Car Sales Questions, Comments, Tips, Advice or Anything Else!

I have set this page aside to post anything that you may think would be of value for Auto Sales Professionals. Feel free to send in anything you would that pertains to Selling Cars for a Living, Car Salesman Tips, or Car salesman Income. You can add anything to the comment form below or you can email to KB @


Brandon H · June 7 at 4:42 pm


I have really enjoyed reading your posts and blogs about the industry. I have one burning question and I hope that is something you can enlighten for me.

I have been in the business for a few years now and it seems that there is a some kind of trend with sales managers “flooding” the sales floor with new hires. Why?

I understand strength in numbers, But in a demographic area there is only so many people. In my opinion, it seems better to me to have 10-12 well trained professionals moving 150-200 cars a month than 20 sales people moving 150- 200 cars a month. What am I missing?

Christiano · May 10 at 9:21 am

Hello, You have a great Website here. Thank You For That.

I am about to embark on to a New Adventure as a New/Used Cars Salesman.

I love cars and I can talk to be easily.

What Tips do you have for a Brand New Car Salesman?

I want to be a New Generation Type, No Pressure, No Games,

Buying a Car Should Be Fun.

How can I be the Best Advocate for my Clients and still sell a lot of cars?

John Riddell · February 22 at 10:24 pm


KB · February 18 at 6:49 am

Karl Beckham

John Riddell · February 17 at 9:17 pm

I am doing a school project about being a car salesman and it is required that I have the name of the person who wrote the articles. It says KB at the bottom of the page but that is not enough to go on. Do you mind telling me your first and last name please.


David · December 31 at 9:35 pm

Hello my name is David and I just started selling cars for the first time.
I am selling at a buy here pay here lot and there are three salesman including me.
My questions are how to develop a competitive attitude? We do not have a up system the top seller is selling 20+ cars a month by being very cut throat.
My second question is how do you get more of a down payment?
Thank you for sharing your tips and experience it has been very helpful!

KB · November 18 at 5:44 am

Sorry, not at this time, but you can print out the e-book version.

paul · November 17 at 8:42 pm

Is it possible to get your books in print? Please reply by e-mail.

KB · December 18 at 6:58 am

Hi Elaine,

I can’t say that I have been able to determine and special time of day when they buy more than others.


Elaine Sullivan · December 13 at 8:58 am

Are there any “magic” hours of the day where people actually make their buying decisions? In other words, industry wide, what time of day do most salespeople get their, “Yes, I’ll take it!”

KB · November 1 at 4:37 am

Hi Mark,

I think you hit the nail on the head. It’s probably time to move on.


Mark Atkinson · October 31 at 11:00 am

KB, I need a serious suggestion on this one. I’m still at the same place (trying for a full year) but they pay plan has changed twice, the schedule has changed 5 times (with the last being the worst 7 days straight every other week). I used to sell 12-13 cars in my small city and make 4k – 5k the first two months, then selling 12 – 13 cars only gets me 2k – 3k. Now, because I’m overworked, stressed, and traffic in our small city has slowed to the point the top guy is at 9, the middle men (me) are at 6 – 7 and others 3 – 4. I’m only making a draw check, and being taken at the end of the month! The only bonus we get is for write ups.

I can’t live like this, I have 7 cars out and have a front end “Gross Profit” of $57.00! Yes, you read that correct! Others have -$2,700 -$1,500, almost everyone is negative or barely postive with just one guy being $10,000 front.

I’m thinking it’s time to go, I want to set my roots here as there aren’t many other dealerships near me but I can’t live off this and support my wife in school. I don’t even feel like working because for the last months I’ve worked over 98 hours every two weeks, get no family time, bust my but and STILL make no money. My last few months here my friend who is manger of Taco Bell made just as much as me!!

KB · August 6 at 6:22 pm

Hi Sam,

Wow that was a mouthful.

I hate to say it, but maybe a different dealership is the answer?


KB · August 6 at 6:12 pm

Hi Dave,

Your history should speak for itself and the interview shouldn’t be a big deal at all if you apply to a good dealership. Don’t put too much into the interview. Its more about learning what kind of person you are rather how much selling experience you have had. If you don’t the job at one dealership apply to another. You would be surprised how things will turn out even if you apply to multiple dealers.

Good Luck

sam · July 14 at 10:31 pm

Hey KB I am very new to the car industry and I am 23, have a partner and a 5 month old baby girl they are the main reason I am here. I have never had any past experience before, have been here for 4 weeks now on my second week here I sold my first car I was stoked on my third week. I sold 2 in one day and I felt like I was on fire and unstoppable like I knew what had to be said and done before it was even time. I am a very confident happy go lucky guy extremely easy going and great for a laugh my best quality I would say is making people feel comfortable from the very first encounter my product knowledge is great and growing every passing day now. I have sold 5 vehicles in total since beginning, not the best I know, but the process has started to become second nature though there is a major problem hindering my efforts now business is slow and from what iv picked up the boss is way under his quota and has instructed me and another newbie here that we are now unable to sell ourselves we must meet and greet only and then pass out potential buyers onto the other salesmen. We are new here and there are only two other salesmen with experience I asked why is that. His response was business is slow and we would rather the other salespeople sell then let the newbies try and fail cause it costs us money for use to learn so he said if I asked the big boss who would he rather sell this customer a car or Brandon (being the more experienced salesman). What do you think he would say… this was heartbreaking after being able to sell and doing real well at it to then have it all taken away has left me very confused and truthfully unmotivated not to mention all five customers I dealt with that bought new cars from us have told me and other peers they’ll be back in the future to see me again and not only that some even went ahead and told our business manager,sales manager ect. I did a fabulous job and took take care them and if I am here in a couple more years they will be back again to see me. This coming from a customer to the higher authority surely would have impacted greatly on my behalf and shown that I am doing well here proving myself to them if nothing else so how is it I am just a meeter and greeter now for the next 3-12 months he said. All I can put it down to is the other salespeople are complaining and preventing me from selling by saying to our manager that they could of done better, but what i want to know is is this fair should i stay and drip feed these other salesmen my potential commission for the next 3-12months while my family go without since they are the only reason im here and without commission I only earn $600 after tax for 6 days a week 9hours a day and the only training I am getting is in my office reading every bit of info you are posting as it has been very helpfull in alot of aspects. I just get the feeling like I am left to figure it all out on my own.

KB · May 29 at 11:19 am

Hi Mark,

I think it is a good idea, but it will involve some time which doesn’t come easy today.
You can find several free solutions for building a website of your own or you might want to try doing a Facebook page, not a personal page, but a business style Facebook page. I have talked to several salespeople that have picked up deals through their own websites and pages.


Mark A. · May 23 at 2:48 pm

What are you opinions of having your own personal website? I hear some people say it’s a waste of money, others say it brought them some deals. Did you ever use one? And if you do think it’s effective do you have any suggestions on going about making one?

I’ve been second place for the last few months and if I can get that extra edge that gives me one or two more sales a month I will be top dog.

PS Saw the video the universe needs car salesman, thanks for the e-mail cause I didn’t see it until now.

Thanks KB

KB · April 30 at 5:10 pm

Hi Lucas,

I am not a fan of dealerships where the sales people rotate ups.
An open sales floor is the only way to go if you want to make the real money.

Changing dealerships might be a good idea, but you are the only to make that decision.


Lucas · April 15 at 3:47 pm

I have a problem at my dealership where the entire floor is flooded with salesmen. We have to stand and wait on a list until it’s our turn to get an Up. I’m not sure how I can get very many sales with so many folks and would like some advice on how to get more Ups or should I just move on to another dealership?

KB · February 6 at 12:58 pm

Hi Dw,

I like the idea.
If you want to forward it to me I will use it with a couple others to start.
However I think we need to keep the name of the dealership out of the post.


Dw · February 1 at 5:06 pm


have you ever thought about having a section on your site where we could post our pay plans I think it would be a great tool, so sales reps would know what’s out there? Let me know what you what you think.
If you like the idea I will post mine with the manufactor spins as well.

Hyundai Atlanta

KB · October 9 at 6:28 pm

Hi David,

There is plenty of room for advancement at most dealerships.
The key to making manager is being a top car salesman consistently.
Consistency is the key. When you numbers are on the top month after month and you want to advance you usually will.

Thanks for writing, keep us informed.


KB · October 9 at 6:23 pm

Hi Frank,
The new location sounds great and will probably bring you a considerable amount of floor traffic.

Hang in there and keep thinking about all the ,money you will be earning down the road.

Sometimes it takes a little while before you will get leads handed out until you get the hang of the car business.

KB · October 9 at 6:20 pm

Hi Sami,

I sent it out to you.


Frank · October 6 at 7:33 pm

Hey KB,

I’m 3 weeks in my new sales postition with Honda. I’m kinda nervous right now.. I made the move to car sales because I was capped out salary wise at my old job and I wanted to help my family alot more. Right now traffic is very slow and we have a total of 15 sales guys right now. We’re moving into a new location so I believe that why the increase of Sales guys on the floor. For a newbie like me does this sound like the ideal spot for me? Right now we have alot of guys hungry waiting for customers and the other frustrating this is “BDC” isnt giving leads to rookies at the moment.

attorneydavid · October 2 at 11:58 am

Hi, KB,

I’m wondering if you do good in sales what’s the possibility in terms of management and advancement?

You have an awesome website and I’m definitely buying your books if I try selling cars. I’m an attorney who’s decided to shut down my practice since it’s just not profitable and it would take 5 years to make a living at it and it’s really awful work. My favorite part was closing the sale and the consultative aspect, actually servicing the work was a real downer. I seemed to be really good at the sales part and had people calling me in some cases over a year later to say they’d gotten the money together to hire me.

I sold some real estate as the practice shut down and think I could do it if I had too but the lag time of years seems a bit much and there’s really no career advancement since managing real estate is essentially a glorified office manager. Also, it’s a very solitary pursuit since you work from home most of the time.

I looked around on your site but couldn’t find anything about what’s possible in terms of promotion if you do good as a car salesman.

Thanks in advance,


KB · September 23 at 6:53 am

Thanks Adam,

I appreciate your comments and love your story.


Adam · September 21 at 9:38 pm


Every single one of your e-books have helped me immensely – I own all 3!

I’ve been training myself out of your Closing ebook and have put a lot of work everyday into sharpening my Ben Franklin close. Long story short, I bumped someone $90 a month using the Ben Franklin and held gross like a hero. And when they were done with me, F&I sold them everything there is to buy on the back end!

