When we talk about selling cars it really is all about the numbers. Everything that we use to determine our success when selling cars for a living is a number, right? How many cars sold this month, how many ups, how much gross, average front end gross, closing percentage, 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 selling cars for a car salesman you are also including the “Newbie”, “Green Pea” and the 3 or 4 cars a month car salesman. That is unacceptable for a car salesman that is going to make a six figure income. Your closing rate needs to be closer to 35% and sometimes it will be much higher.

Now don’t take this the wrong way, we can all have days where our closing rate is 0%. Take a 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 60%, 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.

Know Your Numbers When Selling Cars

If you are going to 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 your sick of hearing about the closing ratio and number of Ups taken, but you really need to know your numbers. Track your own 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 if you are not tracking your numbers. 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 on a monthly basis. I closely tracked my front end gross for each sold car and focused on increasing that number. I would think about that number every time I was going in for the close and talk a little more or work a little harder to get that extra hundred or a couple of hundred dollars. I knew that each hundred dollars I could get from the car buyer, I could put $25.00 into my pocket. It was great motivator and really helped bring up my average front end gross and that increased 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 you can decide where you are going to go. Track all your numbers, focus on the areas you need to improve. Set and achieve goals to improve your car selling skills. The difference between the top car sales people and the 3 or 4 cars a month car salesmen is minor. The real difference when selling cars is a couple 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. Make use of this car salesman tip because all the sales people are there 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?

Later, Fresh Up on the Lot

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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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