Free Report for Being a Good Car Salesman from - CarSalesProfessional.com

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2 How to Be a Good Car Salesman Just being a car salesman isn t enough, you need to be a good car salesman. The earning potential is phenomenal, but you have to do more than take people on test drives and collect money. There is some work

3 involved, but it is not hard or back breaking work. The ability to earn a six figure income selling cars is well worth the effort. I have put together this free report to provide some tips and advice for those in the car business or anyone considering a car sales career. There is plenty of information available to anybody that wants to pursue a career as a car salesman or car saleswoman at CarSalesProfessional.com. I have written a book titled Make a Six Figure Income Selling Cars, I Did It, You can Too! This E-Book is filled with the techniques and methods I used to starting earning a six figure income in the car business and it only took me six months to reach this income level. You can do it too! You can take a closer look at this car sales book if you like.

4 The Truth about Being a Car Salesman There are always two sides to everything and being a car salesman is no different. Whether you are currently in the sales side of the car business or if you are considering a car sales career you will benefit from this article. There are many people that see the car sales person in a less than favorable light because of the media and the antics that the car business of yesterday. These stories have become somewhat of an urban myth about the life of an auto sales associate. I hope to give you a closer look at being an auto salesman from the inside that will put these rumors and myths to rest. I started being as a vehicle salesman several years ago and have watched the business of selling cars change quite dramatically from what it was only ten years ago. The day of the sales person that controls the customer is a thing of the past and I don't see it going back anytime soon. The car buyer of today was wealth of information available to them on the internet and very often the car buyer knows more about a particular vehicle than the sales person. This information puts the automobile buyer in the driver seat and now they control the salesman instead of the other way around. Being a Car Salesman Requires Professionalism The successful car salesman of today is a professional and uses more of a consultative car sales approach to selling cars, not because they want to, but because they have to. Most customers have dozens of car dealers within driving distance from their home and can select any of these as a

5 place to do business. Once a car dealership gets a reputation for being deceptive or unscrupulous it can be very difficult to turn that around. So in order to remain a member of the local business community the dealership must provide excellent customer service which requires anyone that is serious about being an automobile salesman to be a professional. The Ins and Outs of Being a Car Salesman A day in the life of an automobile salesperson consists of talking to customers, educating customers on the features and benefits of specific vehicles, going for test drives with potential car buyers, negotiating prices and terms and hopefully preparing vehicles for delivery. However there are times that the sales person does not have any customers and they either wait around for clients to come onto the lot or they take care of other duties that are part of being a car salesman. These may include checking cars when they are received, doing paperwork for future deliveries, prospecting for future business and following up with past customers to make sure all is well with their new car because customer satisfaction is very important for today's professional vehicle sales person. One aspect of being a car salesman that most people don't understand or don't like is the way in which they are compensated. They are paid on a commission basis, so if they don't sell any cars they don't get paid. However, if you are good sales associate that is really not a concern because a good car salesman will always sell cars. Overall the hardest part of being an automobile sales person is when you first start in the car business. There is so much to learn and the car business is not like any other business. The first couple of months can be trying, but once you get past that learning curve the life of an auto sales associate can be quite good. So if you are thinking of being a car salesman make sure you stick it out no matter what happens those first couple of months because after that it gets better and better.

6 You Can Be a Car Salesman That's right you can be a car salesman and you don't need to be an automobile fanatic or have the gift of gab. You don't need prior sales experience and you don't need to have a college education. Getting a job as a professional automobile salesperson is not nearly as difficult as you may think. In fact it is much easier than most people realize. It's Easy to Be a Car Salesman Selling cars for a living is not rocket science and if you think you would like to be a car salesman then you should go for it. You might be surprised how many people that are making a very good living as an auto sales person started without any sales experience of any kind. I have worked with successful automobile sales people that were formerly truck drivers, bank tellers, office workers, auto mechanics and housewives. You may also be surprised to know that it is not uncommon for a good salesman to earn 100k a year selling cars. So many people see the career of an automotive sales associate as undesirable, but those people never earn the kind of money that being a car salesman can provide. The work is not labor intensive or difficult, but it is not a walk in the park either. Like any profession you must be dedicated and willing to do what it takes to get to the top. One of the best parts of having a auto sales career is the ability to earn as much as you want. You can goof around all day, every day and make very little money or you can dig in and make six figures a year. It is all up to you and how hard you want to work.