My sales manager was ecstatic. And take a wild guess what our GM trained on the very next morning? That’s right – the Ben Franklin close! And I did pretty much the same thing all over again that day too – used Ben Franklin and came out a huge winner.

Since then, we’ve had a Ben Franklin revival among the sales managers and the salesmen. We’re making some great money all thanks to your awesome e-book.

Thanks for sharing what works with the rest of us… I can’t thank you enough!


KB · September 19 at 12:54 pm

Hi Cacey,

Take a look through the website here and you have a pretty good idea.
Most dealerships want you to be at least 21, have a drivers license and able communicate effectively.
They will usually teach you the rest.


KB · September 19 at 12:42 pm

Hi Jay,

The most important aspect will be the dealership and not the brand.

What are others making and for how long?
You can always surpass that, but if nobody is making much money the pay plan might be the problem.
Do a little homework and talk to sales managers about what others are making.


cacey · September 6 at 7:30 pm

Hello i am thinking about getting into the car salesman business an i would like to know if there are any reguirements that i need to be aware of before i take the plunge.

KB · September 5 at 6:20 pm

Hi Bill,
Sounds like you are off to a great start.
You said nobody makes over 80K a year, but that doesn’t mean that it can’t be done.

Maybe you are the one to make it happen and break some records.

You don’t have to be selling a huge dealership to make big money.
A dealership that allows you to sell both new and used is always a good idea so you can switch people that you need to switch and it gives a bigger potential customer base.


KB · September 5 at 6:09 pm

Hi Mark,

Hood to hear from you again. Glad things are going well.
The next step would be finance or a sales manager.
It depends on the dealership and your abilities.


Mark Anthony A · August 31 at 12:38 am

Well, as promised I’m back in touch! I went from Chevy to a used car lot, seems to get more traffic, better deals, much bigger commission, and better hours. All-in-all better! But I do wonder, as I look to the future, when would I know it’s time to move up to the next level (Finance?), and how do I go about even getting myself ready for that, and show that I can handle it? I don’t plan on making this jump for a long time, but want to start planning. Any advice would be great! Thanks KB.

bill · August 24 at 4:26 pm

I took a position on july 5, trained for a month in bdc and learned the product line. I have just finished my 3rd week selling on the floor. 11 units sold, not bad. I’m just not sure its the right dealership to have a long term career. no one there makes over 80k and a few have been there 20 years plus. Is the pay plan different at all dealerships, is it better to be at a larger dealership that has a larger inventory? It seems the most money is made in used car sales. should i go to a dealership that only sells used cars to make the most money? I’m torn, i like my dealership just not sure its the place for the long term success I intend to have!

Jay · August 18 at 7:17 pm

Hi KB –

Extremely informative. Glad i found this site. Long story short and I will get to my main question. I’m currently in retail as a regional manager overseeing multiple locations. I feel as though i’ve capped out @ about 80K per year in salary/bonus. I want more!

Always been great in sales, which is how i got to my position, thus the reason i am making the move to auto sales. I’m nervous as any person changing careers would be, but confident in myself – My question… I live in the baltimore / washington dc area so A LOT of great dealers to choose from…BUT should i go to a dealer that is a “delivered price – no haggle” dealer (huge traffic!) or a traditional dealer?

My goal is this … 80 – 100K my first year. 120K my second, and sales management my third…

Which type of dealer should i begin with? Thanks in advance for your time – I appreciate it and look forward to your response!

KB · August 16 at 8:03 am

Hi Mike,

You are on a tough road, but you can get through this.

Start working the internet for everything you can. Not keen on the idea of roving sales.

The Internet is the future of our business, it takes time, but it will be worth it in the long run.


Mike · August 15 at 6:54 pm

Hi KB…

I am a salesman at a new dealership in a rural area…. our town is about 8k people in a county of about 34k. I have sold cars off and on between positions in a much larger market, but am now selling full time as a career.

The dealership is a great place to work. But I am wondering what tips you may have for a salesperson in a new dealership which currently has low traffic. I have stepped up to handle our IT work and a fair portion of our advertising and marketing to help stand out as an employee who is truly vested in the success of the store. But obviously I also want to spend my time and effort in a smart manner to bring people in for the overall good of the store, but also bring a large percentage of them in looking for me.

Also, I am interested to know your opinion of roving sales/marketing groups. As a new dealership we are required to use one on a fairly regular basis. The problem becomes that we have had issues where because these salespeople are not store employees, they sometimes seem much more concerned with high gross and putting people into vehicles any way they can than they are in customer service and the reputation of the dealership. Any tips on how to combat this, or at least tolerate it for us who are putting so much of ourselves into this enterprise?

KB · August 8 at 12:07 pm

That is a tough call, a lot depends on the spiff program.


Larry · July 26 at 8:22 pm


How is it going? I have been back in the business for about 8 months now. I am working for a Dodge store now and we are doing pretty good there, we average about 180 cars a month. I currently am receiving 25% of the gross minus the flat. I am think about going to sell Toyota which they are offering me 20% if gross is under 2k and 25% if it is over 2k. They have a $100 mini, just like Dodge, but they have a spiff program. Not sure if this is a good move or not.

Thanks Larry

KB · July 23 at 11:50 am

Hi Matt,

You can take home a lot more than 450 a week selling cars, but you have to take the plunge.

Best of Luck


Matt · July 11 at 1:18 am

i am thinking about getting into the car sales business. I am working 60hrs a week doing security and taking home 450 a week. i live in the Memphis TN area. I wanted to know if i should go head and apply. But i guess i don’t have much to lose by trying it.

KB · July 8 at 7:56 am

Hi Craig,

Thanks for writing and I am happy to hear you are doing great.

As far as a secretary…I have and I have known several salespeople over the years that paid their kids or spouses to do some of their paperwork, calling and phone work in order to make better use of their time. After all you need to spend your time doing what you do best which is selling cars.

Nice work, Keep it Up


Craig · June 27 at 2:39 pm

I just came across your website today and I think from what I have seen so far that it’s great. I have been selling used luxuary autos now for 3.5 years and I love it. I was the salesman of the year in 2010 and 2011 and have won saleman of the month about 21 times. It is a great feeling and they not only give a very nice wood/gold star for your desk but also give bonus money for it. I was a union truck driver for 15yrs of my and decided one day with my wife to change my profession and have never looked back and am very happy. Attitude is everything in this business. It’s all about being confident in yourself to do well and you will. My 1st year in the business I made $75k! That is $20k more than I ever made in the trucking business and only working 45hrs a week VS 60! Last year I made $96g and that is moving anywhere from 20-25 units a month. My question for you is I was thinking of hiring a secretary to start handling all of my paperwork, ect.. for customers. I feel I lose alot of business doing things that a secretary could handle for me? Do you have any experience in this matter and what are your thoughts? Thanks Craig.

KB · June 20 at 8:29 am

Hi Sami,

Nice to hear from you.
Sounds like you are doing great.
One of the drawbacks of selling BMW is the amount of traffic the dealerships gets and the limited choice of vehicles.
BMW is a great car, but the buyers are usually tough to work with.
On the other hand Toyota has great product and a very diverse line of vehicle which means more traffic and ultimately more sales.
Just because a car sells for big bucks it doesn’t mean there is much profit after the pack.

I would probably take Toyota, but that is just my opinion.


Sam H · June 17 at 3:20 pm

Hi KB, Sami here again! I wanted to report back after my first 8 months in the biz !

Seven out of those 8 months I was the top grosser in my dealership! However, I recently decided it was time to move onto a dealership that was commission-based rather than volume/salary/small commission. I just wanted to know if I have a good plan here!

1. I get 15% on front and 15% on back. About half the cars we sell are used cars. There is a small volume bonus at 15+20 cars. It is a Toyota dealership.

2. Right after I accepted the offer from Toyota, my former GM who is now the used car manager at one of the largest BMW dealerships in the state offered me a position in the dealership. It’s pay-plan is 500 per week, plus 20% front on new and 25% front on used, plus demo (even though I already have a car).

I know nothing about selling a luxury brand, and don’t know how the mark-up works in those vehicles (or if I would be selling as many units).

Everyone is telling me I’m crazy for not taking the BMW position. Is there more money to be made at BMW or Toyota? Am I shooting a golden goose in the mouth?

KB · June 6 at 4:15 pm

Hi Jim,

Those are kind of questions that make me think that selling cars is not the business for you.

If you are worried about rolling over the Draw and making minimum wage, get out now.


laura70 · June 1 at 11:58 am

I was wondering if you paid the 500 dollars for the training and actually got the position. I hope you see this and post a reply so we can know.

laura70 · June 1 at 11:53 am

Well, I still have not been placed anywhere and it has been 2 weeks. I really feel that I have lost the 630 dollars and it was a scam. I am on the phone right now with USC Auto who turned out to be the company that sent the trainer. The lady just told me he was not answering his phone. The trainer’s name is David Monicatti. Has anyone else ever dealt with him? Did anyone else ever got placed in a car salesperson job after taking the 2 day class? When I originally went to the dealership I really thought I was dealing with the dealership not USC Auto. My husband is really, really mad at me because he loaned me the money. I so very upset over all of this. I have been unemployed for 2 months.

JIM · May 31 at 1:22 pm

I have 2 questions can a dealership give you a draw and roll it over month after month if you couldnt get out of the hole .2)do dealerships have to pay you minimum wage if you are not covering your draw

John · May 29 at 7:11 pm


Thanks for the quick reply. I gotta say ur website has been immensely helpful in making this transition a smooth one that I’m feeling more confident about. Buf if you could answer one more question for me. So through the course of this last week I have been given an opportunity with a couple of dealerships. So I ended up being interviewed for for Fuccillo Chevrolet. Fuccillo is one of the more recognizable names in dealerships here in western new York. The interview went great and have my second set up for tmrw where I believe they may offer me a job. However, today I finally had an interview for Basil Ford. Though this was a much more intense interview it too went well and I have a second interview set up for Thursday! I’m sure you can catch my dilemma, Basil ford is literally right around the corner of my house, is well known and successful and according to the sales manager the lowest income las year was 45,000. While Fuccillo Cheverolet is about 20min awa. But is ALOT larger and carries a much more agressive advertising campaign. I also would probably prefere to sell Chevy. But idk. I feel I could earn the same amt of success at either, I’m just seriously torn. What DO YOU RECCOMEND?? CHEVY OR FORD.??? Please answer definitively! I would appreciate it once again thanks for all ur help and I plan on buying ur book once I’m on the floor.

