Whether you are new to the car business and selling cars for a living or you have been doing it for years these car sales tips will help you sell more cars and make more commissions. Selling cars to the public is not like any other retail job and not everyone is cut out to be a car salesperson. Some people may already have some of the skills needed to be successful and others can learn what they need to know to become more successful.

These sales tips and advice touch briefly on the different things that you may have already learned when you were taught how to sell cars at a dealership. They were probably included in your car sales training and some of these things you need to reinforce or memorize to become a more professional and effective car salesperson.

1. No matter who you are trying to sell they all have different backgrounds, budgets, wants, needs and desires. No two car deals are exactly the same and if you think they are you are going to lose sales. Everyone has different reasons for buying a car, whether it’s a new or used car it’s always about much more than dollars and cents.

2. No matter what they say when you first meet them, they want to buy a car. They didn’t come to your showroom to waste a few hours. They came to buy a car and it’s your job to sell them a car by determining their buying triggers and satisfying their needs while making use of your car sales techniques and training. This is one of the car sales tips that salespeople often forget when they are working with difficult and demanding car buyers.

3. The customer uses lies and deception for a reason and that reason is to defend themselves from the car salesperson that is commonly known for taking advantage of the average car buyer. They may tell you the truth later after you build some rapport, but only if you earn their trust. Overcome their objections and get their commitment to buy. When they tell you that they have to think about it or that they need their spouse before they buy it’s merely an objection that you need to overcome.

4. You don't have to tell them everything you know, but don’t lie to them. If you don’t have the answer to their question, tell them you don’t know and that you will get them an answer. If a customer believes that you have lied to them you will lose their trust and their business for something as a simple as a gas mileage rating.

5. Potential car buyers will ask you what seems to be senseless questions when you are working with them. Your first reaction would be to say what does that have to do with buying this car, but the real reason for some of their questions is to test you. Customers will test your knowledge and honesty in order to decide if they want to buy a car from you.

6. They don’t want to hear how bad the car dealer is across town. Maybe they were there earlier today or yesterday and they didn’t buy a car from them. If the other dealer or car salesperson was so great they wouldn’t be talking to you, they would have bought the car from the other dealer.

7. Look like a professional car salesperson, dress appropriately in clean and pressed clothes and don’t smell like an ashtray. Have a positive attitude and be enthusiastic. You can overcome a poor first impression, but it just makes things harder so look, smell and act the part of a professional.

8. Product knowledge won’t sell cars on it’s own, but your customer needs to feel comfortable about spending a large amount of money. If they feel that they are working with a car salesperson that doesn’t know what they are talking about you are likely to create another “Be Back”.

9. I think I can safely say that less than 2% of the customers that ask for your business card and tell you they will be back won’t. Most customers that have decided that they are not buying from you or your dealership will tell you that they are going to be back and need a way to leave.

10. When you are desperate to sell a car your customer can sense that like an angry dog can smell fear. Even if you desperately need to sell a car the customer needs to believe that you don’t need to sell them a car, but you are merely helping them gather information. Desperation will turn them off so quickly that you will wonder what you did or said.

11. Yes, even the shy and introverted customers like to talk about themselves. If you can get them to trust you and build some rapport you can get even the shyest people to talk your ear off and provide you with everything you need to know to sell them a car. So of all the car sales tips asking questions will help you get them to open up and talk and help build rapport.

12. The car buyer wants to feel like they are getting a good or at least fair deal. Whether they made a great deal or not they need to feel like they made a good choice. Almost all buying decisions are made with emotion, so the way they feel about you, your dealership, the car, the price or the deal is critical to your success and overcoming objections.

13. Car buyers will pay more for a car than they need to when they believe that the value of your service and the value of the dealership outweighs the price. This is very important car selling advice and I’m not going to type it twice so read again and again until it sinks in and becomes a part or your being.

14. People can buy cars from any number of different car dealers. Especially new cars because new cars are a commodity no matter where you buy them so the real difference is you and there is only one you.

15. When you treat your customer like they are the best customer you ever had it will return to you in many ways. They will send you friends and family to buy cars and they will also want to buy more cars from you in the future. Plus you want great C.S.I. score or Customer Satisfaction Index which may mean a bonus if your dealership uses that as a measurement for compensation.

16. Whether it be new or used car inventory you should have a good idea of what you have in stock so you can switch them to another car if the need arises. Know your inventory there may be any number of reasons, so knowing what to suggest or show them can put you way ahead of your competition. It’s said most car buyers will purchase something different than what they came in to the dealership to buy.

17. When you get to the dealership you need to have your head in the game. Selling cars for a living requires you to have your head in the game at all times. Leave you problems on the curb. You need to have the answers, ask the questions and be a step ahead of your customer at all times.

18. You have two ears and one mouth so listen twice as much as you talk and learn when to shut up. The power of knowing when to talk and when to shut up can make a huge difference in your sales. There is a saying in the business when negotiating the first one to speak loses after a proposal.

19. If you have have a tendency to look away when people look you in the eye you better get over it. Most people do, but when you don’t look your customer in the eye when you speak it makes you look insincere.

20. The sales manager has been in your shoes and has a pretty good idea when you are selling them on why they should take the deal. Stop selling the sales manager and sell the car buyer. Remember, two people meet and one gets sold. Who is it going to be you or your customer?

21. Whether it’s your dealership’s policy or not you need to sell the extras to earn more income. Some car buyers are conditioned to buy the extras and you will loose an opportunity to make more money if you do not present some extras. You might be surprised who will buy the extras if you give it and honest pitch.

22. If you don’t get the extra money out of your customer the F & I Manager will. If your car dealership has a good F & I Department they will get the money and commission that you left behind. I don’t know about you, but I like money in my pocket to much to give it up to the Finance Manager so don’t give up too easy. However we are all on the same team.

23. Follow up on everything whether it is new car customers or used car customers, “Be Backs” or customers you sold a year or more ago. Stay in touch ask for referrals because these car buyers can provide you with future sales and income. Make sure to take advantage or your new customers whenever you get some downtime during the day you can get a few more sales every month from them.

24. The last person your customer sees before they leave the dealership is you. Thank them, show them all about their new car, inspect the car with them and make sure they are happy. Make them happy so the last thing they remember when they leave is you and the great experience you provided at the car dealership so they will send you referrals.

25. Enthusiasm sells cars when your customer feels your enthusiasm it make them feel that you are happy to see them, happy to meet them and happy to help them. Be enthusiastic about the car, the dealership and everything they have to say. Don’t be phony or they will sense it. Be yourself get excited when you have a customer that wants to buy a car.

Whether you sell new, used or Certified cars it doesn’t matter, car buyers are still people and people like to do business with people they like. You can learn how to be a good salesman and even become a great car salesman because there is no such thing as a born car salesperson.

What do you think? Is this something you can benefit from or do you have a few tricks up your sleeve that are just as powerful? Make your voice heard by leaving a comment below. Don’t forget to hit the share button if you know others who will find this post useful.

I.C. Collins ~ Author and Educator: Has One Simple Goal Improve a Million Automotive Sales Consultants Lives with our ebook "How to Succeed in the Automotive Sales Industry"

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