7 Downside of Being an Auto Salesman Like any job there is always a downside or an undesirable facet and the same goes for being a car salesman. The downside is the way that most sales people get compensated for their efforts. There are exceptions, but most car salespeople get paid a commission that is based on the number of cars they sell and the profitability of each automobile transaction. Depending on your point of view the pay plan of the automobile salesman can be a negative or a positive. The more you sell the more you make so if you are good at your job you will make a bundle, but if you are not selling you will starve. You really can be a car salesman, but you are the one that determines if you are going to be a success or a failure. The automobile business has a way of recycling the good and getting rid of the bad primarily because of the auto sales compensation method. People don't stick around too long when you work long hours and make next to nothing while the person next to you is working just as hard and making six figures a year. So what do you think, do you want to be an auto salesperson, do you have what it takes to make over 100k a year selling cars?

8 Making It as a Car Salesman Being a car salesman is a career choice that is undesirable according to many people because, but those people have no idea what the upside of a career in auto sales can provide. The earning potential of a good salesman can rival and surpass that of many professions that require years of formal education. In fact there are many successful automobile sales professionals that earn over 100K a year. However making it as a car salesman or saleswoman is not possible for everyone and that is evident from the statistics that show a high turnover rate in auto sales people. Every year people hire on at automobile dealerships around the world to become automobile sales people, but only a small percentage can make it selling cars for a living. It's not because they are lacking the gift of gab or that they are not very social people, in fact those are not even the qualities of a successful auto salesperson as many would have you believe. Making it as a car salesman is about understanding yourself and other people and being able to adapt as needed. Working in the auto business and selling automobiles is not like any other job or profession. Most think that selling is selling no matter what it is you sell, but that couldn't be farther from the truth. People that buy automobiles usually buy because of the person that is selling them. Of course the product must provide what they need and want, but there are different brands and dealerships to choose from. It all comes down to the fact that people buy from people. There are always exceptions to the rule,

9 but it almost always comes down to the car salesman that assists the customer making a purchase. The sales associate can make or break a deal with one poorly chosen word. So making it as an automobile salesman is really about the person selling the car. You Can Make it as an Automobile Salesperson Success in the retail automobile business and being able to make it as a car salesman is about connecting with people and quickly. Being able to read and listen to your customer is the key to successfully selling cars. The average or below average auto salesperson will sell as many cars as the people they connect with during the short amount of time that they are working with them. The top sales people know how to connect with more of their customers quickly by listening, observing their every action and reaction while adapting and adjusting their words and expressions to fit the situation. Therefore they sell more cars and make more money. Learning how to sell cars consists of the traditional sales training methods and techniques, but making it as a car salesman involves more than what is taught by most car dealerships. Forget about what you thought would make a good salesman and focus on the customer and what they want. If you can connect with people on a one to one basis then you have what it takes to make it as a car salesman. The rest can easily be learned from the training that the dealer provides along with time and experience on the sales floor.

10 The Secrets of Being a Great Car Salesman What is it that sets the average car sales person apart from a great car salesman? In most cases it's the secrets that they have learned from selling automobiles for many years. They must be secrets because the top sales person at any car dealership will rarely share the techniques they use to outsell the other sales people month in and month out. Sometimes they are called a "Veteran Auto Salesman", a "Closer" or something similar that would indicate that they are very good at selling cars and making money. They may be a very nice person or a grump, but when it comes to making a deal and selling a car they are a true professional. When they get a customer they turn into a very different person. They put on a big smile and turn into the nicest person you ever met. They dig into their bag of tricks or secrets and pull out exactly what they need, so they can deal with, communicate and win the trust of their car buyer. They are more than a good salesman they are a great car salesman. The great car salesman not only sells lots of cars every month they also make big money. I have heard of many auto sales people that make up to $100,000 a year and some that make close to $200,000 a year. Now that's some real dough. But if you ask a top automobile salesman how they do what they do, they rarely share any of the secrets they use to be at the top