KB · May 29 at 5:19 pm

Hi John,

Yes you are correct, being able to sell is more important than product knowledge because people buy from people.
The product knowledge will come over time, but being able to sell is what dealers really want.
You can do quite well and even make a six figure car salesman income if you can sell, you can always learn the product.


KB · May 29 at 5:14 pm

Hi Sergey,

Get used to it because car buyers aren’t concerned about the dealership making a profit, they just want the best deal.

Overall dealers do quite well, but they sell much more than the car. They also sell warranties, options, accessories and financing.


KB · May 29 at 5:08 pm

Hi Shane,

The pack sounds high and the fact that there aren’t any other bonuses would make me think twice.
As far as commission being 25%, that is not uncommon, but there are usually other opportunities for bonuses.


KB · May 29 at 5:02 pm

Hi MikeG,

You are on your own here because it is all about what works best for you.


KB · May 29 at 5:00 pm

Hi Mark,

You can do it!

Keep your head in the game and you will do fine.


Mark A · May 26 at 5:59 pm

Well it’s been a month a two weeks, thought I would give a status update. Your tips helped me to hit the ground running well, I’ve made more commission than hours (which takes lots of pressure off). I still go over your books daily to refresh and learn. If I don’t sell a car for WHATEVER reason, I look to see if I could of done anything different. It’s a never ending learning process but you have armed me with a good amount of knowledge to do well.

I’ll be in touch next month

John · May 24 at 11:06 pm

Hey Kb,

Im an experienced salesman with plenty of retail experience. I have been blessed with the ability to sell ice to an iceman. I have an interview tmrw with Toyota for a sales job. IM curious you opinion on one looming doubt or concern i have. And that is while iam a great sales man i dont know much about cars. Honestly just average knowledge. You can learn product knowledge but its harder to learn to be a great salesman. Do you agree with me? Is it possible to be successful even though i dont much knowledge GOING IN?

Sergey · May 24 at 9:20 am

Hello Karl and everybody!
I am- newbie. At first thank You very much for your book and website and more!!! I am trying to start career at the car sales. The mostly difficult thing for me- it’s language. And this is mostly important tool, but I’m working and working in this area! I thought if I want to play this game- learn the rules at first, and i got Your book. It’s really helpful! Thank You again!
But I can not sleep with one question… It’s could be funny for You, but I’ll ask BTW. Why are people talking about numbers? I mean about prices. If somebody going to buy new TV or food, or any another things, they can understand: that in the price are: showroom cost, service cost, salary and profit finally. But at the car dealer- it’s OK to talk about price?! I am talking about new cars. I think something wrong in here… Can You please explain to me this (censored) nuance?

MikeG · May 23 at 1:38 pm

At the dealership I work, a demo is a benefit. One can choose to drive the demo or accept $205 a month payment instead. With the demo, there are some taxes to pay as there will be with the cash payment. Any recommendations?

KB · May 20 at 6:09 pm

Hi HT,

That could be tough one, but I like the idea.


KB · May 20 at 6:08 pm

Good Luck JD,

You will probably do great.


KB · May 20 at 6:17 am

Hi Laura,

Sounds a little fishy.

JD · May 18 at 6:34 pm

59 years old. Over the road truck driver most of my life except for a 7 year stint in the Insurance business where I did managed not to starv. I start monday for a Chrysler dealership. Looking forward to it.

laura70 · May 18 at 2:09 pm

Also, I was told the 630 dollars was for drug test, background check, and books. But, on the paper I signed it said the training
manual was $630. The dealership manager told me today if I don’t get the job I can call the 1-800 number in the book so I can be placed somewhere else. Only thing is I looked in the book when I got home and there are no phone numbers. What are my chances of being placed elsewhere if I don’t get the position at this dealership? I am sick over this.

laura70 · May 18 at 2:03 pm

Well, I think that I have been scammed and I am out of $630. First I was told it will be 500 dollars but then the next day that amount changed. I thought I was interviewing with an employee of the dealership and i was not. The last several days of training and interviews has been a waste of time and money if i don’t get the job. I won’t know for another week. Oh yea, today was the ACTUAL interview with the dealership manager.

Shane · May 17 at 1:30 pm

I have been in Dental sales for the past 8 years. I recently interview with a dealership in the Midwest that sells high end used cars. (ex) BMW,650,CLS, and so on…. During the interview I was told that they have a $1500 dollar “pack” and pay 25% commission with no real bonuses and the finance manager sells the extras. Is this the standard commission in auto sales? If so, I may be better sticking with selling dental supplies! Thank for reading my question.


HT · May 17 at 9:16 am

Hi KB, I am wondering can and what does it take and what are some of the first steps to form an association or union for car sales professionals just like the National Realtors Association? ….

KB · May 10 at 7:18 am

Hi Dany,

I hope it works out for you.
You have good ideas for getting your name out there.
Then you need to to do some car sales prospecting.
The right attitude will take you a long ways in this business.


KB · May 9 at 7:01 am

Hi Jessica,

Congrats and welcome to the car business.

Read over the posts here on the website, absorb as much as possible and listen closely to your customers.
The advantage of being a car saleswoman will come naturally. Keep your head in the game and you will do fine.

Best of Luck


Jessica · May 5 at 10:02 pm

I start Monday at a Toyota dealership, and I’ll be the only lady salesperson on the lot. Any ideas on how I can work this to my advantage? I used to be the number one sales person at the retail store I worked for, but I know cars will be a bit different! Thanks!

DanyalLodi · May 5 at 10:18 am

Hi KB,

I’m about to join a car dealership that sells both used and new cars. I decided to give a try to the car sales industry because I am sick of having a fixed income and in this economy the salaries out there are too low.

So i’m giving this a shot. I don’t have sales experience but I am hungry for success. I am preparing to go in with a winning attitude and before I went to the interview I read your blog and that really pumped me up.

The dealership I am going to be working at is offering minimum wage for the 1 week training. After that it’s 100% commission. However, they said that if I am not able to sell cars in a month, or make below $1200 I think, I’ll get a $1200 check, but I wouldn’t want to be in that situation.

Being a older college student as well. Some strategies I am thinking to market myself are making a Facebook page for myself, and putting up flyers on the college campus and also giving out my cards to students at the college.

However, I think that college students are not much prepared to buy a car. How can I tap into adults who purchasing power? I am also new in this town and don’t know people around.

Please give your advice. I want to be successful at this and taste the success of big money. I want to get hooked on this field.


PE · April 30 at 4:34 pm

so is their a coloration from your perspective between personal life and work life i.e. i was having a tough time in my life dealing with family issues and my car sales weren’t as high about 3 in one week (granted i’m new in the industry) but then after i worked through those things my sales went to 9 in the following week?
so my question is if your happier in your personal life will you be marginally successful in your car sales?

KB · April 29 at 6:01 am

Hi Nate,

First off, I have never heard too much about Carmax pay plans and secondly the little I have heard wasn’t very good.
Some dealers may consider it good experience and hire more easily.
If you are happy with 50K a year great, but if you are not then you need to get over the fear of earning 100% commission.
I talk of being able to earn a six figure income as a car salesman because it is more common than you think.
The opportunity is there, but you have to decide.


KB · April 29 at 5:55 am

Hi Again Marya,

I have not heard of a tier system for commission, but like I said earlier every dealership is different.


KB · April 29 at 5:53 am

Hi Marya,

It sounds like your husband is quite good at his job.
Every dealership does things a little differently.
If he is happy with the income thats great, but if he is not making enough and is looking for bonuses it might be time to check out other dealerships.


Nate · April 26 at 10:37 pm


I’ve been in the retail management industry for a while now, and left that to work at CARMAX. The pay was so unstable that I got discouraged and left to go back to retail management. I averaged from 6 to 13 cars a month, and was consistantly one of the top 3 consultants. I really love the auto industry and would love to go back, but the pay scares me, not having a steady income. 1) Would other dealers see working at CARMAX as a negative or positive? 2) I make about 50k a year right now, but I dont like my job. Do you think it is worth leaving to go back into the industry?

marya · April 26 at 8:58 am

The dealership he works for also does not offer a % They use a tier methood to decide how much you make off of a deal. Has any one ever heard of this before?

marya · April 26 at 8:50 am

My Husband Has been selling cars for almost 2 years, He has been the top saleman every month but 2 since he started. At the dealership he works for they do not offer any kind of bounus, and to make matters worse he never knows what he is making off of a car untill he gets his pay check, Is it alright for a dealership to do that?

Jodis Butler · April 24 at 3:00 pm

Dear Publisher!

I recently retired out of the Army after 32 years of service thinking that surely there would be a job for me. I found out the hard way, especially after losing everything! Yes, from a hero to zero.

Then one day, by stroke of luck or by faith, I came across these articles and after reading them, I applied for a position in a Internet Sales Department at a dealership in Alabama. In applying these simple blueprints for success, I am now well on my way to a 6 figure income and able to support my family.

I want to thank all of those responsible for the website and to those contributing their personal remarks.

“Don’t be sensitive to what people say, Be sensitive to what is Successful!”

To Our Success!
Jodis Butler

KB · April 18 at 10:27 am

Thanks Eric,

Success in sales is mostly in the mind and attitude of the salesperson.

It’s the like the old saying; If you think you can, you will and If you think you can’t you won’t.


KB · April 18 at 10:21 am

Hi Mitch,

You have to take the plunge, unless you are happy with 3500 a month.

There are plenty of dealerships out there where a six figure car salesman income is a reality, but you have to take the plunge and find out for yourself.


KB · April 18 at 10:19 am

Give them a reason to call you back in the message.
Something that excites them.

“Hi Mr. Customer, I have some great news for you. Call me back at 123-456-7890.

Garry@Chapman · April 17 at 11:26 am

I just recently got back into car sales after a 20 year break. I’m at a “buy here pay here” lot for 4 mos now, which used cars are new to me. I was Salesperson of the month for February. So, I haven’t lost to much of my skills They have a great internet lead program (we do floor/internet together. Before now I have had no experience with Internet Leads. My problem is gretting the prospects to return intial calls. Our system is set up for rapid response to a new lead and I have literaly call within 60 sec of the posting only to go to voicemail. Then no call back. Any thoughts or suggestions

Mitch · April 17 at 9:56 am


I’m currently employed at a buy here pay here dealer and have been for a couple of years now. My current pay plan is salary plus commissions however I only clear around 3500 a month. There are a few places I could go but I’m a little scared of the Franchise dealers and used car lots. All I keep hearing is that everybody has to take “minis” and noone is making any money. A former co-worker of mine has offered me a job and keeps promising me someone of my caliber can make really good money there but again I’m nervous. Would you be interesting in hearing my current pay plan and giving me some advice of where to go in the business as I’m in my early 20’s and a green pea in car sales.


