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 · 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.

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