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.

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

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Let’s Sell More Cars

One of things that I have learned after selling cars for any period of time is that most car sales people become conditioned. After you talk to so many people and taken so many test drives you become conditioned. You have been talking about all the features of new cars for so long that they are not special to you. They are the same old thing, day and day out. Then you begin to leave out some of these features in your walk around which will have a big impact on your ability to sell more cars.

You know about all these great features but your car buyer does not. If just one of these features is important to your car buyer and you did not talk about it and the car salesman at the car dealer they just came from earlier or yesterday talked about it there is a good chance they are going to prefer the other car and sales person. The car from the other dealer may have been a similar car with the same feature, but your competitor told them about the feature and you did not. We would think that if this feature was important to then that they would ask about it, but from experience we know that the car buyer is sometimes too shy or embarrassed to ask all those questions and instead they assume. When they assume you could lose a sale and your competitor will sell more cars. They won’t tell you why they are not buying today (they rarely do), and they go to the other dealer and buy a car.

Selling More Cars by Thinking Like the Car Buyer

You average car buyer may only buy a new car every 4 or 5 years and things can change a lot since the last time they bought a car. Some of the features that are standard in cars today were options or not even available 5 years ago. Get in the habit of thinking like the customer. Ask the questions, find the Hot Buttons, and get in their head. You might be sick and tired of talking about something like ABS brakes and you just mention that your car has that feature, but you need to tell them what ABS brakes can do for them. Give them a common scenario about how ABS brakes can keep them from having an accident. A scenario that makes them understand that they will be much safer in your car. Yes, almost all cars have ABS brakes today, but if you tell them and give them a scenario and your competitor does not your car is going to be the car buyers choice. This might sound too simple for a car salesman tip, but I see it happen all the time and the salesman that does talk about all the features will sell more cars.

Tell Them and Sell More Cars

I used ABS brakes as example above, but they are so many features in today’s new cars that you can talk about with the customer to sell more cars. Obviously not ever feature is going to be important to everyone, buy if you leave out the one feature that is important to you car buyer you might lose the sale and your car salesman income. You might not need to cover every feature as long as you can get in to their head and find out the ones that are important. We all know how important it is to tailor your process and procedure to the different types of car buyers that we meet every week. The better you cover the features that are important to them the closer you will be to that six figure income and sell more cars.

Later, Fresh Up On The Lot
K.B.

Start making more car salesman commission and selling more cars….Read The Book!Similar Posts:

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Various Car Buyers Emotions

Some car buyers emotions are concerned with having a sunroof, alloy wheels and leather seats. That way they can feel good about driving around and showing their friends their new car. They want to feel important, or cool, or impressive when they are driving their new car. Being a car salesman means that you are going to discover those emotions and use them to your advantage to sell them a car. The car sales professional understands this type of car buyer and has probably closed many a deals by selling to their customer’s emotions.

The Logical Car Buyers Emotions

Understanding the car buyers emotions of the mooch or logical buyer is much harder to do, but it can be done. Their car buying emotions aren’t focused around the car and the options as much as they are focused on getting a good deal. Their emotions are more concerned with their pride. To this car buyer a new car is a commodity and they know that they can go to a dozen different new car dealers and get the same car. This car buyer is willing to drive an hour out of their way to save a few bucks because their car buying emotion is called pride. They couldn’t live with themselves if they didn’t feel that they got a good deal. Rather than show their new car to all their friends they are going to tell all their friends about the great deal they negotiated and how they beat the car salesman.

Become Friends for Their Car Buyers Emotions

This emotion of pride is much harder to discover and even more difficult to sell around because it will impact your car salesman income. Besides the emotion of pride you need to be able to appeal to another one of their emotions. It may be the convenience of living close by, free oil changes, free car washes or anything that he may think is valuable. You will have to treat this buyer with respect and understand his need to get a great deal. You will have to let him know that getting a great deal when you buy something is as important to you as it is to him.

Let him know that you are on his side against the sales manager because you would rather sell a car and only make a couple dollars than sell nothing. Let him know that you are counting on him to tell his friends how good of a deal you got him so he will send his friends to buy from you. Tell him about the bird-dog program at your dealership and how can can get a check when he sends in a customer that buys a car. The better you get to know your customer and what is important to them the easier it will be to sell them a car.

Selling a car to a mooch or to the all about the price customer is never fun, but selling cars for a living means you need to take the good with the bad.  A mini is better than nothing and it can help your monthly volume bonus. To make that six figure income you will need to close a few more of those tough ones to increase you car salesman income with monthly volume bonuses.

It may not seem like car buyers emotions but it really is, it just depends which emotions they use. There are a huge range of emotions that can influence the car buyer, it can be one emotion or many. The next time you get one of those car buyers that is all about the price think of this car salesman tip and try to find the emotions that are important to them.

Later, Fresh Up on the Lot

KB

Are tapping into the emotions of your car buyers?

You should be, you can learn how to be a good car salesman just read the book!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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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 salesman career will be getting closer and closer to that six figure income.

Later, Fresh up on the lot
K.B.

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