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 · 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

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