Of course they are just looking, at least until you give them a reason why they should buy a car from you and your dealership. They are testing the waters and putting up the classic barriers to keep you from getting too close. If you watch a new or average car salesperson approach a customer and they say those dreaded words you see the impact that it has on the car salesman.  Almost instantly you can see their posture and expression change. The customer just knocked the wind out of their sails. The loose their steam and the chances of selling this customer a car is probably been reduced by at least 50%.

Just Looking the First Defense Against the Car Salesman

This is the reaction that most car buyers want to get from a car salesman when they tell them they are not buying today. They think that you are not going to try and sell them a car if they tell you they are just looking. They really do believe that you will back off and believe it or not some sales people do back off. They give up in their head before they even got started. The good car salesman understands that these are simply tools that the car buyer uses to try and remain in control. The successful car salesman will not even flinch when the car shopper says they are just looking, they won’t skip a beat and with a big smile they say “That’s great, now that you have taken all the pressure off of me let’s take a look at some cars” and then they continue to move through the steps of the sale.

Just looking is what you will hear from most car buyers when you first greet them, but that is the better than the big mouth that walks in the door and asks “Who wants to sell a car today”. When the customer is just looking it really means that they are looking for a professional car salesman or car saleswoman. They want someone that knows what they are talking about, not overbearing or pushy.

They want a professional…is that you?

Later, Fresh Up on the Lot

K.B.

Did you read the Car Salesman Guide yet?

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Telling is not selling and being a car salesman requires you to sell your customer rather than tell them. Most people are very skeptical when it comes to believing what other people say unless they are a trusted and respected source. They will believe someone that they know or have a reputation of being honest and sincere. People are resistant to having other people TELL them anything and especially a good car salesmen.

Being a Car Salesman and Our Image

Be A Car Salesman and Get Your Customer Engaged

I don’t think I have to tell you this, but I will anyway. Most people don’t trust car salesmen or car dealers. Being a car salesman may not be the most glamorous career, but when you can earn a six figure income selling cars for a living you should be able to be proud of what you do.  The average consumer is bombarded by the media and society with stories of how bad and dishonest car salesmen are and that they are not to be trusted. To be a good car salesmen and especially a successful one, we need to overcome the image that the average person has of our profession.

Be a Car Salesman and Get Them Involved

Lets get back telling and selling. Being a car salesmen to some is telling their customers about the car they are trying to sell. When you tell car buyers about the great features a car has they are often resistant to what you are saying. You need to get them involved, you need to have them experience the features. They need to see, hear and feel the features you are talking about. When they get involved and use their senses to experience these features their emotions become involved. When you show them and get them involved they will start believing in you and what you are selling.

Get your customer involved so they experience and feel the benefits. Get their emotions engaged and you will overcome their resistance. The car buyer that buys with logic alone pays a “Mini” but the car buyer that uses their emotions can help you create a very nice commission. Being the car salesman or car saleswoman that can get their buyers emotions involved in making their decisions is a good car salesman that has the potential to earn a six figure income.

Stop telling and start selling by getting your customer to see, feel, smell, touch and hear. When your words match their experiences you become believable and maybe even trusted so you can sell more cars and make more money.

Later, Fresh Up on the Lot
K.B.

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Selling Cars and Closing Ratio

Some say the industry average is 17% and others say about 20%. However when you talk about the average closing rate of selling cars for a car salesman you are also including the “Newbie”, “Green Pea” and the 3 or 4 cars a month car salesman. That is unacceptable for a car salesman that is going to make a six figure income. Your closing rate needs to be closer to 35% and sometimes it will be much higher.

Now don’t take this the wrong way, we can all have days where our closing rate is 0%. Take a look at your closing rate for the whole month or two months combined to get a more realistic picture. I have had months where my closing rate was around 60%, but that was because I was delivering cars and didn’t have much time to take fresh ups even though I wanted to sell more cars.

Know Your Numbers When Selling Cars

If you are going to continue selling cars for a living you need to know your numbers. The car dealership where you sell cars may already track your closing ratio and numbers. Maybe your sick of hearing about the closing ratio and number of Ups taken, but you really need to know your numbers. Track your own numbers for selling cars so you can focus and improve on the areas you need to address. Remember, selling cars is like having a business of your own.

It’s hard to track your progress if you are not tracking your numbers. Closing ratio is only one statistic. Another number to track that helped me tremendously was the average front end gross per car sold. Again this is not a number that means too much unless you look at it on a monthly basis. I closely tracked my front end gross for each sold car and focused on increasing that number. I would think about that number every time I was going in for the close and talk a little more or work a little harder to get that extra hundred or a couple of hundred dollars. I knew that each hundred dollars I could get from the car buyer, I could put $25.00 into my pocket. It was great motivator and really helped bring up my average front end gross and that increased my car salesman income.

Selling Cars and Self Improvement

Selling cars and being a top car salesman takes some self improvement. You need to know where you are before you can decide where you are going to go. Track all your numbers, focus on the areas you need to improve. Set and achieve goals to improve your car selling skills. The difference between the top car sales people and the 3 or 4 cars a month car salesmen is minor. The real difference when selling cars is a couple extra steps, a few extra words, a little extra effort and a commitment to become a top salesman so you can earn a six figure income. Make use of this car salesman tip because all the sales people are there the same amount of time each month so make the best use of your time and you will know how to be a good car salesman.