Eric · April 15 at 1:22 pm

Hello everyone

I have never sold cars or worked commission, but this site has helped me train sales teams for selling just by helping them set the right mindset for sales and helping customers. Do you know your products, know your customer, know yourself ( self-confidence), have goals for yourself, do you know your targets set by your manager? Do you know what you expect from yourself and does it align or exceed that of what other people expect from you? I have found that over thre course of be a retail sales manager if I was able to teach my teams to say yes to all the questions then they would perform well selling for me. Everyone might need help from time to time, but have the confidence to ask for it and don’t fail beacuse you don’t know. Any way thanks you for this site and keep up the great work.

KB · April 10 at 4:41 pm

Hi Beau,

As a matter of fact I have worked with a person that stuttered slightly.

He did better with practice. The more comfortable you become with what you are saying the less chance of stuttering.


Beau · April 9 at 10:59 am

Hey KB,

I was wondering if you ever worked with someone who had a stutter. The only time I do it is when I am making phone calls to get appointments. Any thoughts?


KB · April 8 at 10:25 am

Thanks Mark
Good Luck

Mark Anthony A · April 6 at 11:33 pm

I’m going to be starting at a Chevrolte Dealer near my house (hopefully first interview went glowing), and I felt it was them to because I’ll never be able to reach a six figure income at a small used car lot. Between the knowledge I’ve learned at this lot, what I’ll learn at the new, and your book I think I’m well armed with the tools to reach a six figure income!

To anyone reading this, this man knows what he is talking about, and this book is the gift that keeps on giving. I’ve printed it out and plan on going back to it DAILY, to stay fresh.

Thanks KB, I’ll be in touch

Frankie V · March 30 at 12:59 pm

hello there, I just became a car sales man and I have been at it for about a week, I have never been in sales nor have I been in a high end job like this before. I am wondering what can I do to sell my first couple of cars and break the ice??? please help me

KB · March 28 at 6:28 am

Hi RG,

I have talked to some dealerships that do exactly what you described for training.
I am not a fan of this practice, but they do it to make sure that the people that they do hire and train are very serious.
Many people lack the commitment and dedication to to become a car sales professional so they charge for training and then those that are unsure about entering the field will pass on the opportunity. At least they reimburse after 120 days because don’t even have that option.

There are many dealers that do not have such regulations so you have to decide what is best for you.


RG · March 27 at 6:11 pm

Hi there,
I am thinking about becoming a car salesperson, but have one concern. The dealership I went to says they offer training to become “certified” but it would cost me $500 up front. The pay plan says $300/wk + commission. and They reimburse you after 120 days. I guess I was wondering if this is a common practice or is it a scam and I should look for a different dealership.

KB · March 25 at 12:12 pm

Hi Sami,

1. Nice to hear from you again. If you are the top car salesman at your dealership and only making 65K it may be time to think about a different dealership with a better pay plan. Pay plans are different at every store and yours doesn’t sound very attractive. However you might want to see where you are tracking by the end of June before you decide to make a change. The first two months are usually the worst, but March is usually better. To consider the dealership side of the equation; if they need to do that to sell cars (one-price policy) because of competition they will because they are naturally going to be concerned about the health of the store before your needs are taken into consideration. You didn’t say how many new and used they sell each month.

2. I have talked to and worked with salespeople that were selling 30 cars at some dealerships and they weren’t making much more than you are tracking for now. The overall pay plan is important. Not only the commission, but the bonuses and the opportunity to sell extras needs to be considered. Pay Plan is everything and every dealership is different. Eighteen cars a month is quite respectable.


KB · March 25 at 12:00 pm


Every dealership is different. Pick the best one for you and then kick butt. Yes you will work more than forty hours a week, bit you should always have two days off. If you can’t make 100K a year selling cars 5 days a week you need to change how you are doing it.


Sami H · March 24 at 9:23 pm

Hi KB,

Sami here again. I wanted to ask for your insight on a few things.

1. I have now been the top salesman at my dealership for 4 months (hopefully 5 once march is over), however I am only on track to make 55-65K this year.

It doesn’t seem right. I think the big thing, is that our store uses a one-price policy on USED cars and we DON’T get paid on gross! We get paid out of the doc fee,+3% on gross+volume bonus. The justification is “we don’t have as much profit on used cars as we used to because of the internet,” but I see an average profit of usually 850-1250 on the front-end (counting trade-in) on most used cars. Is the dealership justified in it’s reasoning?

Should I switch immediately or is this standard ? ? ?

2. I have been averaging between 16-18 cars a month at the dealership, which also seems pretty low for the top salesperson.

I see some people commenting they sold 30 cars in a month at some dealerships. I feel like I’m missing out .

KB please help! I have bought both of your books, and am a loyal promoter of your website. Any comments appreciated !

jp · March 24 at 1:50 am

Hi, I just got a interview at a dealership for a full time sales person. I am confident and exited to see if I get the job or not. I been reading a lot of your posts and I see the hours are long. I am young and wanted to see what the salesman lifestyle is like. Do they have time for friends and family? Working during the days seems like you can never enjoy the sun and have time.

KB · March 21 at 7:30 am

Hi Al,

I will be writing more on the subject in the near future.
I am also working on a new book “Survival Guide for the Internet Sales Manager”.


Al · March 7 at 1:46 pm

I was wondering if anyone may have an example to how to reply to internet leads ? I have been selling cars for 2 years in April and part of those are via email, I just want to make the email to the best possible for my prospect

KB · February 28 at 6:25 pm

Go for the volume until you get some good experience.

Charles · February 22 at 1:13 am

I am serious about making a good living and like the income potential in selling cars.
I am new to the business and researching auto brands and local dealerships here in Los Angeles area.
I am wondering if the best money is in high line auto sales or going with the most visable dealership selling the most popular volume brands?

KB · February 21 at 8:01 pm

Hi Chet,

Some do and some don’t’ it really depends on the dealership.


Chet · February 21 at 5:12 am

Would anyone know if new car dealerships hire part time positions?
I’m intrested in working part time because in 4 years I will be retiring from my current career.


Diane · February 17 at 1:15 pm

Would love to respond to Sue about her attire, the hubby suggested. I work in a Toyota dealership that requires all sales people wear black pants and green polo shirts.There is one other female that work here.We feel that being female gives us a real advantage because we build relationships with our customers that lead to more business. Everytime either her or I get a sale we call each other and say “You go girl”! We are both newer to the business and find we are making a great living, having fun don’t believe what we wear makes us any better or worse at sales. It’s simply how you relate to customers.

KB · February 4 at 9:38 pm

No, not at this point, but my new book that will be released in the Spring will contains items for Follow-Up, Prospecting and Referrals.


KB · February 4 at 9:35 pm

Hi Lon,
Never heard of such a thing.


Bill · February 2 at 8:01 pm

I am just getting my feet wet and was wondering if you have any examples of forms I could download ex.offer to purchase


Lon · February 2 at 8:26 am

I am considering getting into car sales and was wondering if you have to sign a contract with the dealership to work there for a period of time, or could you move on to another dealership if needed.

KB · January 31 at 8:19 pm

I wouldn’t to be selling door to door, that has to the the toughest sell.
You should do well in the car business.
Forget about Honda or Toyota they have their own problems and the domestics are doing well.


KB · January 31 at 8:01 pm

Yes Kim you absolutely can!

Kim · January 31 at 1:03 pm

Can you still make a six figure income selling cars in today’s economy?

jacka · January 29 at 2:40 pm

I have been doing door to door comcast cable sales for 7 months and make on average 2800 a month. I go door to door so I seen every personality there is and know how to talk to people even better now and I learned alot about myself.but i recently got hired at buick/gmc they said 2100 month salary base plus 350 a car sale and could be more if i meet a certain number. I have never been more skeptical about anything in life and I think I would feel more comfortable if it was Toyota or Honda because that’s all that is selling nowadays.

KB · January 19 at 6:54 am

Hi James,

You have a very unique situation. If possible you could use the standard attention getters like flags, banners, prices on the windshield etc…


KB · January 19 at 6:49 am

Hi Mike,

Sounds like you are on top of it and moving the right direction. Great Job!


James · January 19 at 12:27 am

My name is James and I am actually working on a Marine Corp base overseas. The base is small (very similar to a small town in the United States), I don’t have a problem with selling people once they reach my office, but rather actually getting them INTO THE OFFICE. I call some people daily but they are very busy on this base. How can I incentivize them more or how do I actually get them in once I have gotten good blueprinting and contact info? I can see how this is very different because I dont have a “lot” per say but rather 3 cars that are in a regular parking lot in front of the main store on the base!

Mike · January 18 at 7:14 pm

Hello everyone. I hope your all having a great start to 2012. I have been in the business for 12 yrs in every capacity (Sales, f&i, desk manager, sales manager, GSM). June 2010 I decided to leave Mgmt and go back into sales with a different company, but still with chevy. Since I am in a new town and don’t have the social network I had back home. I ranked 9th out of 18 in sales in 2010 (6 months) and top guy with 247 sales in 2011. There was A LOT of hard work and hours put in to sell that many vehicles in one year off fresh ups.

This year one of my goals is to have more referrals, repeat business, and come up with a system to get people to call me directly. Last year I worked very hard to have my web presence shine. I encouraged my clients to write reviews on a couple different sites and I have actually received a couple calls, and sales off of that alone. This year I am working on a plan to build my own website, and do some pretty aggressive advertising.

What I am looking for any help I can get in this area. I am pretty smart guy and want to do this correctly. If you know anyone in car sales that has done his own site (yes i know this is rare) I would love to see it. If you have any suggestions, comments (all positive ones please) or references I look forward to them.

Thanks in advance.

Mike Davenport

KB · January 11 at 2:07 pm

Hi JD,

Thanks for visiting.

It comes down to what they “book” the trade for. If they show giving the customer $10,000 and “book” it for $10,500 that is an extra $500 profit on the front end.
What the trade sells for shouldn’t matter, only what the trade is “booked” for matters.


KB · January 11 at 2:03 pm

I am not sure or at least I don’t recall.


