We have all asked ourselves how we can sell more cars and I found that one of the best ways to do that is to stop trying so hard. Sounds crazy, but I have seen many veteran car salesmen and myself included focus on selling a certain number of cars in a week or several days so they can hit bonus level only to blank or sell less cars than they normally would in that time frame. The reason is that they are thinking about selling 3, 4 or 5 cars at one time rather than one at a time. This post is not about marketing tools for selling cars its about the car salesman.

Trying Hard to Sell More CarsLet me explain, when you try to push yourself harder for a few days or week to sell more cars your attitude, demeanor and methods change and therefore your customer is dealing with a car salesman that is not the real you. You are trying to push the car buyer harder, try to close more and trying to use car closing techniques you normally wouldn't use and you are not the car sales professional that you are the rest of the month. You are working harder, not smarter and when you are selling cars for a living you need to work smarter.

Selling More Cars Starts in Your Head

When you work harder to sell more cars on a short deadline you do all the things that are focused on multiple sales rather than one sale and the customer feels pressure which makes them uncomfortable. The car buyer can't put their finger on it, but they feel uncomfortable because you are not yourself. You need to be confident and personable to earn the respect and the confidence of your customer, but when you try too hard to sell more cars you have a tendency to turn the customer off because you are focused on selling more cars and not the one car to the buyer in front of you. Forget about the car salesman checklist and build rapport with your customer. People buy cars from people so pay attention to your customer.

You Will Sell More Cars as You

Stop trying so hard and be yourself and you will start selling more cars. Focus on each and every customer and only that customer until they drive away. Then the next one and the next one the numbers will come when you give your customer 100% of your attention and do what has been working so far and that's how to sell cars professionally. Car buyers can pick up on the slightest things that don't feel right and if you are trying too hard or only focused on how to sell more you will turn them into Be Backs (You already know about Be Backs).How to Sell Cars at a Dealership

It's OK to be a little cocky and full of confidence, but a little can go a long way. If you are going to push yourself or try harder to sell more cars that's fine, but start at the beginning of the month and do it all month long so it becomes a part of you and not at the end of the month. Just like the movie Field of Dreams, build it and they will come, sell one car at a time and the numbers will come. Be yourself and you will sell more cars because the car buyer can sense more than you realize. Consistency, confidence and focus will have you earning a six figure income, now that's real car salesman compensation. Sign up for car salesman tips, ways to sell cars and ideas to sell more cars on the right.

Later, Fresh Up on the Lot


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Thomas · June 2 at 9:14 am

Thanks for all the help and advice. I just started selling cars two weeks ago and I get super flustered and I haven't sold one yet I am still excited to be selling. Is there any tips you would have that might help me not get so flustered?
Thanks Thomas

GM · April 1 at 4:03 pm

I applaud this advice!!!! One at a time and start on the first of the month every month!!!!!! It works

KB · January 16 at 8:36 am

Best of luck Issac and welcome.

Go through the posts and articles on the blog here and then Read the book. You can make a very good living and Hyundai is really starting to build momentum.

Good Luck
Stay in touch

Issac · January 15 at 4:52 pm

Hi KB, I found your website to be very informative and full of motivation. I was in sales years ago but after migrating to Canada, for some personal reasons never wanted to go back in to selling and have been driving trucks for a while. But I know that sales is my vocation and my calling in life. I have no doubt that I will do very well in selling cars. Chances are I may earn good commissions from the very first month and chances are I may not. What would you advice to someone very optimistic and a goal setter and people person (I won the highest achievement award for Dale Carnegie's course in public relations) who wants to explore car selling not as a try out but a career. I have a family and house payments. I am considering selling Hyundai.
I will greatly appreciate your words of advice and I am willing to follow your advice.
Thanks for taking the time to read this,

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