11 of the sales board every month. They will tell you that they do the same thing you are doing and keep their car sales techniques to themselves. A Great Car Salesman Leaves Clues When it comes right down to it the veteran salesman is probably not going to share their techniques, but if you work with a great car salesman at your dealership you are in luck. You are in luck because you have the opportunity to observe and gather the clues that they leave behind. You can watch and listen to what they do, how they do it and what they say. I have learned some of my most valuable auto sales techniques by gathering clues. The success of a great automobile salesman comes from their ability to listen carefully to what their customer says and what they mean when they speak and act. It is more than words, it is everything they do, expression they have and what their body language says. They have learned how to read people and determine what they want when they are coming to buy a car. They carefully choose every single word that they use when they talk a potential car buyer. Because they know that just one word can blow their chances of selling a vehicle. Watch a great car salesman in action and you will see that it is like a great actor going on stage. They can change everything about themselves at will and they change it to be the person that the car buyer wants to sell them a car. You already know that the customer wants a car because they are at your car dealership, so the difference is the salesman. However it is not just a salesman, but a great car salesman and their secrets to success.

12 Listen Closely to Be a Better Car Salesman When we talk about selling cars for a living we are talking about a competitive field where not all of the participants survive. It's a bit of a dog eat dog environment. The turnover at some car dealerships can be brisk and a couple very common questions among any sales staff is how can I be a better car salesman or how can I sell more cars. The job of the automobile sales person is a multi-faceted job and in trying to answer the question of how to be a better car salesman there isn't a single, all inclusive answer. Like most jobs there are a series of different tasks performed and in order to be successful one must work at and improve all of the different aspects of the job. Listen to Be a Better Car Salesman When it comes to being a car salesman one of the most important aspects of the job is being able to effectively communicate with people. There aren't any tricks when it comes to dealing with people, but a critical part of dealing with a potential car buyer is to listen closely. Most people believe that in order to be a better car salesman that you need to be a good talker when in fact the truth is that you need to be a good listener. I am not simply talking about the words that come out of their mouths. You see car buyers don't always tell every detail so to be a better car salesman you need to ask questions and listen closely. It has been said by many successful sales people that if you listen close enough the customer will tell you how to sell them a car.

13 If you want to be a better car salesman you need to listen to every word that comes from their mouth, but you also need to listen by watching their body language. The car buyer's body language consists of facial expressions, body movements, attention span and attentiveness. When you present a vehicle to your customer and demonstrate some of the features and the customer is looking at the next feature while you are showing them the current feature the customer is telling you that you are moving too slow or that they are not very interested. If you were listening closely by watching them and noticing that they are not interested in that feature you would move on to something that interests them. However the sales person that was not paying very close attention would drone on about the feature and before too long their customer would become bored. This is a not an example of how to be a better car salesman, but how car buyers get turned off by sales people. That customer is very likely to get bored with the entire process and before long they would ask for the salesman's business card and tell them that they will be back when they have more time. Then that customer would likely visit another car dealer and if they are taken care of by a salesman that is listening closely and pays attention to their words and body language they will more than likely buy a car. This is a very common scenario when it comes to the business of selling cars and if you are determined to be a better car salesman you will start to pay attention to everything that your customer says and does and tailor your presentation accordingly.

14 You Can Learn to Be a Good Car Salesman Many people believe that in order to be a good car salesman you must be born that way, but that couldn't be further from the truth. The car industry is full of good car sales people that had no idea of how to sell cars until they started working for a dealership. Almost anyone could sell a couple cars if they went through the car dealer's sales training program, but selling a couple cars a month will not pay the bills. Good Car Salesman Basics To be a car salesman you need to be able to talk to potential vehicle buyers. Ask customers questions to determine their needs, wants and qualifications. Explain and demonstrate the features and benefits of the particular vehicle that you are trying to sell them and take them for a test drive. Then you will sit down in your office or desk with the car buyer and work out the price, terms and any other details to sell them the car. Sounds easy enough, right? Many auto sales people do it just like that, but if you want to be a good car salesman there is a little more involved. The good auto salesperson looks and talks like a professional, is knowledgeable of the product they are trying to sell and can read people based on their words and body language. They know every step of the car buying process and can answer most any question that their customer wants answered. The good car salesman tracks their sales, fresh ups, bebacks and commissions. They make and keep their car buying customers happy so they can ask them for referrals and sell to all of their friends and relatives. They know that the most successful car salespeople sell the