JD · January 9 at 10:19 am

Hello: love your site. may jump on the train…..

My question is on trade-ins? how does a salesman make money on a trade-in? And please tell me any and all scenarios, such as…

Dealer values a trade at 10k in a deal to buy their other for $20K. I get paid front-end for the $20k deal but do i get paid anything more if…

the $10k car sells wholesale for $11k

the $10k car sells for $9k

or sits on the lot and doesnt sell

Thanks, JD

Ryan · January 9 at 7:17 am

Hello. I sent you an email on 1/3/12, and just wanted to see if you had received it. Please let me know either by responding to the email, or this post. Thank you.

KB · January 8 at 1:57 pm

Hi Morrie,

You are going to have to talk to the DMV in the state where you reside. They will be able to provide you with the information you need.


morrie · January 8 at 1:47 pm

Hello, I have a question, I want to get my car salesman license, but I was told I can’t because when I was 20 I got a felony charge I am 43 now, not on parole or probation since my 20’s. How do I find out about getting my car salesman license? I am working for car lot now in the garage. Please help me with this question thanks…

KB · January 5 at 7:42 am

Hi Diane,

I was checking out Grandmaster Follow-Up system you mentioned and I like the quality of the piece and the concept, but the cost can get quite expensive once you have been in the business for a while. Plus you will need a way to track who and when to follow up with. I have been testing out a few software programs to help with that and I hope to publish my findings soon.


Diane · January 5 at 6:50 am

Hi, I asked you the other day about customer follow up, mirroring my real estate type of marketing. I found a company online called Grandmaster Follow up. What do you think of this type of system?

KB · December 28 at 8:15 pm

I am waiting for some ruling by the states in which they operate. They have many legal issues to resolve before they will last.

Ryan · December 21 at 9:38 pm

Hi KB,

I live in IL and I have been an engineer for 15yrs. Lately, the engineering field has not been good to me and I have always thought I could be a good salesman. I have interviewed with a Lexus dealership and a Hyundai dealership. I pretty much just have to make a decision about a career change first of all, then where to sell. I know the commission is better at Lexus than Hyundai, but the traffic and sales at Hyundai is a lot more, almost double the monthly sales. I’m just wondering who I should sell for if I decide to do this?

KB · December 21 at 10:10 am

Hi Glen,

I think would have a very hard time finding a dealer would be willing to allow you to do such a thing. You are either in or out.


Glen · December 20 at 5:28 pm

I’m thinking about a career move and have always wanted to sell cars but have had nagging doubts whether it was really for me. But on to my question. Is it possible to job shadow or just “hang out” to see if this proffesion is really for me. To see how other proffessional really work. If so, how would one approach this. Would sales staff or management be keen on this.
Thanks for any input you can offer!

Adolfo · December 18 at 7:46 pm

Hello Karl. What do you think about It is making customers confused about prices and above all, it makes really a lot difficult deal with them because prices. Thanks for the answer.

KB · December 14 at 7:49 pm

Hi Darrin,

Check out

Calling past orphan customers isn’t that bad. You should also start talking to service customers. I have sold many cars to service customers that were waiting for their vehicle to be repaired or serviced.


Darrin · December 13 at 10:23 am

I’ve been in the business for a year now, and I currently live in the midwest. I have had success and always cover my draw, but would like to be more consistent month to month. The hardest thing for me has been calling people other than customers and base owners. Is there some advise that you can give on getting more customers in the door?

KB · November 3 at 8:59 am

You have to mention it and move on because if you try to cover it up it will come back and bite you. Also mention that even the small of accidents are reported and sometimes is could be a scratch or ding.

KB · November 3 at 8:50 am

Thanks Carson

Carson Rhodes · November 2 at 10:33 pm

I really have to commend whoever wrote “How To Be a Car Salesman – Are You Sure”. It encapsulated “the good, the bad and the ugly” parts of auto sales! I grew up in the auto business since both my father and grandfather were both auto dealers and I’ve seen it all and most of it was captured and presented in short order in this great article and that isn’t easy to do! Fun reading and thank you.

Andrew · October 28 at 7:26 am

Just wondering, in your experienced prof opinion, how you would list a car on the internet that has had an accident listed on a CARFAX. Do I mention and move on? DO I mention and go into how the vehicle doews not have any issues? Do I detail the incident? Im having a little problem with this since I do all the descriptions here.

thanks for your input

KB · October 26 at 11:28 am

Don’t give up.

I everyone could do it you wouldn’t be able big money as a car salesman.

KB · October 26 at 11:22 am

Thanks Tom,

If you are worried about a minimum wage check you might need to look in the mirror for an answer.

Sue · October 24 at 6:26 pm

I am a 49 yr old car saleswoman. I wear slacks and a nice blouse or turtleneck and jacket with comfortable black non heel shoes. My husband always argues that I should be wearing a pencil skirt and heels to work to look more professional. I dont think running around a car lot with potholes and puddles is a good idea in heels and showing the vehicle in a skirt could be difficult at best if you need to climb around inside to show various features! What do you think?

tom · October 23 at 5:58 pm

at most dealerships i worked at, you are a comissioned sales pay program. most dealerships are on a monthly pay plan with you getting draw checks during the month to get you by. they are required to pay you minimum wage by law if you dont make enough in sales commissions to cover the hours worked, once you have made enough commission to cover the minimum wage they will take the hourly out as a draw. If you are good at sales and it sounds like it you wont ever have to worry about min. wage again. I have been in sales for 15 years and NEVER have gotten a min. wage check.

John · October 15 at 5:20 pm

Hey i just started in the business about a week ago.. i have no experience in sales and ive never even talked to a customer before… how do i get people to come in for a “appointment”?

They’re not giving me internet leads or anything like that yet just owners that have bought cars from the dealership in the past years.. they told me usually after around 2 years people get the itch to buy a new car.. how do i go about this?? I would really like to start making some money and i just feel so out of place because ive never done ANYTHING like this before.. kind of over whelming at times. Any advice??

KB · October 13 at 5:25 pm

Every dealer is different, but most offer a draw.

KB · October 13 at 5:21 pm

It is hard to say for sure without the details, but you will have to check with some that knows taxes.

KB · October 13 at 5:07 pm

You are just missing it.

Chris · October 13 at 4:36 pm

Is there a reason you promote your six figure income book but not your closing the sale e-book through clickbank affiliates, or am I just missing it.

Rich · October 4 at 5:19 pm

Hi, just a question regarding taxation. I’ve been paid minimum wage @ 40 hours for my first week of training with a used car dealer ($266 after taxes). I’m on my fourth week, their only outside salesman, and I’m recieving a second check this friday. After totaling 13 cars (5 whacked) in weeks 2 and 3, they’re counting that money as draw, and taxing my comission after REMOVING $290 from my total.

There’s no on paper agreement for my employment and no handbook, but certainly a verbal at 25% initial or front end ($100 on mini’s), and they’re holding up their end of the bargain. It’s a bit harder to find, but I wanted to know the most common practices with draw money, and if I should be paying it back in FULL to them as well as paying to the IRS. It seems illegal in a way, and any help would be greatly appreciated. Thanks for all the info here and as I said, excellent site, I plan on checking back frequently.

Bill Childers · September 19 at 6:29 am

I have accepted an offer to become a car salesperson in Tallahassee, FL. What should I do first to get started?

Bob Hills · September 15 at 5:41 am

I have extensive exposure in sales but am considering, for the first time, auto sales. Do dealers often support a 2-3 month draw for “newbies”?

KB · August 17 at 8:35 am

The commission slip should supply the details. Maybe the car in question is sold as a “Mini”. Not enough info to say for sure.

KB · August 17 at 8:29 am

Yes, price is important, but let’s make sure we select the right car. A great price on the wrong car isn’t going to be of any value.

Tod · August 16 at 1:34 pm

How do I start to take them through the sales process when all they keep asking me is the price? price? price?

Kay · August 12 at 11:14 am

Is it legal for a car dealership to withhold how much they own a car for to a car salesmen employed there? my boyfriend is suppose to be getting 25% commission. he sold 3 cars in one day and is only getting $100 each sale. He has no idea if that’s his 25% because they wont tell him how much they own the car for.

KB · August 10 at 11:01 am

Good Luck Hugh,

You can do it!


KB · August 10 at 10:50 am

Hi Savannah,

Product knowledge will come in time, but people buy from people.

There is no shame in looking up a spec or detail for a customer because you don’t know the answer. Tell them you don’t know if you don’t and then get the answer for them.

The right attitude is everything!


KB · August 10 at 10:46 am

Nice Job Tim

Those are some POWERFUL sales numbers!

keep up the good work.

Tim Wagner · August 5 at 1:39 am

I’m on my 7th month in car sales. My first was pretty rocky and only sold 11 cars. I was green and expecting more training or hand-holding. Month two, I took the bull by the balls and put myself out there. 32 cars! Month 3 and 4 were the same and I was making some decent cash. Through networking and giving lots of xxxx during test drives, I was able to reach 39 cars last month. I’m now looking at moving to a different dealership. Where I am is a family group and there seems to be a lot of bickering and pissing contest between the family. I’ve watched them loose deals over nothing. Either way, providing good xxxx will help you close the deal.

Savannah · August 4 at 7:50 am

Hello, I have recently been recruited by a local Cadillac and GM dealership. I have a great amount of sales experience working in specialized fields and I know I am very good with customers… My only concern is that going into this field, of selling vehicles, will people come in take one look at me and look for a salesMAN… I feel that I should research the inventory and really focus on things that men and families need to know about their new vehicles to really grab their interest and let them know that they can trust me and I am here for them…. Is this the only way?

hugh · July 31 at 3:37 pm

Got the book, reading it for the 2nd time. Start as a brand new green pea Monday 8/8. Not scared to talk to people and will use my southern charm to sell sell sell. Then I’m getting a new car for myself for Christmas I hope! Wish me luck all.

KB · July 26 at 5:17 pm

Hi Carlos,

Thanks for that, glad you are doing and well and hope you the best with BMW.

Keep in touch.


KB · July 26 at 5:09 pm

The most common is an open floor and my personal favorite. This allows the most motivated sales people to take more ups. Dealerships that have a rotating system are becoming less common and don’t usually work very well. the way the track who gets the next up is different at all dealers.

dnabarrett · July 25 at 8:46 am

What are the different type of Floor Up Systems? How do you know who is UP? and in what order?

