Not Asking for the Sale

You’ve probably heard this before, but not asking for the sale is one of the biggest hurdles to success for new car salespeople. It sounds simple, but there are salespeople showing cars, going for test drives, and doing walk-arounds, but not asking for the sale. It’s not difficult all you have to do is look them in the eye and ask them to buy the car. It can be done in several different ways and with several different car sales closing techniques, but if you don’t ask them to buy they will rarely buy. Asking them to buy is the best way to bring out their objections and you will not be able to overcome their objections if you don’t ask them to buy. I know it sounds too simple, but asking them to buy the car puts them on the spot and requires them to make a decision. I have probably seen hundreds of salesman that go on and on about the features of the vehicle and wait for the customer to say yes I will take it, but that rarely happens until you ask for the sale. I’ve seen salesman talk the customer into buying the car and then just keep talking and talk themselves out of a sale. Once you ask for the sale and get an answer you know what you need to do next either start the paperwork or start overcoming objections.

Not Listening

The quickest way to blow a sale is by not listening to your customer. I’ve said it over and over again spend enough time with your customer and listen closely because they will tell you how to sell them a car. They might not use the exact words they may not lay out the steps that you need to take, but they will tell you how to sell the car if you listen closely. Customers will not make it easy for you, at least not most of them, but they will tell you how to sell them a car. I’ve seen countless numbers of salespeople try to close a customer on a particular car only to discover that they were trying to sell them a car they didn’t really want or car that contained options or features that they didn’t want. Listening closely to the customer does not mean you have to believe everything they say, but you do need to listen very closely to every word they’re saying so you can sell them a car.

Attitude

I’m sure you have all heard that attitude is everything, but when it comes to selling cars your attitude is probably the most important factor in becoming a successful car salesperson. Your mental attitude whether it has to do with your personal life, the dealership or your customer is often a deciding factor on whether you will be a success in the car business. In fact this is such an important aspect of selling cars for a living that I’m planning to do a post just on attitude. Your attitude comes through no matter how well you can put on a smile and go through the routine. When you have a positive attitude it shines through and nothing sells cars like enthusiasm. The salesman that comes across to the customer as a positive and upbeat person will sell many more cars than the person that has an attitude problem.

Part Five the last part of “Why Car Salespeople Fail”

Read Part One, Part Two and Part Three

Later, Fresh Up on the Lot

KB

Get the Book and Sell More CarsSimilar Posts:

• You Can Sell More Cars
• Why Car Salespeople Fail – Part One
• Why Car Salespeople Fail – Part Five
• Shut Up a Car Salesman Tip
• Why Car Salespeople Fail – Part Three
• Car Sales Objections – Reasons or Excuses

Anyone Can Learn How To Become a Good Car Salesman

Just about anyone with a pulse can learn how to be a car salesman or car sales woman (just kidding), but sometimes it seems like that is the only requirement. Incidentally you don’t need a college education to sell cars, your most important attribute is your attitude. I have seen so many new sales people go through training and then hit the sales floor only to have them quit in the first thirty days. The ones that last longer than thirty days rarely make it ninety days. The ones that do last are people that have sold cars before or had some type of sales experience in a closely related field. Don’t get me wrong there is that one newbie every once in a while that catches on and becomes a car salesman that never had any sales experience.

Do You Really Want to Become a Car Salesman

It’s true that a career in car sales is not a physically demanding job, although some complain about the car salesman hours. You can earn a six figure income, dress in nice clothes, talk to different kinds of people and never break a sweat. Sounds like a dream job, right? You may want to know how to become a car salesman, but that is not enough. As I mentioned earlier, almost anyone can become a car salesman. If you are going to make a living selling cars you need to be a successful car salesman that has a goal of being a great car salesman.

Requirements to Become a Good Car Salesman

To become a good car salesman you need to have a mental toughness because selling cars is mentally and emotionally challenging. You need thick skin and the ability to control your thoughts, words and emotions.  You need to be able to carefully choose and use your words, expressions and gestures to support the sales process and be able to change and adapt to the different customers and situations.

Do You Still Want to Know How to Become a Good Car Salesman

You will be put together, tested and tried on by customers and sales managers that will at times have you wanting to knock them out, cuss them out, throw them out or walk out yourself. Your ability to control yourself can make a huge difference in you car salesman commission and car salesman income. If you are currently a car salesman you know exactly what I am talking about because you have already had your on the job car salesman education. One of the sayings that I try to remember is: “Don’t get mad, get even by selling them a car”. Then I put on my game face and do my best to sell them a car and make a nice big front end gross. It doesn’t always work, but it does more times than it doesn’t. Sometimes being a car salesman means we just have to suck it up to sell a car.

