say that if the man is dead set against the purchase his other half won’t need to make the decision to buy.  However not every customer is a couple. Buying a car is not a job best done by a man today like it was yesterday. I have sold cars to many women that were much tougher to deal with than most men.

Agree to Disagree on the Best Car Salesperson

This debate could go on forever. There may be pluses and minuses on both sides of the fence, but when it comes right down to it there are many factors and skills that make a top salesperson and I don’t believe that being a man or a woman matters. Whether you are male or female you likely have your own opinions on who would make a better car salesman or car saleswoman, but talk is cheap and the proof is in the results. So lets sell a bunch of cars, have some fun doing it and may the best car salesperson win.

Later, Fresh Up on the Lot

KB

You can make a Six Figure Income Selling Cars No Matter Male or Female – Read the Book!Similar Posts:

• The Car Sales Woman – It’s Your Time
• From Car Salesman to Internet Sales
• The Perfect Up
• Six Figure Income – Car Salesman Income
• Why Car Salespeople Fail – Part One
• Car Salesman and the Phone – Powerful

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.

Being a Car Salesman is Not for Everyone

You will find that car sales career is not for just anybody, it takes a certain type of person to be a successful car salesman. One thing that scares most people away from being a car salesman is way that the sales person gets compensated. To many people the idea of getting paid a commission for their sales results is just too scary for them. They want to know exactly what they are getting paid each week. Sure it would be nice to receive a fixed amount each week or month, but if worked a little harder and closed an extra sales or two every month you might be able to to earn an extra $1000 or more each month.

Being a car salesman gives you the ability to control the amount car salesman income you receive and that is my favorite part. Working a little harder as an automobile salesman doesn’t require much, maybe a couple more phone calls or a couple more ups each week and you have the potential to earn an extra couple of thousand dollars that month. I said work a little harder, but it is really about working smarter. As a car sales person you use your words, your pen and your head to make more money, there isn’t any physical labor involved. I love the car business for the ability to make as much money as you want and the varied automobile sales careers. You can give yourself a raise with very little effort, that alone is reason enough to become a car salesman.

Being a Car Salesman is a Great Career

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.

Sign up on the right for more on Being a Car Salesman and Free Car Sales Tips

Get Your Copy - Here

Stop the vicious cycle and make a change now!… Click Here and Get the Book!Similar Posts:

• Sell More Cars – Stop Trying So Hard
• Selling Cars is All About the Numbers
• The House Car Sales Training
• The Auto Sales Bird Dog
• A Car Salesman Job Description and Duties
• Car Salesman Tips – It Is Your Business