25 Time-Tested Car Salesperson Tips for 2024
Whether you are new to the car business, selling cars for a living, or have been doing it for years. These car salesperson tips are for beginners and veterans and will help you sell more cars and make more commissions. Selling cars to the public is unlike any other retail job.
Only some people are cut out to be a car salesperson. Some people may already have the skills needed to be a successful car salesperson. Others can learn what they need to know to become more successful and make more and larger car sales commissions. Skills can be taught and learned. Therefore you can learn, improve and sell more cars.
These car salesperson tips and advice touch briefly on what you may have already learned when you were taught how to sell cars at a dealership. They were probably included in your car sales training. You need to reinforce or memorize some things to become a more professional and effective car salesman or woman. Keep these car salesperson tips handy as a reference. Then, work on the items or areas where you need some improvement, such as your car sales closing techniques.
Car Salesperson Tips for Moving Metal
1. Adapt To Diverse Buyers:
Every car buyer is different. No matter who you try to sell, they have different backgrounds, budgets, wants, needs, and desires. No two car deals are the same; you will lose sales if you think they are. Everyone has different reasons for buying a car; whether it’s a new or used car, it’s always about much more than dollars and cents. Tailor your voice, mannerisms, tone, and pitch to fit the customer you are working with.
2. Understand the Buyers Intent:
People need cars, and they have to buy them somewhere. It could be from you and your dealership, or it could be the dealership down the street. No matter what they say when you first meet them, they want to buy a car. They didn’t come to your showroom to waste a few hours. They came to buy a car. It’s your job to sell them a car by determining their buying triggers and satisfying their needs while using your car sales techniques and training.
3. Build Trust, Overcome Objections:
We have all heard the term “Buyers are Liars.” The customer uses lies and deception for a reason. That is to defend themselves from the car salesman commonly known for taking advantage of the average car buyer. They may tell you the truth later after you build rapport, but only if you earn their trust. Overcome their objections and get their commitment to buy. When they tell you that they have to think about it or that they need their spouse before buying, it’s merely an objection you must overcome, not the end of the opportunity.
4. Maintain Honesty:
Don’t lie to your customers. I didn’t say you must tell them everything you know, but don’t lie. If you don’t have the answer to their question, tell them you don’t know and that you will get them an answer. If a customer believes you lied to them, you will lose their trust and business for something as simple as a gas mileage rating. Asking unusual questions is not an uncommon practice with some car buyers. It helps them feel as though they are in control.
5. Decode Senseless Questions:
Potential car buyers will ask you what seems to be senseless questions when you are working with them. Your first reaction would be to say what that has to do with buying this car? But the real reason for some of their questions is to test you. Customers will test your knowledge and honesty to decide whether to buy a vehicle from you. Asking unusual questions is not an uncommon practice with some car buyers. It helps them feel as though they are in control. See car salesperson tip #4 above.
6. Avoid Disparaging Competitors:
Don’t bad mouth the other car dealer. They don’t want to hear how bad the car dealer is across town. Maybe they were there earlier today or yesterday and didn’t buy a car from them. If the other dealer or car salesman were so great, they wouldn’t be talking to you; they would have purchased the vehicle from the other dealer. Sometimes, they planned on buying somewhere else but came to check the numbers. If you start trash-talking that dealer, they will lose confidence in you.
7. Professional Image Matters:
Dress, smell, and act the part. Look like a professional car salesperson, dress appropriately in clean, pressed clothes, and don’t smell like an ashtray. Have a positive attitude and be enthusiastic. You can overcome a poor first impression. However, it just makes things much more complicated for you. It affects your salary, so look, smell, and act the part—one of the most often overlooked car salesman tips. I am not saying you must wear a jacket and a tie. But you should look like a professional no matter the dress code at your store.
8. Master Product Knowledge:
Product knowledge won’t sell cars independently. But your customer must feel comfortable spending money with you and your dealership. If they think they are working with a car salesperson who doesn’t know what they are talking about. They will likely become another “Be Back,” and we all know that Be Backs won’t be back. It will take some time to learn all about your product, but it will pay off in the long run.
