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

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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. Can you sell thirty cars per month?

Later, Fresh Up on the Lot
K.B.

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