I love my profession and when I started my sales journey I wanted to make a career out of retailing motor cars as opposed to viewing it as just another job. The road I chose to travel was one that involves the following, discipline, business morals, and a code of conduct coupled with the highest levels of ethical standards. The automotive business is renowned for poor service and is sadly well tarnished with blackened names and oil stained reputations. The culture of cars sales unfortunately became cultivated with dishonest dealings, questionable morals and caustic car salesmen.

The emergence of social media platforms and public forums took the industry to a new low with a level of bad press and complaints that was unprecedented. Social media brought some transparency as poor service, dishonest dealers and slovenly staff were named and shamed. In defense of dealers some unscrupulous consumers also utilized the very same platforms for personal gain and to leverage compromised situations unfairly in their favor.

Selling cars is a very fine balancing act and in fact it is an art that requires attention to detail and total dedication should you wish to be successful in the long run. The executive walking the tight rope pictured above is a rather accurate depiction as if he makes one wrong move his entire career could come to an abrupt end. Top executives balance sales dynamics well while others plunge into an abyss of poor personal and career choices or dodgy car deals peppered with poor service.

My story is rather unique as I had the honor and privilege of growing up as a third generation motoring man. I followed in the tire tracks of my father and grandfather and you could say I have oil running through my veins. I was incredibly well schooled in the art of sales by these two incredible motoring mentors. I have another interesting fact to share that during my career I have worked with generations of automotive legends and salesmen going back to the 1950's moving forward into present times. I always kept an open mind and absorbed as much knowledge from these characters of the car industry from a bygone era. One of the skills I learnt was to keep and open mind and to never stop learning and listening to the stories and valuable insights they imparted to me over the years. I also took the time to keep ahead of the latest developments and industry trends as the changing times sadly destroyed many car dealers and traders who simply refused to change and embrace the digital revolution.

Well I suppose it Is time for us to get down to the confessions of a car salesmen and some of the tips and tactics not to use. I will also share some classic car myths, sayings and dirty dealings for buyers out there to be aware of.

1. Buyers are Liars- You did not ask your clients the right questions and now it is time to play the blame game.

2. Let me be honest with you- Everything you have said up to now is a lie.

3. What is the best price? -The car was not priced correctly or worth the asking price to begin with sell value not discount.

4. I promise- Big on promises low on delivery and meeting expectations

4. Trust Me - I am about to lie to you again

5. How can I earn your business today- I have done a lousy job

6. Yes to everything- Actually means no ! I am just telling you what you want to hear to get your business

7.Asks you for a deposit prior to even going for a test drive- Be warned

8. High pressure from the minute you walk in and you are asked you to sign the order prior to even seeing or testing the car

9. No problem- Once you have driven away that is correct no problems will be attended to translating to poor or no aftersales care.

10 It is not about the money- I only care about my commission and you are just another notch on my sales belt

The other side of the car business is the dirty underhanded part of the trade and what I refer to as the Dark Side of the Trade. The mind boggles as you have dealers paying other dealers drops for good used cars with a backhander normally furnished in cash. We affectionately call it doing The Penguin March in the trade. The days of the sleazy used car salesman are numbered as the business has progressed towards very professional people and standards.

I could literally regale you for hours with stories of dealings in the trade however in all businesses unfortunately you get people of low moral fiber working in a prescribed field..The flip side of the coin is that this makes it difficult for the genuine, decent and honest car sales professionals out there in the market place.

The route I chose was one of building trust and lasting relationships and it has paid dividends for me, creating a rewarding career and a shared affinity with my clients

Walking the tight rope of sales is not easy however the rewards are there for those that exceed expectations by delivering exceptional customer experiences