Later, Fresh Up on the Lot
K.B.

Remember to add your Name and Email on the upper right!

Make the numbers count…Make Six Figures …Get The Car Salesman Guide Book!Similar Posts:

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The Average Car Salesman Questions

You hear or see questions all the time asking how much does the average car salesman job earn or how many cars does the average car salesman sell. The average new or used car salesman doesn’t sell any cars or earn anything. There is no such thing as an average car salesman in the car business. I have seen car sales people earn less that $18,000 a year and others that earn a very nice six figure income. These same people may sell 3 or 4 cars a month while others may have sold 30 cars a month. Selling cars for a living is not a job that can be averaged out in order to make outsiders understand the car business because there is nothing average about a car sales career.

The Average Car Salesman is Never Average

A career in car sales is not one where “most” people can be successful. The good car salesman that sells car for a living is the farthest thing from the average car salesman. In fact a successful car salesman‘s success is dependent on their ability to connect and build a bond quickly with a very wide range of personalities. They can read their customer and adapt in seconds. They can read body language, they have the skills of a lie detector and they can change anything they need to change to build rapport with a potential car buyer.

The good car salesman might be compared to a chameleon for their ability to change and adapt to the situation at hand. Now I ask you, do you call that an average car salesman?

The Average Car Salesman Breakdown

When it comes to the breakdown of the “average car salesman” (being sarcastic) you have the following;

Newbies, Green Peas and Weak Sticks: They sell anywhere from 3 to 6 cars a month. The Newbies and Green Peas are understandable, buy if you are selling 3 to 6 cars a month for any length of time it is time to look for a new profession. Either they can’t close a door behind them or they just don’t care. Either way they are wasting “Fresh Ups”, time to move on.

The next group is hard to put a label on because is consists of a wide range of sales people (maybe, average car salesmen-being sarcastic again). The car sales people in this group range from 6 to 12 cars a month depending on their efforts, motivation, personal work ethic and ability to connect with different personality types. They might earn $25,000 a year up to $75,000 a year. They could be a the best car salesman at their dealership if they would make the effort and hone their skills.

The last group has been called many different names. Some call them veterans (but they may have been selling cars for a living for less than a year). Some people call them closers, top sales people, sharks, and a whole host of other names. They are the Top Sales People. They are selling cars consistently, month in and month out. They may sell anywhere from 16 to 30 cars a month and the are making a six figure income. Very often this group of car salesmen and car sales women sell 20% of a car dealers total volume. They close deals, sell extras, get referrals, make more gross and deliver lots of cars. They know how to connect with customers, sell cars and make a nice car salesman commission.

Now, back to the issue at hand. Can you tell me which one is the average? That’s right, there is no such thing as an average car salesman. Only successful ones and ones that are becoming the best car salesman at their dealership, the rest need to go.

Later, Fresh Up on the Lot
K.B.

Don’t be an average car salesman, be the Best Car Salesman and Make a Six Figure Income Selling Cars…GET THE BOOK!

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Be a Better Auto Salesman the Mindset

A large part of being a better car salesman is your mindset. The way you think makes a real difference when you have a car sales career. I have seen many car sales people loose a customer because they didn’t believe their customer was buying a car. Either they thought the customer had bad credit or they thought they were just kicking tires. The car salesman gave up in their mind which turns into outward expressions that the customer picks up and that turns them into a “be back”.

The other scenario is that the sales manager goes in and closes the deal because he still believes the customer is there to buy a car. They are determined to sell the car and they do. Yes, sometimes it is the fact that it a sales manager and they know what they can do to sell the car, but more times than not the sales manager has not given up on selling the customer a car. I am sure we have all had this happen to us as an auto sales professional. It is a part of learning how to be a better car salesman, a part that is left out of the standard car sales training.

You Can Be a Better Car Salesman

When you are aware that the above scenario happens regularly you are already getting to be a good car salesman. Pay attention to the way you think when you are dealing with different customers. Start asking yourself questions like, are you giving up too soon, are you sure they have bad credit, are you sure the are just looking. Some people can hide their emotions and intentions better than others. Almost every customer will tell you they are just looking when they come to buy a car. That is their first defense mechanism when it comes to dealing with a car sales professional. If you believe them you are done!!! When you keep on believing that you will sell them a car there is a good chance you will, why else would someone want to come to a car dealership.

Thinking to Be a Better Car Salesman

How about that one that says “my credit isn’t too good”. I love these, I have made more money selling cars to people that thought their credit wasn’t too good than any other type of customer. We all know how well that can work. It all comes down to how you think when you are working with a potential car buyer. To be a better car salesman you can’t give up on selling them a car until all the facts are in (credit report) and all avenues have been exhausted.

To earn a six figure income selling cars you need to control and adjust the way you think. Take the extra up and spend a little more time with them until all possibilities are exhausted. I did not make this a car salesman tip because this issue of how you think has a huge impact, more than a tip on your car salesman income. Go over every Up you had in your mind and analyze every step , even the ones you sell and adjust your thinking accordingly, and you will be a better car salesman.

Later, Fresh Up on the Lot
KB

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