9. Minimize Reliance on Be Backs:
The “Be Back Bus” doesn’t stop here. I can safely say that less than 2% of the customers who ask for your business card and tell you they will be back won’t. Yes, some do, but you will never make a good living waiting for “Be Backs.” Most customers who have decided not to buy from you or your dealership will tell you they will be back and need a way to leave without committing. A sound system of following up can increase the chance of returning but don’t count on it. I have had customers return and sell them after following up. However, it was not a large percentage that said they would be back.
More Commission With Car Salesperson Tips
10. Conceal Desperation:
The car buyer can smell desperation. When you are desperate to sell a car, your customer can sense that, like an angry dog can smell fear. Even if you desperately need to sell a vehicle, the customer must believe you don’t need to sell them a car. But are merely helping them gather information. Desperation will turn them off so quickly that you wonder what you did or said. This tip is one of the most essential car salesperson tips that can make a huge difference in increasing your sales and, ultimately, your income. I have experienced this firsthand and learned from that experience it matters.
11. Encourage Customer Dialogue:
People like to talk about themselves. Yes, even shy and introverted customers want to talk about themselves. If you can get them to trust you and build some rapport, you can get even the most nervous people to talk your ear off. Then they provided you with everything you need to know to sell them a car. So, of all the car salesman tips, asking questions will help you get them to open up and talk. This tactic will help you learn about them and build rapport. Top salespeople always say, “Listen carefully, and they will tell you how to sell them a car.”
12. Emphasize Value Perception:
When a car buyer walks into a dealership, they are looking for more than just a vehicle – they are looking for a positive experience and a sense of satisfaction with their purchase. It’s not just about getting the best price; it’s about feeling like they have made an intelligent decision. Emotions play a significant role in the car-buying process, and as a car salesperson, it’s crucial to understand and cater to the buyer’s emotions.
How the buyer perceives you, your dealership, the car, the price, and the deal will ultimately determine your success in making the sale and overcoming any objections they may have. Building trust and rapport with the buyer and ensuring they feel valued and respected throughout the process is vital to closing the deal and leaving them with a positive impression of their purchase.
Value and Car Salesperson Tips
13. Differentiate Through Service:
Car purchasers are often willing to spend more on a vehicle than is strictly necessary if they perceive the value of the dealership’s service and overall offering to outweigh the price. This guidance is crucial for those selling cars, and I won’t reiterate it, so make sure to internalize and fully grasp its significance. People can buy cars from any number of different car dealers.
It’s about something other than price like many salespeople think; it’s about value. It is about what they are getting for the price. They are getting service from you and your dealership. Ensure they know the great experience and personal service they will receive.
14. Treat Every Customer Like a VIP:
Treat all of your customers like they own the dealership. When you treat your customers like they are the best customers you have ever had, they will return to you in many ways. They will send their friends and family to buy cars and want to buy more vehicles from you in the future. Plus, they will give you a great C.S.I. score or Customer Satisfaction Index. That may mean a bonus if your dealer uses that as a compensation measurement. This tip is one of the most potent car salesperson tips for building referrals and earning repeat customers.
15. Maintain Inventory Knowledge:
Know your inventory. Whether it be new or used car inventory, you should have a good idea of what you have in stock so you can switch them to another car if needed. There can be any number of reasons to change cars, so knowing what to suggest or show them can put you ahead of your competition. It’s said that 80% of all car buyers will purchase something different from what they came into the dealership to buy. Take advantage of this information and sell them a car, even if it’s not the car they came in to buy. Remember, they came into your dealership to buy a car.
Car Salesperson Tips for Success
16. Leave Personal Issues Behind:
To succeed in selling cars for a living, leave any personal problems or distractions behind and focus solely on the task at hand. Maintaining a sharp, focused mindset is crucial for success in this field, as it requires constant attention to detail, a deep understanding of the product, and the ability to anticipate and respond to customer needs.