Carlos · July 24 at 9:15 am

I started in the car business about 4 months ago. I came to this website a lot and got the book not so much because of the six figure salary but because I needed help on how to do things. Unfortunately the managers at most dealerships don’t always have a lot of spare time or patience to train new guys, You really have to do it yourself.
My first month I sold 10 cars and I thought it was pretty easy. The most important thing was the meet and greet and product knowledge. Second month I sold 17 cars and I was salesman of the month and the money was great. Third month I was hooked and I sold 33 cars and I made a small fortune. Fourth month I sold 16 cars and again I made a lot of money and was recruited by a BMW dealership that heard how well I was doing. Tomorrow will be my first day at BMW and I can’t wait to start all over again.

Thank you for all the tips and the book. Very helpful!!

Go make a friend, don’t worry about numbers, sell lots of cars.

KB · July 13 at 2:38 pm

Check online for dealer complaints and if you are new it is a good idea to choose a brand that has more buyers like the big 3 US automakers, Toyota, Honda or Nissan. Although Hyundai is really coming on strong and a good choice.

Bernie · July 13 at 9:37 am

When looking to start a new career in sales, do you have any suggestions for determining what dealerships and brands to work for and who to avoid?



KB · July 13 at 6:58 am

You should talk to your tax preparer about those deductions.

Bernie · July 12 at 5:39 pm

Hello and thanks for the great site!

I am an ASE Master Technician who was injured on the job, getting better but do not want to go back to turning wrenches after 20 years! Good talking with customers and use to working 60+ hours per week. I live in Virginia north of Richmond……How do I pick a good dealership?

Gary · July 6 at 3:43 pm

Can a car salesman deduct anything on their taxes, i.e., if I were to pay someone a $50 referral fee for referring a customer and they bought a car? Or how about if I were to join a local Chamber of Commerce for networking purposes and expenses associated with that?

KB · July 6 at 5:09 am

Congrats Tammy,

Sounds like you have plenty of people experience which is key to selling cars. The best advice I could give you beside reading all the posts and the book is to keep a positive attitude and remember that it gets easier the longer you do it. Don’t second guess your decision to become a car saleswoman and only to forward to your coming success.

Best of Luck

Tammy · July 5 at 12:18 pm

Am I crazy for changing careers at almost 50?? I just accepted a sales position at a local Chevrolet dealership and start on 7/11. I will be the only saleswoman in our small town (pop 22,000)! My primary career over the past 25 years has been administrative assisting. In 2009, I lost a couple of tanning salons due to the recession and have worked in sales at Macy’s the past couple of years. I’ve never been afraid of a challenge, but not sure how receptive our townspeople will be toward a sales “woman.” Your site has been very helpful in answering a lot of my questions and positive in regard to the value of a car saleswomen. If you have any advice or comments, I’d love to hear them! Thank you!

KB · July 3 at 5:51 am

Thanks John,

Great attitude and keep up the great work. You are on your way to the big money.

KB · July 3 at 5:44 am

Thanks Brian,
You are on your way to making a six figure car salesman income.


BrianJenkins · July 3 at 4:59 am

UPDATE: I wrote on May 21, 2011 indicating that I was starting my employment with a Chevrolet dealership. I wrote that I had purchased the e-book. I sold a vehicle on my third day on the floor. The next two weeks were zero, but I kept at it…. kept reading, kept taking ups and kept the positive attitude. On week three, I sold two. On week four. I sold three this past week and I sold one every day this week! Starting the new month of July: Sold one on Friday and two on Saturday. I was the first on the board for July, first on the board for Saturday and the last on the board for Saturday. The principles in the e-book work, if you apply them. THANKS KB!!

John · July 2 at 7:05 pm

Hey y’all! I been reading all the great tips and comments here throughout my training and man have they been helpful! My first day on the floor I went and got 5 ups, when the other experienced salespeople took about two. I sold a $57000 vehicle on my fourth! On day two I only got three ups and it was a slow day. My third, I sold a $37000 vehicle! I wanna encourage any Green Peas like myself to not be afraid to “go get it!” I know that’s lucky but it goes to show, you can’t sell if you don’t try! And don’t forget, after the demo, ask for the sale! If u don’t ask, how will u get it? Thanks to everyone for the positive views and tips!

KB · June 30 at 8:26 am

Stop thinking about how you can flop!!!
You can do this if you keep your head in the game and the money is fantastic. Then you won’t have to worry about your income.

Mike H · June 24 at 9:57 pm

Just started today at a Buick/GMC dealer. After shadowing another consultant for around 3-4 hours, I went face-to-face with my first customer. Got an appointment for them to come in for a test drive tomorrow, and while I got them interested, my Sales Manager did most of the talking when they were asking about the features of the different SUVs they were looking for. Basically, I am not afraid to talk to customers and have confidence in my selling abilities, but I definitely lack the product knowledge, and it all seems overwhelming. Not sure how long to stick with it, as I was so used to working in retail and the steady income that came with it and am worried about not meeting sales quotas in my first few months. I know you can make great money in car sales, but I know you can also flop. Any mental tips you can give?

KB · June 5 at 12:34 pm

Honda or Toyota would be a good choice for a newbie in the car business.

Louis · June 1 at 8:12 pm

Sorry if I did Not express myself clearly, I’m still improving my english, my first language is spanish. But I’ll apreciate your advice about working for Volvo and Jaguar dealership, because I’m trying to become a car-salesman, but I have no experience. Is there more benefit working for these brands, than others such as honda or toyota?


KB · May 21 at 8:05 pm

The dealership management and location are as important and the brand.

KB · May 21 at 8:00 pm

Thanks Brian

Welcome Back

BrianJenkins · May 21 at 7:49 am

Hi KB! Downloaded the e-book about a week ago and was very pleased to have such a good read. Provides some excellent topics, tips and advice…. prepping me for my second time in the auto sales field. Back in 1997, I sold for a Buick, GMC, and Suzuki dealership. The dealership itself was rather bland and unappealing, but I did pretty good for my first month – selling 14 vehicles. One of my prospects was an insurance sales manager and he had recruited me to join his sales team in the insurance business. I lost my butt, big time in the insurance business and never went back to full-commission sales. Now, here it is fourteen years later and I’m going back into it with full force! I did my homework on the dealerships, visited some lots and some showrooms and found a Chevrolet dealership that is top notch. What a beautiful showroom they have and what an amazing inventory of new and pre-owned vehicles!! Was supposed to have started last Thursday, but there was a glitch in my sales license. I received the sales license late yesterday afternoon, so they decided that they didn’t wish me to start until this upcoming Monday, realizing that today being a Saturday was going to be way to busy for them to attempt to train me on product knowledge, techniques, etc. Am definitely looking forward to the experience once again and will use the e-book to my every advantage. Thanks for such a great e-book and a great web site! Keep the ups coming!! : )

Walt · May 17 at 2:58 pm

After many years in sales and being in the RE industry I am talking to several dealerships about starting a career in auto sales. Are there any automakers that you would recommend over another in terms of success, foot traffic and sales volume? What’s your opinion on selling Jeep/Chrysler?



Tim · May 6 at 1:40 pm

Hi! This is a really helpful site.. by the way I’m new here in America. specifically here in new jersey. back in the Philippines i do have at least 7 years of experience in being self employed as car salesman. but i know its a whole lot different situation in here so i was thinking to just be employed in a dealership or something.. do you mind if ill ask some questions??

Do i need to get a License to be able to apply at a Car dealerships like Honda or Toyota?? or does that apply to people who would like to have their own car business?

are all dealerships commission based?? or they have salary based??

Thank you so much!

KB · May 5 at 8:47 am

You can read it on the computer where you download it or you can print it out.

David Boulanger · May 5 at 8:39 am

I am not familiar w/ e books. Does the make a six figure income book come in a hard cover? If not can I read it from any computer that is avaiable to me, or do I have to read it from only my home computer

KB · April 5 at 4:57 pm

Sounds great Steve,

You still need to spend some time on the sales floor to learn the business.

Steve Wise · April 4 at 5:30 pm

I am looking to get into the car business and I am going to work for my father who owns a few franchises in a small town. I have a degree in Finance and I want to get into management as quick as possible. What are the steps to do this ?

KB · March 23 at 7:59 am

Some dealerships allow the sales people to drive inventory as their personal vehicle, but not all dealerships have this benefit.

TC · March 20 at 3:06 pm

I’m considering a career as a auto sales rep and noticed a demo plan as a benefit. What is this demo plan benefit?

KB · February 7 at 3:16 pm

You might try going to Linkedin

Dianne Nies · February 5 at 6:09 pm

Is there an organization for woman who are in the auto sales business? I live in Arizona and would like to get in touch with women in the auto industry. Auto repair, tire shops, car dealerships. Who can I contact to get a job at a dealership? I need support and help from some local women. Thank you, Dianne

Kay · February 2 at 1:46 pm


Question for you how do you deal with not getting upset with the management of the dealership? For example a customer can come in and I am standing there ready to help and they will often pick over me and give the customer to another sales person (then expect me not to feel jilted)offering no explanation at all, I have even approached to let them know I am available while he has been looking for a salesperson and he has rolled his eyes and kept searching for who he was looking for.

Kay · February 2 at 1:38 pm

Hi Rose

I understand where you are coming from being new myself what helps for me is to pick 7 cars a day and go out and take my own notes on them. I also take note of different things on the vehicle when putting keys in I will usually do the same section for about a week then move on to a different one this helps a great deal also.

KB · January 30 at 7:47 am

Hi Rose,

Sales managers think that their sales people should know everything about their inventory, but don’t take it too seriously when it comes to selling used cars. You can’t be expected to know all about the used cars because it is always changing.

When it comes to knowing your inventory the few things that are most important are price range, sedan, coupe, SUV, crossover etc..

Remember, people buy from people. It is OK to learn about the used cars at the same time as the customer.

Good Luck and stay in touch.

Rose · January 27 at 5:39 pm

Hello Everyone,

I have been selling for about 7 months now and One of my biggest problems is that I still feel like I don’t have information when I need it. Especially when it comes to used cars on our lot. We sell new and used. Our inventory logs are often not up to date, and whenever I ask a sales manager for information on a vehicle I’m told to go look at the vehicle. I’ve tried to start my own lot inventory but often become overwhelmed while trying to decide what type of information is important. Any suggestions on how to have more timely information would be great.

KB · January 5 at 8:15 am

Sounds interesting.

I am thinking it may be a hard sell to both the salesman and the GM.

