Not too long ago a car salesman could get in front of enough customers every month to sell enough cars to make a good commission. However, things are bit different today and selling cars today is more than a numbers game. Dealership showrooms are seeing less and less traffic today. Read more…
Several years ago only a small percentage of the customers entering your showroom walked in with a price quote, but today just the opposite is true. The Internet has changed everything when it comes to selling cars, but that doesn’t mean that we have to become clerks rather than salespeople. Read more…
The Car Salesman Must Try On The Customer Last week I wrote a post about how practically every one of our customers loves to try us on when doing our job. But don’t forget that we must try on the customer too. Every customer/car buyer on the lot has different Read more…
You know what I’m talking about. Your customers love to try on the car salesman and especially when it comes to price. This isn’t something new; customers have been trying on automobile salespeople for decades. You know what I mean, this other dealer had a lower price or some dealer Read more…
Are You A Believable Car Salesman? No matter the situation, two people meet, and one gets sold. If one gets sold, the other is buying instead of selling. So are you buying or selling when you talk to your customers? Are you a believable car salesman or someone spewing out Read more…
The Switch Car to Make a Deal If you are going to be a successful car salesman, the switch car is something you need to master. It’s said that over 80% of people buying a car buy something different than they planned. It might be color, trim level, used rather Read more…
If you are in the car business and have been for any period on time you will appreciate this video. Chris Adams posted this video on YouTube earlier this year and I am sure many of you have already seen it, but for those of you that haven’t you need Read more…
If you consider yourself to be a car guy or girl it might already be too late for you. You may already be addicted and there is no turning back now. I am not sure of how, but it just happens and before you know it you want more and Read more…
Nobody Wants to Get Sold, But Everyone Wants to Buy Sometimes we forget this basic fact regarding selling cars and an essential car sales tip. We are often trained to sell, sell, but too much of a good thing can be harmful. How do you react when you walk into Read more…
There is one question that seems to be on the mind of so many people that are considering a career in car sales and I have not talked much about it up until this point, but it’s time for me to speak out. It seems everyone wants to know about Read more…
We all joke about Be Backs, but you can sell more cars when you work the ones that don’t buy from you. I am not saying that you should buy their story about coming back because they are usually just looking for a way to get out. However, research shows Read more…
It is time to get with the program because the world is changing and before you know it everyone will be an Internet customer. Smart phones, iPads, Kindle Fires and the like are growing at a phenomenal rate and I don’t see it changing anytime soon. If you have been Read more…
Take a look out on the showroom floor of any 100-car dealerships around the country and you would probably be lucky to find 75 car saleswomen. What was typically a profession that was once considered suitable only for a man is slowly changing, but it is changing. Ten or fifteen Read more…
Has your car salesmen and car saleswomen been infected by this terrible disease? Are they sluggish and quick to qualify and broom their customers? Do they complain about taking Ups unless they believe they have a sure sale? Have they lost their enthusiasm? Do they complain about the lack of Read more…
Everyone’s had their fair share of mooches, mavens and shoppers when it comes to selling cars for a living, but that’s just part of being in the car business. Nobody wants to spend a couple hours showing somebody cars and going for test-drives with a person that’s not really ready Read more…
The primary objective of the car dealer BDC is to get them in the door because they can’t buy a car over the telephone. People that call into an automobile dealership are looking for information, it could be questions about service, it might be about your store hours and it Read more…
The Internet car salesman or commonly called the Internet Sales Manager is a bit different than the floor salesperson. Their job is to take Internet leads and e-mails from potential car buying customers via the Internet. They don’t take Fresh Ups, they don’t take walk-ins, their only customers come through Read more…
You can read Part One, Part Two and Part Three Not Asking for the Sale You’ve probably heard this before, but not asking for the sale is one of the biggest hurdles to success for new car salespeople. It sounds simple, but there are salespeople showing cars, going for test Read more…
I get a lot of emails asking about how to get more showroom traffic and Fresh Ups, but the answer is not an easy one. It is a two part answer and one part is the responsibility of the dealership and their advertising budget for print, radio or television, but Read more…
More and more dealerships are embracing the Internet in a big way and I have been hearing from some of you about going from car salesman to Internet Sales. Only a few years ago an Internet Sales Department consisted of letting whoever was available follow up on dealership emails and Read more…