A successful car salesman thinks differently than the average car saleswoman or car salesman. They have learned a few things either by selling cars for years or some other life experiences they have had in their past. They are calm, cool and confident of their ability to sell cars. They know that they can sell cars month in and month out because they are a professional car salesman and they believe that they can.

Sounds a little hokey, right?

Confidence of the Successful Car Salesman

Well, sometimes a car salesman’s success comes partially from their confidence. They work with their car buyers with a sense of authority that make their customers feel that they are working with a true car sales professional. The car buyer feels that they are dealing with the best person to guide them through the car buying process because they look, talk and act like they know what they are doing. The most successful salesman makes the customer feel more comfortable which makes it much easier for them to control the car sales process and overcome the buyers objections.

Be the Most Successful Car Salesman

Many car sales training systems instruct the car salesman to tell their customer that they are new and rely on the sympathy of their customer to test drive a car or follow them through the car buying process. I have seen this work at times, but I am not a big fan of this technique unless you really are a “Newbie”. I have rarely seen a successful car salesman use this technique and only with extreme customers. You are better off using good car salesman techniques and treating the customer like they are one your best customers.

The Successful Car Salesman and the Car Buyer

Think about this way: You are a car buyer and you are about to spend $20,000 for a new car and you are being helped by a car salesman that is new and not very knowledgeable. You might be very knowledgeable, but you told your customer that you are new and all they can think is that they are working with someone that doesn’t know what they’re doing. Your customer’s confidence in your abilities and knowledge is nonexistent. They have little or no faith in everything you do or say. How much car salesman success will you experience when your customer believes they are working with a “know nothing” car salesman?

The Success of a Car Salesman and Car Buyer Customer Confidence

I don’t know about you, but when I am going to make a major purchase I want to feel that I am being guided and helped by the most successful salesman at the dealership. I am spending a lot of money and I want to feel comfortable about spending it with a knowledgeable professional. The car buyer is no different, they want to feel comfortable and confident that they are helped by the most successful car salesman at the dealership. Make your car buyer feel like you are the absolute best choice to help them through the car buying process. They want a great car salesman. Tell them that you understand that the process of buying a car can be overwhelming and that you will be happy to help them make the right choices for them. Then let them know that you are a successful car salesperson by telling them that you have many repeat customers and that you hope that they will be one too! Thinking about how to be a good car salesman is not enough. You must start thinking and being a successful car salesman or car saleswoman and you will start seeing more car salesman commission and be closer to that Six Figure Income because you can be a better car salesman with the car sales manual.

Later, Fresh Up on the Lot


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KB · May 31 at 7:38 pm

Excellent Nick,

I couldn’t have said is better.


Nick Sinko · May 31 at 7:44 am

Giovanni – I find that our ability to hold car sales gross starts from the moment we first meet our customer. Gross is not held in the negotiations, or by being hard nosed, or by hiding gross in other places to make the customer feel like they got a good deal. People need to feel like they are making the right decision in dealing with you, and if you can make them feel comfortable and confident that you are guiding them to make the right decision, holding gross is less of an issue as people will feel that they have already gotten huge value from dealing with you.

Treat your customers like they are the single most important people in the world, and that you have only their best interest in mind. Your attitude should be “I would love to help better your life by selling you a car, but I don’t have to as I am independently wealthy”

Don’t focus on making gross. Focus on making people comfortable. Higher gross is a natural result of this.

KB · September 11 at 1:55 pm

Hi Giovanni,

Can anyone help out Giovanni here?


giovanni · July 2 at 3:03 pm

Hey kb i been in the business for about a year i love the business but i find a little hard to keep high gross in the front i average 15 to 21 cars per month any advise in how to make more gross??

KB · January 30 at 1:15 pm

Hi Eric,

That’s a tough one because you don’t want to lose any good friends, but you still need to make some money.
You can still remain friends, but you won’t be able to spend as much time together while you are making follow up calls, writing emails and looking for prospects. It is very tempting to burn up a big part of the day waiting for Ups, but you have to decide which is more important. You don’t have to break away completely all at once, but you know you will do better when spend more time creating opportunities for yourself.
Just start slowly and the results will make you realize what is more important. Standing or sitting being negative and BSing won’t pay the bills.