Dan · January 3 at 5:51 am

I attempted to sell cars at a fairly large GMC dealership back in 07. I was terrible at first I couldn’t believe how afraid I was at talking to customers (as a salesman). I didn’t like people looking at me as the enemy. I wasn’t able to sell a car for the first 2 months but I was the only one out on the lot taking ups most of the time. This was my only advantage. My last week I was starting to sell some cars and was starting to do pretty good, mostly because I think the managers saw me trying so hard that they really tried to help me succeed. I quit at my 60 days mark (45 days after 2 other newbies that I was hired with). Now I am currently laid off of my manufacturing job going on 7 months now and am considering going back to car sales again however I can’t just “try” it this time I will really have to stick it out. The reason I left was because after 60 days I felt I was still leaning pretty heavily on the other salesman (which I started to become friends with) by turning my customers over to them for help, they didn’t complain but it started to make me feel inadequate. My manager actually tried to talk me out of leaving. Looking back now I think I am regretting it.

thomas · January 1 at 10:55 pm

hi,would like your opinion on a new business we are starting.We are identifying the top 2% of auto salespeople in Calif, preferably current salesman of the year.Do you think a salesperson would be enticed to leave his current position of 3-5 years making in excess of 120K yearly to another same brand dealership relatively close,for a $15,000 signing bonus and another $15,000 bonus at the end of 12 months if he was one of the top 3 performers at the new dealership? He would have to sign a 12 month contract. The second question is this. Do you think a GM would consider paying an individual said bonus and performance bonus at end of 12 month contract? The upside for the dealership is to have an istant elite top performer who would bring a strong previous customer base, along with the proven ability to sell 20 plus cars per month with strong gross.If the GM eliminated the bottom man on the sales force who consistantly averaged 7-8 cars per month and brought in a 20 plus unit guy that translates into an additional 150 cars a month. At roughly $2000 a copy that is an additional $300,000 profit for the store in a year! By the way our fee for this service is $10,000. I am a former car guy with 15 years in the biz. Your thoughts and concerns would be greatly appreciated. Thanks, thomas

KB · December 29 at 8:25 pm

Congrats Kay,

4 cars in one day is POWERFUL!

I have done 3 in one day many times, but never 4.

You have a bright future in the car business.


Kay · December 29 at 1:14 pm

Hi, KB

Thanks so much for responding after reading the information you have posted on this website and following it, I am proud to say yesterday I sold 4 cars in one day! I guess all I really needed was to know that I am not the only one going thru a tough time, and that it will get better. I will be purchasing your book but wanted to know is it possible to get in in hard back or papercopy? Please let me kow, taking it one day at a time

KB · December 28 at 6:08 pm

Hi Kay,

Welcome to the business.
Stick it out. Women have to deal with a bunch of B.S. while they are making their way, but it will be worth it.

You will earn respect by selling cars and making money.
I applaud you for making it 90 days. It gets better.

It is a fine line when it comes negotiating, you have to get your customer to believe that you are siding with them, but you still have to have the support of the desk. With time and experience it will improve.

Kay · December 28 at 9:46 am

Hello, KB!

Thanks so much for your website and blog. I also appreciate the way you include the word Saleswomen in all of your postings. I am new to the business also, I have been working as a car saleswomen for about 90 days now and have been doing pretty good despite all of the bull@#$! that has been thrown my way. I am the only female that works at the dealership in sales, and at times it can become difficult and lonely, I am a happy person by nature and the grumpy old man thing can become old really fast. My question to you however would be how do you negotiate with a customer without losing the trust you have already built with them? In the beginning my sales managers would pencil my deals now they want me to take it all the way to the end, and I feel that this area is not coming across as my strongest.

KB · December 22 at 8:34 am

Hi Ben,

January can be good, but February is a little weak.

KB · December 22 at 8:31 am

Welcome to the Car Business Ben,

Thanks for writing, sounds like you are on your way.

Good Luck

ArnRlz · December 20 at 11:12 pm


Thanks for the advice awhile back. I got the position at the Honda dealership and have been on for three weeks now and learning everyday.


I am new to automotive sales like you although I have been outside sales for many years in another industry and that has helped me. This is very different from anything you have ever done or will do. For my dealership, December is supposed to be the best month of the year and January will be slower but many factors can come into play so take that with a grain of salt. What I have noticed is the guys who hustle get the cheese. The Honda dealer I work for has an open floor so every “up” is fair game. We have a person at work that bitches moans that they do not make enough money but all that person does is walk around and talk to the other reps all day. What I’ve learned in the few weeks I’ve been doing this is to jump in with both feet and don’t be afraid to mess up. There will be not so pleasant people you have work with and you will run into walls from time to time. Don’t let the sales floor “politics” mess with your mind and don’t let that lost deal get you down. A new person will walk in the door ready to buy a car. Saturday I had a lady driving a $50K Lexus walk out on me because we wouldn’t include a free $300 tint job on a Honda Civic she wanted as a second car. We already discounted all we could. That same day, I had a guy write a $23,000 dollar check for a Honda Accord and all we had to do to make him happy was discount the advertised price by $200. He said it would make him feel good about buying the car. Just remember to have fun and maintain a positive mindset. Good Luck!

Ben · December 20 at 2:33 pm

Hello kb,
I wrote in a few posts back that I applied for a dodge dealership. i just spoke with the sales manager and I start Jan.3rd. kinda nervous about the whole thing since I’ve never been in sales before. I’m going from corrections to sales, big difference. Hopefully I’ll catch on right away. Are sales in Jan. and feb. down or steady or depend on location?

richard · December 17 at 2:32 pm

thanks for the reply kb. i really enjoy checking out your web site, and find it interesting even though i dont sell cars. but like i had said in my other post about not being a good fit to sell cars, i still stand by that but i do admire someone who is a pro and sells cars with style and class. have a great christmas kb, and everyone else on this site, ill be reading and learning from your site when i can get time……….. richard

KB · December 16 at 7:04 am

You can if you want to!

richard · December 14 at 11:47 am

since i just moved to the state of penn from florida, i may have had a chance to sell cars. i had e-mailed a local ford dealer about wanting to maybe sell thier cars. well, i recieved a e-mail from the sales manager about a sales trainee position opening up, and to come down and fill out a application. i started going to this dealer for service, and i liked the fact that its been in business since 1920. for a dealership its pretty neat inside and lots of history. its in the middle of farmland, and you will see amish go by with thier horse and buggys. to make along story short, i never did go there and fill out that application because even though i love cars, i dont think i could make aliving selling them. im not sure i can be in that zone all the time to really sell cars, so i was honest with myself because i know myself best. ive seen really bad salesman who really should not be selling cars, and i didnt want to be one of those………… richard from penn

Brian · December 14 at 9:53 am


I am still new to the business, I have been in it for about four months, and read just about everything you have online. I can say that some of the things that I have noticed you were SPOT ON. So thank you. One thing that I have noticed is that when, I am myself, my deals are better. If I take an “up” and I am the salesman it usually falls apart quickly. LOL. But, when I am myself and get the UP to laugh I excell faster and make more deals.

Again thank you for your wisdom and knowledge.

KB · December 10 at 11:58 am

Welcome to the car biz Ben,

That is the main reason I maintain this website and blog.

Read all the posts you can.

Ben · December 9 at 9:44 am

Hello, I just put in an application at the local Dodge, Chrysler, Jeep store last night. As I handed the receptionist my app I asked if I needed to speak to anyone, she said no, but then the sales manager came out and asked what position I was applying for. I told him sales and within 5-10 minutes had an interview scheduled for this coming Friday. This will be my first experience with car sales, or sales period. The sales manager told me a guy recently made $2500 his first
month and was a low seller. Also a new girl made over $7500 her first month. I would love to make that kind of money. Do you any advice you can give to a green pea with a small family about sticking it out?

KB · December 9 at 9:34 am

Hi Darryl,

I am going to be brutally honest. Car buyers always say they want to go to several dealers. That is their only defense. You need to give them reasons why they want to buy from you so they don’t have to waste their time going to other dealers.

Listen and pay close attention to your words, body language and style…you may be turning buyers into lookers.

Many sales people do just that and then learn from their mistakes.


KB · December 9 at 9:30 am

Hi Freddy,
Welcome to the car business.

Some people say selling is selling, but the car business is not like any other business. You are still on your first month so pay close attention to what goes on. Listen and learn. Yes they probably are taking advantage by grabbing half you deals which should motivate you even more to learn the ropes quickly. Don’t get discouraged and you will be on your way to making some real money.

Freddy · December 8 at 7:07 pm

Hi KB I’m new in the car business I just start working with Volkswagen on nov 15th I’m been in sales over 25 years and is my first experience selling cars. I don’t feel with confidence yet talking with customers that they know more than me about the car.I know takes time to have product knowledge and learn the business but??? I have to ask sometimes to my coworkers and I feel they taking advantage of me with my ups and want to get “half” 1/2 of every deal if I just ask any question about the car features or paperwork info,some times I feel lost and don’t know what to do next. I want to be successfull in the business. Thank God for this site is giving me some tools to start learning about the business with good tips

DARRYL · December 7 at 8:55 am


Garvey Hyundai · November 18 at 8:00 am

Fantastic blog! I genuinely love how it is easy on my eyes as well as the facts are well written. I am wondering how I might be notified whenever a new post has been made. I have subscribed to your rss feed which must do the trick! Have a nice day!

ArnRlz · November 3 at 12:52 pm

Thanks KB!

Well I submitted resume to the Honda side of a a Honda/Toyota/Hyundai dealership. I didn’t hear anything for a few days and the the Toyota side posted open positions. I sent resume in for that. The Toyota sales manager called and set an interview for end of next week. That was great. Today the sales manager from the Honda side called me and wants to interview this Friday November 5th which I agreed to. I would prefer to work for the Honda side since I’m more of a Honda fan. My goal will be to walk out of Honda with a job offer and then cancel the Toyota interview. I’m not sure how much separation there is between the two dealers as they are part of the Penske Auto Group on the same lot. On the job posting they said they encourage cross selling between the brands. This is going to be interesting.

KB · November 2 at 6:33 pm

Hi Nicholas,

Those are all good brands to sell, but you will probably see more traffic and opportunity with Honda or Toyota. Once you get some experience you might think about moving to the High-Line brands. When you have more traffic you have more chances to sharpen your car salesman skills. With the High-Line brands the smaller amount of traffic will hamper your earnings until you get more experience.