15 same customers again and again because they took good care of them and appreciate their business. You can see that the tasks and duties of a good car salesman are things that can be learned with the right training, a positive attitude and a desire to succeed in the car selling business. The job of selling cars is a very unique opportunity for the person that wants to control their earnings and ultimate destiny. I have seen people start selling cars that have never sold cars before and become a top selling salesman in a matter of months. While others will continue to plug along selling an average number of vehicles every month and earn an average sales income. If you want to become a good car salesman you can do it, but you will need to learn the ropes, the product and the car selling process. You don't need to be a natural born car salesman, once you decide to become a top car sales person the sky is the limit and not only can you be a good car sales woman or man, but you can be a great one. You can also discover my car sales closing techniques that I use to sell more cars and make more money in my book Closing the Sale. It all comes down to closing the deal and making money. Closing the Sale Car Sales Closing Techniques

16 The Many Aspects of Car Sales Careers When you think about auto sales careers the first thought is that of being a car salesman, but that is only one aspect of many that covers automobile sales vocations. Being a car salesman can be the starting point of a very fruitful and rewarding career. If you aspire to climb the ladder there are many different avenues you can pursue. The following is a brief overview of the options that are available to the right person that is determined to make some big money in the car business. They start at the entry level and the income potential goes up from there and there is good money to be made in the car business. Car Salesman: This may be an entry level position, but you may be surprised to learn that a good car salesman can earn more than 100K a year. There are many top salesmen that stay in their current profession rather than choose to climb the auto sales career ladder because they don t want the added responsibility. They are very successful at selling cars and they can make a very good income without having to worry about anybody, but themselves and their customers. After some time in the business they have a following of customers that buys cars over and over while providing them with referral customers. Sales Manager: In most dealerships the position of sales manager is one Free Report for Being a Good Car Salesman from - CarSalesProfessional.com

17 that may be a possibility for a top performing salesman that would be a good fit for the position. They manage the sales staff, manage inventory, handle customer complaints, schedule staff and porters and are responsible for the sales vehicles of the dealership. Sometimes they work with customers to close deals when the salesman is unable to do so and monitor the lot and showroom traffic. As you can see there is much more responsibility involved, but it s a great auto sales career with much earning potential. Used Car Manager: The tasks of the used car manager involve managing the used car inventory and overseeing the process of preparing vehicles to be sold on the lot. They also inspect and evaluate customer trade-ins and determine the amount that the dealer will allow for the trade-in. The used car manager will attend local auto auctions to both buy and sell vehicles and be responsible for the profitability of the used car sales. The auto sales career of a used car manager is one that carries with it much responsibility because the used car sales are vital to the profitability of a dealership. General Manager: There is only one position higher than the general manager of a car dealership and that is the owner. Depending on the size of the dealer the owner and general manager may be the same person, but that is not the case in most dealerships and then they report to the owner. The general manager is responsible for the operation and profitability of the entire dealership. That includes sales, service and the parts department and at some dealers that may also include the body shop. The General Manager (GM) is paid according to the profit the dealership makes after all expenses are paid. So the GM needs to run a tight ship in order to make a respectable income and have a rewarding auto sales career. Their income could be two or many more times than that of a good car salesman depending on the size and location of the dealer. These are the most prominent positions in an auto sales career, but there are others. There can be several levels of sales managers, and even sales people such as an Internet Sales Manager. There are many possibilities for advancement and fantastic earning potential in the car business. Find the automobile sales careers that best suit you and you can make a bundle.