Good Luck,


Eric · January 18 at 11:42 pm

I have been in the business for a little over a year now. I have done fairly well considering three gm changes and four desk managers not to mention several sales associates.
My question is, with all the change in the dealership, the sales staff that has stuck around have become great friends since we have been through so much. How do you stay away from the huddle with out upsetting your friends or being stand offish. You may our may not have had to deal with this however, it is starting to affect my paycheck which is no good.

Thanks for the advice
Eric R. Sommerfeld

P.S. I really enjoy the discussion format

KB · December 29 at 8:19 pm

Hi Monica,

Hats off to you. You sound like you have your head in the right place and you have very big things in your future where the car business is concerned.

You have to remember that between your age and being a woman in a what is traditionally a mans world is unusual and threatening to most men. Thanks to women like you and others there is place in the car business for women.

It’s shame that you have to put up with the kind of behavior you described, but you are a pioneer. You are rewriting the books and it sounds like you know what you are doing. If you were a terrible salesperson nobody would care what you did, but you are making waves because you are good, young and female.

I know it’s easy to say because I am not in your shoes, but don’t let it get to you. You have bright future ahead.

Thanks for writing because I am sure there are plenty of women in the same position as you and they like to hear that they are not alone.

Keep Up the Great Work


KB · December 29 at 8:02 pm

Hi Don,

Welcome to sales side, where you can make some real money.

I am a fan of the consultive approach, but you should be doing what your initial training has taught you until you get comfortable.



Monica · December 10 at 6:59 pm


I am a FEMALE sales woman in the car business. May I add I am also young. (20 years old) I love my job, but all the males get on my ass. Even though I have a few sales out this month, more then the men that have been in the car business for 20-30 years. I have been doing this since I was 18 and have my own tecchniques. I play the dumb blonde roll at first, but then as soon as it gets down to car and money talk, it’s easy. Closing a deal is in reality the easiest part in car sales for me. What I have noticed to be difficult is when the customer thinks that PRICE is the only real objection in buying a car and the customer always thinks that price is the main thing when as sales people we ALL know that price DOES NOT SELL A CAR. It’s product knowledge!
Now my question for you is why are men so hateful towards women in the business. I work my ass off every day when I come to work. I try and sell as much as possible. I dont understand why my age has anything to do with it. Everyone I work with I feel is wanting me to fail and set me up for failure. I know I have potential to be a good ass sales woman. I have CLOSED EVERY DEAL when it came to numbers. I dont understand.

don · December 9 at 6:38 pm

I just started in the industry a couple of days ago, Now, I’ve been on the service end of it, but now that I’m the sales end I really want to be successful. I enjoy meeting people and this seem like a good fit, my question is what would you say is the best approach in the meet and greet? And how should I establish the first contact.

KB · November 14 at 6:19 pm

Hi Calib,

Sounds like you started strong, but a little light this month. What changed? What is different? Keep pushing and keep practicing. You will get better and stronger over time, but don’t let a weak start mess with your head. You still have plenty of time to have a good month. As far as how you should dress, it somewhat depends on the dealership and what management thinks is appropriate. Look around at your competing salespeople and step it up a notch. You want to look like you are successful and a professional.

That gives an idea for a new post; Car Salesman Dress Code.


Calib · November 14 at 12:51 pm

Hello. My name is Calib and I am 24. I started 10/05/12 and for my 1st month I sold 10 units. Now its 11/14/12 and I have only sold one. How do I meet more people, become faster, better, stronger than my coworkers, and put my name out there in a BIG way so people will know that I work here and will want to come in and see me. Also what is the best way in your eyes to dress?

KB · May 23 at 6:31 am

Hi Christine,

Bravo, show them what you are made of.
Your enthusiasm and positive attitude will make the difference.

Time for you to have some fun and make some big money selling cars.


ChristineH · May 17 at 6:58 am

Hi KB,
I’ve been reading your posts for a month now because I’ll start my car sales career next week. I’ve just graduated with my MBA which was a career move for me because I had to leave the Army after 14 years (I was medically boarded). People ask me all the time why I would want to sell cars with an MBA, my response is why not? Why not put my marketing skills, finance knowledge and leadership skills to good use in a career where I can make a ton of money selling a product I love (Volkswagen)? My dealership didn’t even have an opening, but I applied anyway and told them I want to work for them. They hired me more so because of my enthusiasm and initiative than for my degree. I’m excited to get started an have been working on referrals for the last month, and also joined a professional networking group.