KB · November 2 at 6:27 pm


Don’t worry about getting turned down once or twice when applying. I was rejected by several dealers when I first started.

The sales manager that interviews you will be looking for enthusiasm and the drive to sell lots of cars so you and they can make lots of money. Money if the major driving force in car sales. The more you make, the more they make.

Hang in there, it will happen.


KB · November 2 at 6:23 pm

Hi Greg,

Glad to hear about your success.

You car salesman tips are great and it’s great advice for the Newbie.

Thanks for keeping in touch.


See, it can be done. You just have to decide.

Greg Wilson · November 1 at 4:12 pm

Forgot to tell you. I don’t miss driving a
I have already made more in 2 weeks selling cars than I would have in 1 month driving.

Greg Wilson · November 1 at 3:31 pm

Hello KB
I just thought I would drop you a line. Well after starting on the 14th of Oct., I ended up #1 on my team for the month, and #5 over all. I only had 10 deals for those 2 week I feel pretty good. I do have some advice for other green peas. When you first start selling cars you are going to run into a lot of negative attitudes from other sales people, as I did. The best thing to do is distance yourself from the negative, and do your own thing. Most of these people want you to fail so they won’t have any competition, because they themselves are failing. Another thing is to watch for the ones that are negative because if you start doing good the will try and ride your shirt tails just to get 1/2 of a deal. Don’t let anyone walk over you.


ArnRlz · November 1 at 10:58 am

Hey there KB,

I have been in an outside sales for 16 years and I am making a career change. I want to get into automotive sales for the income potential and although I know it will be challenging, I know I will have fun. I interviewed with a MAJOR national used car dealership about a month ago. They sent me a letter stating I didn’t get the position. I just sent my resume to another local Honda dealership that is hiring and I’m waiting for a call to interview. I want the job and don’t want blow the interview by doing one thing wrong. Do you have any interview tips for an automotive sales position?


NICHOLAS · November 1 at 4:36 am

I’m thinking of becoming a car salesman, and i wanted to know, Is working for bmw, lexus or mercedes better than working for lower models like honda and toyota?

KB · October 30 at 7:28 pm

I hope things are going well Greg.

I know people that are very successful selling almost every brand, besides Chevy and Caddy are good ones to sell.

KB · October 30 at 7:25 pm

Hi Greg,
I have had days when I didn’t even get an up. Not one customer and other days I have had more than I could handle. It’s hard for me to guess because there are too many variables.

Stick it out, it gets easier after about 90 days. I promise.


greg · October 23 at 7:52 pm

Also wanted to know how many customers will I see a day just by lot traffic? 2 or 3. I know nothing about the day to day traffic. In furniture I saw between 5-10 customers a day and 10-20 on the weekends. I know thats not going to be that way. Also the dealership Im going to work for are closed saturday and sunday. How much will this hurt me even if I will love having the weekends off for the first time in my life

greg · October 23 at 7:47 pm

Start monday at the dealership. I can hardly sleep. I have been sucessful in furniture sakes for 13 years and want to make a transition to cars. I will be selling new cars chevrolet and cadillacs, do you find one of the big 3 companies better to work for or is it more on the dealerhsip than company.

KB · October 19 at 5:53 pm

I like that attitude, it will serve you well.

Welcome to the Car Business and stay in touch.


KB · October 19 at 5:50 pm

Good to hear from you Adolph.

Nice to hear from a Pro in the biz.

Adolf · October 17 at 5:19 pm

I was a salesman at the number 1 Vette dealer in California. I made money, like 60k, and I scrapped for ever deal half deal house deal. There were other people making more . I was in the top 4 out of 12. There was a lot of competition. It was straight sales too so you had to close your own deals. But some new people came in , I got into an argument and got blown out. You know shit happens but Ill have a job in 5 minutes. Ive been doing it for 8 years I’m a pro.

Blake · October 17 at 4:39 pm

Thank you for this great site. If you new people to the business can hold out untill the economy turns around, then please dont give up. After 16 years I had to leave the biz to be able to provide for my family in the short term. I miss the busness terribly bad. People complain how they hate the car saleman but when you stay at a dealership for a long time, your customers begin to feel privalidged to have a freind in the business. Take care of those customers and they will take care of you. Remember this…if you put your customers needs ahead of your own, you will have a very prosperous career. Good luck guys and gals!

Adam · October 15 at 1:24 pm

Hello KB,

I am another newbie to the business (I should be starting next week.) I have been reading your website, and am getting excited about trying car sales for a career. Honestly, I am motivated by the income possibility and will love it if (no, when, )I make a six figure income.

I plan on purchasing your e-book in the near future and look forward to the knowledge I can gain from it.

Thank you for an informative site to help everyone advance their careers!


KB · October 12 at 5:46 pm

Hi Greg,

Thanks for coming and welcome back to the car business. I read both of your posts and yes things have changed in the car business, but not at all dealerships. Selecting the right car dealer is important if you plan on being a car sales professional.

The car dealer that condones and encourages unethical tactics is very often the same dealership that will mess with your pay and be less than honest with you as an employee.

Don’t get me wrong, we still use a few tricks now and then, but not outright lying or anything that could be considered unethical.

Welcome back Greg and keep in touch.

Greg · October 11 at 2:28 pm

Thank you for this site. I read the whole site last night
and found that a lot of what you wrote about was stuff I tying back in 1985 during my short stint as a car salesman.

Like I said in my previous post, I sold about 12 cars a month for the 3 months I was there. Trying the tactics that
you wrote about back then would get me in trouble with management, even though I was #1 in sales the last 2 mo. I was selling cars.

The problem I had was that at any given time we had 10 sales people on the floor at any given time. The dealership was small and it cut into my sales.

Reading your site is giving me insight into what worked for me 25 years ago. I am also finding it helpful to read the sites on how to beat a car salesman,to get me ready for Ups that try and use those tactics on me. By being informed I will be able to use what I have learned here and what I have learned on the beat the salesman sites to go in and be the best that I know I can be.

PS: I will keep in touch.

Greg · October 10 at 7:03 pm

I am starting a new career in car sales after 28 years of driving a truck. During the 28 years that I drove truck I did however have a 3 month stint in 1985 as a car salesman. During those 3 mo. I sold about 12 cars a month, and ended up getting a bad taste for car sales because of the dealership that I worked for, so I went back to driving trucks. I have heard that selling cars has changed a lot for the salesmen and women from the time I sold cars until now. Is this true and how much has it changed??

KB · September 22 at 10:27 am

Welcome to the Car Biz

Make sure you stick it out, it gets easier. I have seen way to many people throw in the towel too soon and miss out on a great career as a car salesman. The big money will come if you can stick it out.

gnotaras · September 19 at 4:00 pm

hey I just started as a car salesman 4 weeks ago up till then I was waiting tables …any tips would help I am not used to being the underdog and it feels like crap.

KB · August 11 at 5:59 am

Hi Nick,

When it comes to creating more ups the only way you can do that is to start promoting yourself outside the dealership. Handing out business cards, talking to people, friends and relatives. Work your past customer for referrals and possibly new or additional vehicles.

Don’t forget to work your current ups like you won’t get another one. Many sales people give up too quick on a Up when they hit an objection. They sometimes let the best ones go.

nick · August 2 at 10:26 pm

Hi and thanks fow this web site i was just wondering if there was a way to create more ups.I do my follow ups and ask for refferals.Our dealership has a great program to come up with the downpayment(90 day same as cash) and we have lenders that will do challenged credit but i need a way to create more ups and was just wondering if you knew of any ways even if it was a paid lead site for salesman.Thanks again Nick

KB · July 22 at 5:01 pm

Hi Alesia,

Thanks for stopping and telling some of the Green Peas how great it is to sell cars for a living.

Glad to hear from you.

Alesia · July 22 at 2:38 pm

Hello all of you guys,
I have been selling automobiles for twenty seven years. I sell for a large Ford Dealership here in Winston Salem,NC. I guess what makes me love my job so much is the product I believe in and the people I get to meet on a daily basis. I also love to make my customers happy and my goal is to keep selling.

KB · April 20 at 4:47 pm

Hi Mike,
Thanks for stopping by the blog. I added some more information about myself in the Meet and Greet section plus I went into greater detail in the book.

Mike · April 19 at 10:00 am

I was interested in purchasing the book, but I didn’t see any information about the author, or even the authors name. Makes me feel like he/she’s hiding something.

KB · December 12 at 7:09 am

Hi CJ,
Thanks for stopping by.

I hear you, it has been tougher than usual these last few moths since our recession. I have noticed that you have to work 2 or 3 times as hard to sell a car lately. It is definitely harder than it used to be.

The buyers are either credit challenged and we can’t get them financed with the tougher credit restrictions or they are shopping us to death. Things have been slowly getting better with the credit lately, but it is happening very slowly. I hope you can hold out CJ, it sounds like you are one of the pros in the car sales business, we don’t want to loose you.

I have found spending more time with them to better understand their motivation has been helpful and a good follow up with the buyers that can buy has helped as long as you don’t follow up to the point of being a pest.

The people that want to buy, but can’t because of credit is something we can’t do too much about. I am sure the seasoned pro that you are, you done the whole co-signer thing to death, but we have to keep trying.

It is getting better, we just need to hang in there.
Good Luck

C J · December 9 at 12:47 pm



JG · October 19 at 10:25 pm

Bro, tell me about it, i had 3 5K deals fall apart this month due to credit issues

KB · October 18 at 5:02 pm

The tightened credit has made things a little more difficult for some buyers of used cars. The new car sales business has not been effected as much as used car sales. I know that doesn’t help because you don’t have new cars to sell, the best advice I could give you to try and work those buyers for a co-signer or ask them about borrowing money for a down payment from a friend or family member.
Since the car business has been a little slower leads of all types are down, I have been noticing that we are working harder to sell cars lately. Sales people have been doing more emailing and calling of past customers for prospects and referrals.
People still need cars, sometimes the hardest part is getting them financed.

DJ · October 18 at 4:50 pm

Hi KB, I need the help!!!! I sell pre certified used cars for Enterprise and it has been tough getting referrals from our rental branches and from anywhere for that matter. Also, many of my customers that come in either cannot get approved with the tightened credit market today or they do not have enough down. DO YOU HAVE ANY IMMEDIATE SUGGESTIONS THAT COULD HELP ME NOW???????

Leave a Reply

Avatar placeholder

Your email address will not be published. Required fields are marked *

This site uses Akismet to reduce spam. Learn how your comment data is processed.