18 Car Sales Training for Success There are many different varieties of car sales training being taught today. Some are better than others and some are practically nonexistent. I will try to explain the different types of auto sales disciplines that are needed to become a successful car salesman or saleswoman along with the groundwork that anyone can pursue to have a prosperous automobile sales career. Basic Car Sales Training In some dealerships the education required to start selling cars is not much more than an orientation or indoctrination of the steps to the sale. Many times this is done by a sales manager and it is often seriously lacking when it comes to building the solid foundation required to become a successful salesperson. The turnover of the sales staff at these dealers is usually high and the success rate along with the profitability of these types of dealers is at best dismal. The pay plan for sales people is often poor and it does little or nothing to motivate the staff. This type of place is not where you want to start your car sales

19 career if you can help it unless you donʼt care about succeeding. However in most new car dealerships today car sales training is taken more seriously. They may have a member of the sales management team do the training, but it consists of two or more full days and it includes word-tracks, scripts, drills and it provides a true auto sales education. It usually includes a printed or copied car sales manual or handbook and the basic skills required to get started. Then the Green Pea is let loose on the lot to start selling cars in order for them to get a taste of the territory that is the business of selling cars for a living. They will be monitored and coached by a sales manager or a senior member of the staff until they learn the basics and from there they are usually on their own other than some occasional guidance or a car salesman tip. Some of the larger and more successful dealers and dealer groups have a car sales training manager on staff and some actually use an outside firm that comes in and trains their Newbies. Both scenarios are usually very good at readying any new additions to their sales staff and often supply and ongoing education to sales staff. This is a good place to begin your car sales profession along with the description on the one above. Product Knowledge and Automotive Sales Training Most of the auto-makersʼ offer some sort of training to a dealershipʼs sales team, but it usually involves product knowledge. This type of training is valuable and important because product knowledge can make the difference between making and losing a sale. Knowing the benefits of your product over your competitor is priceless when it comes to closing a deal. This type of education is great, but these manufacturer hosted events are usually only done when a new model or restyle is launched. Some dealerships will regularly train and host product knowledge classes in house because they understand that knowledgeable sales people will make more deals. To sell more cars and further your earning ability you

20 would be wise to take the initiative and educate yourself on the product your represent. Advanced Car Sales Training Few dealers offer anything more than the type of car sales training that I have described above. With any profession ongoing education is always an asset and the same goes for selling cars. Even the seasoned veteran can benefit from more and regular training. There are many areas of the car sales profession that you will learn over time such as prospecting, referrals, follow up, using the telephone and closing the sales, but are you willing to wait to learn how to make more commissions and sell more cars? If not then you usually have take it upon yourself to further your auto sales training. Optimum Training for Selling Cars In the car business auto sales training is like pay plans because every dealer handles this responsibility differently. Whatever the type of sales foundation or indoctrination you have received is better than nothing although there are plenty of sales people that have started in this business with relatively no seasoning other than being told to go out on the lot and get a customer. In order to cultivate a true car sales professional the schooling should be ongoing and never stop. The constant seasoning along with formal product and sales

21 training provided by automobile manufacturers and professional trainers is ideal. In addition to these methods the salesman or saleswoman should also supplement the training they receive on their own by role playing, reading, studying the competition and observing. The time, energy or monies spent on additional training is merely an investment that pays for itself many times over throughout the course of a car sales career. There is big money to be made in the business of car sales and those that are prepared will reap the rewards that the industry has to offer. One of the reasons for this car sales website is to help the many thousands of sales people out there that are looking to improve their sales skills. The automobile sales training manuals and books offered below are designed to help the ambitious person that doesnʼt want to sit still and wait to get more experience and earn more money. I put this collection together based on the questions and request by the many readers that regularly visit this site. Take a look and decide if you want to further your car sales training and the ability to earn more money selling cars or wait until it happens on its own. Visit CarSalesProfessional.com for all the information you need to be a good car salesman. Articles and blog posts about car salesman income, car sales commission, critical auto sales skills and you can even post questions and read other s questions and answers. Later, Fresh Up on the Lot, KB PS. Feel free to give away this report to any of your friends, family or coworkers that want to sell more cars and make big money as a car salesman. The money is there all you have to do is take it.

22 Don t forget to Check Out, Click Here to See Car Sales Book Click Here to See Car Sales Closing Techniques Book CarSalesProfessional.com