Where Should I Apply to Become a Car Salesmen

If you still want to become a car salesman you might as where should I apply to be a car salesmen. Just pick-up the classifieds and look under the help wanted section. Check the automotive section and I am sure you will find a handful of car dealers that are looking for car salesmen. Dealerships rarely require anything more than a high school diploma because you receive a car salesman education from the dealership. The turnover in the car business is quite brisk so I am sure will find some dealers that are looking to add a car salesman or two. If you have the desire and the mental fortitude to become a car salesman then start talking to some car dealers and begin your car sales training because you can be a better car salesman and a successful car salesman. More importantly sell more cars.

I think a career in car sales is great opportunity for those that can cut the mustard and deal with the car salesman hours. Where else can you laugh and have fun doing your job yet still have the potential to make a six figure income. All jobs have their ups and downs, but car sales can be a great career choice if you have what it takes to become a successful car salesman. Just remember to give it a fair chance, it will take you a while to get used to the business and get through your initial on-the-job car salesman education. Don’t make the mistake of calling it quits before you even get started making the big money being a car salesman. I hope that will briefly answer you about how do I become a car salesman, it’s not as hard as you think. Regularly visit the website for the car salesman for thoughts on being a better car salesman and other automobile sales careers including car sales closing techniques.

Later, Fresh Up On the Lot

K.B.

P.S.

Get Your FREE Car Selling Tips by Clicking Here!

Are You Up to the Challenge of becoming a car salesman? The Challenge to make Six Figures Selling Cars…if so…Click HERE NOW! and learn how to make big money as a car salesman. Read the car sales manual and learn my car salesman secrets.Similar Posts:

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Let me explain, when you try to push yourself harder for a few days or week to sell more cars your attitude, demeanor and methods change and therefore your customer is dealing with a car salesman that is not the real you. You are trying to push the car buyer harder, try to close more and trying to use car closing techniques you normally wouldn’t use and you are not the car sales professional that you are the rest of the month. You are working harder, not smarter and when you are selling cars for a living you need to work smarter.

Selling More Cars Starts in Your Head

When you work harder to sell more cars on a short deadline you do all the things that are focused on multiple sales rather than one sale and the customer feels pressure which makes them uncomfortable. The car buyer can’t put their finger on it, but they feel uncomfortable because you are not yourself. You need to be confident and personable to earn the respect and the confidence of your customer, but when you try too hard to sell more cars you have a tendency to turn the customer off because you are focused on selling more cars and not the one car to the buyer in front of you.

You Will Sell More Cars as You

Stop trying so hard and be yourself and you will sell more cars. Focus on each and every customer and only that customer until they drive away. Then the next one and the next one the numbers will come when you give your customer 100% of your attention and do what has been working so far and not what doesn’t. Car buyers can pick up on the slightest things that don’t feel right and if you are trying too hard you will turn them into Be Backs (You already know about Be Backs).

It’s OK to be a little cocky and full of confidence, but a little can go a long way. If you are going to push yourself or try harder to sell more cars that’s fine, but start at the beginning of the month and do it all month long so it becomes a part of you and not at the end of the month. Just like the movie Field of Dreams “build it and they will come”, sell one car at a time and the numbers will come. Be yourself and you will sell more cars because the car buyer can sense more than you realize. Consistency, confidence and focus will have you earning a six figure income, now that’s real car salesman compensation. Sign up for more car salesman tips on the right.

Later, Fresh Up on the Lot

KB

You Can Sell More Cars – Get the Book – Start Selling More Cars NOW!

Have you considered other Automobile Sales Careers?Similar Posts:

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A Powerful Car Salesman Tip

People hate the “Uncomfortable Silence”, it’s the nature of humans. Some people will actually buy a car because the silence will make them crazy, but when the quite makes you crazy you start talking some more. Now your car buyer is relieved because you are talking and they don’t have to make a decision. If you keep talking too much your car buyer gets bored, doesn’t have a chance to buy a car and they are ready to go home. They ask for your business card and say that they have to think about it and that they will “Be Back” tomorrow. Say good bye to your commission which is the real reason for this car salesman tip.

The Logic of This Car Salesman Tip

Selling cars for a living is much more than logic, if all car buyers used logic to purchase a car nobody would make any money. This car salesman tip is about the unseen psychological factors and triggers that make people buy cars. There is no question that a successful car salesman has to be able to walk to fine line to know when to shut up and when to talk. The secret of your success as a car salesman is be able to read your customer and use the tools you have at the right time and in the right amount. The wrong tool at the wrong time creates “Be Backs” rather than buyers, so read and listen carefully to your customer. They will tell you how to sell them a car, but they don’t always use words.

A Tip for Car Salesmen

Shut up and listen. People love to talk about themselves if you only give them a chance, but if you are talking the whole time they never get a chance. Let them talk and you will discover exactly how they want to buy a car instead selling them a car the way you want to sell them a car. They need to believe it was their choice and not yours. Did you notice I said they need to believe? That’s right, when you do your job right they believe that it was their decision. There is so much more to this car salesman tip that gets into the psychology of selling that I covered in the book. Did you Read The Book?Similar Posts:

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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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