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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KB · November 14 at 6:34 pm

Hi Logan,

A great way to get people to open up is to ask questions and listen to them. People usually like to talk about themselves, their job or their family. Find a connection and talk about that. It can be sports, where you live, where they work, who they know, their kids, etc...

It doesn't have to be all about selling all the time.


logan · November 5 at 5:16 pm

How do I get people to open up?

Chelsea · October 20 at 2:21 pm

Aloha KB,

Thank you for this advice, I am trying everything in my power to be a better sales woman, even bought the book! I am having trouble after the meet and greet to find the motivators for walk ins and putting them at ease, any advice? thanks!

KB · January 31 at 8:09 pm

The best way to sell cars that have been in accident is to tell the customer the truth. If they think you are hiding something they won't buy.
If you open up to them and tell them that it has been repaired properly you will get more takers than trying to hide the facts.

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