Closing Ratio Selling Cars By The Numbers

When we talk about selling cars, it concerns the closing ratio numbers. Everything we use to determine our success when selling cars for a living is a number. How many cars were sold this month, how many ups, gross, average front and back end gross, closing percentage. Let’s not forget about the commissions and bonuses. I am sure you know how many cars you sold last month, but do you know your closing percentage? How many ups did you take versus how many cars you sold?

Selling Cars and Closing Ratio

Some say the industry average is 17%, and others say about 20%. However, when you talk about the average closing rate of car sales for a car salesperson, you also include the “Newbie,” “Green Pea,” and the 6 or 8 cars a month salesperson. That is unacceptable for a car salesman who will make a six-figure income. Your closing ratio must be closer to 35% and sometimes as high as 80%. Considering Internet leads and referrals.

Please don’t take this wrong; we can all have days when our closing rate is 0%. Look at your closing rate for the whole month or two months combined to get a more realistic picture. I have had months where my closing rate was around 68%, but that was because I was delivering cars and didn’t have much time to take fresh ups even though I wanted to sell more cars.

closing ratio

Know Your Numbers When Selling Cars

If you continue selling cars for a living, you need to know your numbers. The car dealership where you sell cars may already track your closing ratio and numbers. Maybe you are sick of hearing about the closing ratio and number of Ups taken. But you need to know your numbers. Track your numbers for selling cars so you can focus and improve on the areas you need to address. Remember, selling cars is like having a business of your own.

It’s hard to track your progress without tracking your numbers. The closing ratio is only one statistic. Another number to track that helped me tremendously was the average front-end gross per car sold. Again this is not a number that means too much unless you look at it every month. I closely track my front-end gross for each sold car and focus on increasing that number. I would think about that number every time I went in for the close and talk a little more or work harder to get that extra hundred or a couple of hundred dollars. I knew that for every hundred dollars I could get from the car buyer, I could put $25.00 into my pocket. It was a great motivator and helped increase my average front-end gross, increasing my car salesman income.

Selling Cars and Self Improvement

Selling cars and being a top car salesman takes some self-improvement. You need to know where you are before deciding where you will go. Track all your numbers, and focus on the areas you need to improve. Set and achieve goals to improve your car-selling skills. The difference between the top car salespeople and the 6 or 8 cars a-month car salesmen is minor. The real difference when selling cars is a couple of extra steps, a few extra words, a little extra effort, and a commitment to become a top salesman. So you can earn a six-figure income. Use this car salesman tip because all the salespeople have the same amount of time each month, so make the best use of your time, and you will know how to be a good car salesman. Can you sell thirty cars per month? I don’t know; what is your closing ratio?

Later, Fresh Up on the Lot

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


KB · January 17 at 5:53 pm

Thanks Richard,

Hey guys and gals, listen to someone else that has lived it.

Thanks You

Richard Swinehart · January 16 at 4:19 am

22 years in car sales, this is great advice. Treat this profession like a sport in a lot of ways. You can’t gauge how you are doing unless you know how you did! Track everything. In auto racing, track, swimming, you have to look at your last race to see if you are getting better, and to see how to get better. Can’t say enough about KNOW YOUR PRODUCT. Most of the people I sell say “we talked to another salesperson across town and they just gave us the keys. They didnt tell us anything about the car”.

KB · January 8 at 2:04 pm

Hi Warren,

Thanks for the summary.


warren white · January 5 at 3:40 pm

Be a student of your trade, be the best that you can at all phases of the business, take it very seriously. Assume the sale when you say welcome and never back up. Be in control and steer the customer where you want them to be, always ask questions that assume ownership with the answer. Keep your hands out of your pockets, sunglasses off and be genuine. Selling is a transfer of trust nothing more, make them like you and you will sell them, period.

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