As a car salesperson, you must always be one step ahead of your customers, armed with the knowledge and expertise necessary to address their concerns and provide them with a seamless, satisfying experience. By mastering the art of mental focus and leaving any outside distractions at the curb, you can increase your sales and achieve tremendous success in your career.
17. Listen More, Talk Less:
Shut up and listen. You have two ears and one mouth, so listen twice as much as you talk and learn when to shut up. See the Shut-up a Car Salesman Tip post. The power of knowing when to speak and when to shut up can make a huge difference in your car sales commission. When negotiating, there is a saying in the car business that the first to speak loses after a proposal. Customers often wait for you to say something to get them off the hook. Wait them out; you will be amazed at how well this technique can help.
Best Car Salesperson Tips
18. Establish Eye Contact:
Maintaining eye contact is crucial in establishing trust and sincerity in any interaction, especially in sales. Overcoming this habit is essential to averting your gaze when engaging with others. Direct eye contact conveys a sense of authenticity and confidence, making your communication more effective and trustworthy. Furthermore, by looking your customer in the eye, you can gauge their level of engagement and sincerity, allowing you to tailor your approach accordingly. It’s a powerful tool for building rapport and understanding your customer’s needs, leading to more successful and meaningful interactions. So, make a conscious effort to maintain eye contact and observe its positive impact on your sales and commissions.
19. Sell Your Customer, Not The Desk:
The sales manager has been in your shoes and has a good idea when you are selling them why they should take the deal. Stop selling the sales manager and sell the car to the buyer. Remember, two people meet, and one gets sold. Will you be the one doing the selling, or will your customer? The desk manager will make the call on when to take the deal. The sales manager wants to make more money like you, so listen and report. Then, go back and sell the customer.
20. Highlight Additional Features:
Don’t forget the extras. Whether it’s your dealership’s policy or not, you may be required to sell the extras to earn more income and sometimes qualify for bonuses. No matter how hard it was to close the sale or how tight the payment was to reach, you might be able to sell them accessories or options. Some car buyers are conditioned to buy the extras. And you will lose an opportunity to make more money if you can’t sell them some extras.
You might be surprised who will buy the extras if you give it an honest pitch. Following this car-selling advice, you can turn a “Mini Deal” into a good deal with some extras. I have worked with many customers who plan on buying extras. Whether it was paint protection, fabric protection, soundproofing, running boards, or any number of things, they all pay you more commission.
Commission Car Salesperson Tips
21. Maximize Revenue Opportunities With Car Salesperson Tips
Don’t leave money on the table. If you don’t get the extra money from your customer, the F & I Manager will. If your car dealership has a good F & I Department, they will get the money and commission you left behind. I don’t know about you, but I like money in my pocket too much to give away to the Finance Manager, so don’t give up too quickly.
It happens every day and at every dealership around the world. The Finance Manager bumps their payment for something. It might be warranty, tire and wheel, or GAP, but they get the bump. Keep going. I am not saying you need to grind your customers but don’t be too easy either.
22. Prioritize Follow-Ups:
Follow Up. Follow up on everything, whether it is sold new car customers, used car customers, “Be Backs,” or customers you sold a year or more ago. Stay in touch through your “CRM” (customer relationship management tool) and ask for referrals because these car buyers can provide you with future sales and income. Take advantage of your “CRM” to prospect, new customers whenever you have downtime during the day because this is one of the car salesperson tips that can get you a few more monthly sales and increase your salary. Use texts, snail mail, emails, and phone calls, but follow up.
23. Ensure a Positive Delivery Experience:
The Delivery. The last person your customer sees before they leave the dealer is you. Thank them, show them all about their new car. Inspect the vehicle with them and show them all the details, gadgets, and technology. Plus, you must ensure they are happy after the F & I Manager has been grinding them for a warranty, insurance, and service agreement.
Make them happy so the last thing they remember when leaving is you and the great experience you provided at the car dealership so that they will send you referrals. These car salesperson tips can bring you future business and referrals, which is the secret to a successful sales career.