KB · May 10 at 7:13 am

Thanks BobbyB

BobbyB · May 10 at 7:09 am

I too have been in the car business for over 45 yrs. I started selling old Corvettes from my house in the 60’s. Later I opened my own small dealership. I am somewhat retired but love cars. I see the business as a challenge but a way to make a strong living. I agree with your method of selling autos 100%! If the customer likes the sales consultant, likes the dealership, then selling the car is not a problem. I agree..meet& greet, smile, be positive and tell the Truth then you never have to remember what you said!! If you Lie you do. Liars are losers! Great book! BB

KB · March 14 at 7:32 am

Hi Felicia,

Consistency is the key to moving up the ladder.
Doing a good job, month after month is one of the first indicators of a promotable person.

Keep up the good work and it will come.


Felecia @ Antwerpen Hyundai · March 8 at 8:26 pm

I am 20yrs old and have been in the business for a little less than a year. I have been successful so far and have made good money. I want to make my way up in my career to get the big bucks! Although stressful at times, I love what I do. Any advice for making my way to the top?? $$$ 🙂 thanks!
P.S. I will be reading more and more of your material!

KB · January 15 at 11:36 am

Hi Leo,

Nice to hear from a Seasoned Veteran.

Thanks for your kind words.


leo · January 13 at 3:29 pm

I have been in the business 30+ years, probably have forgotten more than most carguys ever learn, your website is great, I like your writing style — in order to stay on your game in this business and be successful you have to read everything and constantly train train train.
One other thing—-
Never forget, people buy cars from people that they like, when meeting a person for the first time a salesperson is being measured up by the customer, they are looking at you and thinking, do I like this person?, are they trustworthy?,
is this a person that I would want to do business with ?

KB · January 1 at 7:43 am

Hi Demetrice,

You are not alone, it is not uncommon for the sales staff to be less than helpful because they view you as a threat. I have written about this in my book and you will need to work past this sticking point. It’s not easy, but things will get better. Read the post and articles here and keep a positive attitude. Remember the first 90 days are the hardest.

Good Luck…You Can Do It

Demetrice Morgan · December 29 at 7:06 pm

I just started at a car lot, it is my second day and already no one really wants to help me learn. Any advice because I am already ready to quit, but I am not lol. Please help!

KB · October 13 at 5:14 pm

Hi Ashley,

The floor is tougher than the Internet, but you have most of the basics. Keep at it and refuse to give up. You can do it.

Ashley Smith · October 10 at 3:05 pm

I am a new saleswoman and work at a large luxury dealership. I have been here for several years in the internet department but it has been quite a challenge into transitioning to the floor. Several times I have had customers to say how knowledgeable I am and have had a great experience but this does not always translate into a car deal. My goal is to sell 10 cars a month and 1 out with an order on the way for the month! Please advise.

KB · April 30 at 8:37 pm

You can’t beat the Internet. The new numbers are saying that 90% of all car buyers are doing some amount of research online.

T-Man · April 29 at 12:41 pm

I’m new and thinking about marketing myself in mass media and the internet. I would attach a hook people would remember. Any advice?

KB · October 30 at 7:22 pm

Hi Tom,

Go through the car salesman tips and observe your competition. I have said many times that you must stick it out, Three weeks is when people start wondering if selling cars for a living is right for them. You need to watch learn and stick it out for at least 3 months. It gets easier. It really does.

tom sorvik · October 24 at 7:40 pm

I have been in the car sales field for about 3 weeks now but am very frustrated by trying to compete with all the veteran sales people. I have no professional training and work in a large dealership with plenty of cars and trucks. Any best advice here??

KB · August 11 at 5:53 am

Hi Tom,
Sorry to hear about being in a slump, but we have all been there and we will be there again.
The only thing you can do is plow through it and get back to the basics. Starting with the meet and greet and through every step.
The bright side is that you become a better car salesman when work through a slump. Yes, it’s true. It’s like a test to get to the next level of being a professional car salesman.

A slump has a way of making us better. We don’t always realize this fact at the time, but you will become a better sales person from the experience.

Tom · August 9 at 7:22 pm

I’m in a SLUMP help!

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