24. Infuse Enthusiasm:
Enthusiasm is a powerful tool in the world of car sales. When your customers sense your genuine enthusiasm, it can significantly impact their buying experience; it’s contagious. There is more to it than just putting on a show. It’s about genuinely making your customers feel valued and appreciated. From the moment they walk through the dealership doors, convey your excitement to see them and your eagerness to assist them.
Show genuine interest in their needs and preferences, and let your enthusiasm shine through when discussing the various car options and features. However, it’s essential to be authentic in your enthusiasm; customers can easily detect insincerity. When a customer expresses interest in purchasing a car, let your excitement show. Your genuine enthusiasm can create a positive and memorable experience for the customer, ultimately influencing their decision to buy from you. This is one of the most powerful car salesperson tips.
25. Texting Communication:
Texting is a valuable tool in car sales, allowing direct and prompt customer communication. It offers a more casual and approachable means of engaging with potential buyers, leading to stronger customer loyalty and increased sales. Texting also enables personalized recommendations and ongoing customer follow-up, enhancing customer engagement and streamlining sales. You are missing the boat if you don’t use this valuable tool. Sure, they can block you, so use it carefully and wisely. But the result is that it can help you sell more cars and make more commissions.
Bonus Car Salesperson Tips
Bonus Car Salesperson Tips #1. Social Media Scores:
Social media has become an invaluable tool for car salespeople, providing a direct and engaging platform to connect with potential buyers. Salespeople can showcase their expertise, build a personal brand, and connect with a broader audience through platforms like Facebook, Instagram, and Twitter.
Moreover, social media enables car salespeople to stay top-of-mind with potential buyers, allowing them to share updates on new inventory, promote special deals, and provide valuable insights into the automotive industry. By leveraging social platforms, salespeople can effectively communicate their dedication to customer satisfaction, build trust with their audience, and ultimately drive sales success in a competitive market.
Embracing social media as a part of their sales strategy allows car salespeople to expand their reach, engage with customers in a more personalized manner, sell more cars, and establish themselves as trusted advisors in the car buying process. Make sure you check on your dealership’s policy when it comes to Social Media. Most dealers have a policy and may restrict your efforts, so check first.
Bonus Car Salesperson Tips #2. Artificial Intelligence For Salespeople:
Artificial intelligence (AI) offers significant value to car salespeople by providing them with advanced tools to enhance customer interactions and drive sales. AI-powered customer relationship management (CRM) systems can analyze vast customer data to identify patterns and preferences, enabling salespeople to offer personalized recommendations and tailored solutions. By leveraging AI, salespeople can gain valuable insights into customer behavior, allowing them to anticipate needs and provide a more targeted and effective sales approach.
Furthermore, AI can streamline the sales process by automating repetitive tasks, such as lead qualification, appointment scheduling, and follow-up communications. AI allows salespeople to focus their time and efforts on high-value activities, such as building relationships with customers and providing personalized service. AI-powered chatbots can also provide immediate assistance to customers, answering questions and guiding them through the car-buying process, ultimately improving customer satisfaction and driving sales efficiency.
AI empowers car salespeople to deliver a more personalized and efficient customer experience, increasing sales and customer loyalty. We will see more and more about AI in car sales in the future. However, there are many ways to use AI to help you sell more cars right now.
Car Salesperson Tips Summary:
These car salesperson tips might not help you become the world’s most excellent car salesperson, but they will help you sell more cars. They have come from some of the top car salespeople I have known, including myself. You can make a six-figure income selling cars for a living if you follow this time-tested car sales advice and guidance. Thousands of good car salesmen and car saleswomen make a perfect living as successful car salespeople.
These car salesperson tips are not necessarily secrets for Chevy, Ford, Toyota, or Dodge buyers, but they will help you move more vehicles. Whether you sell new, used, or Certified cars, it doesn’t matter; car buyers are still people, and people like to do business with people they like. You can learn how to be a good salesperson. And even become a great car salesperson because there is no such thing as a born car salesperson.
Later, Fresh Up on the Lot