Notifications & Messages

Jared Hamilton
From: Jared Hamilton
Hey - It’s time to join the thousands of other dealer professionals on DrivingSales. Create an account so you can get full access to the articles, discussions and people that are shaping the future of the automotive industry.
Jeremy Sutter

Jeremy Sutter Freelancer

Exclusive Blog Posts

Skills to Look For in a New Hire

Skills to Look For in a New Hire

Look across your service department’s front line, then in the shop. If you’re one of the average American dealerships, you have a vacancy in at…

DrivingSales Executive Summit Speakers Announced

DrivingSales Executive Summit Speakers Announced

DrivingSales Executive Summit Announces 2018 Breakout Speakers Industry leaders selected to present on emerging topics and proven tactics in Las Veg…

AIADA's Cody Lusk Testifies at Commerce Investigation Hearing

AIADA's Cody Lusk Testifies at Commerce Investigation Hearing

Today the President and CEO of the American International Automobile Dealers Association (AIADA) testified in front of the U.S. Department of Commernce&nbs…

Actor Mark Wahlberg now Owns a Dealership

Actor Mark Wahlberg now Owns a Dealership

In a move to grow his business portfolio, Marky Mark Wahlberg is breaking into the automotive world with a dealership in Columbus, Ohio. Yes, you read that…

The Future is Here … Is it the Car Vending Machine?

The Future is Here … Is it the Car Vending Machine?

Companies all around the world are picking up on the car vending machine trend. In recent news, Ford joining with tech giant Alibaba to create a cat-the…

What Does it Take to Become a Successful Car Salesperson?

Succeeding as a car salesman doesn't come easily. Many people think that being a salesman is all about selling products to the consumers. However, this is a misconception as it includes your personality, authenticity, appearance, and skills in persuading your clients. Some car buyers walk into the dealership with a negative perception about the salesperson. It is the work of the car salesperson to change the image.

If you want to work as a car salesman, there are some essential tips that you should understand. Selling cars is rewarding, and to some people, it turns out to be their biggest disappointment. If you want to succeed in your career as a salesman, you should always prioritize your consumers. Take a look at the following tips.

Make the Customer Feel Welcomed

When a client enters your dealership, they should be approached with confidence and greeted with enthusiasm. The consumer needs to feel that you are authentic with them and thus, the first impression is crucial. Walk to the customer and greet them with a firm handshake, a smiley face and welcome them to the showroom.

A warm welcome may seem an obvious activity to any salesperson, but it determines the opinion that the clients form. The client will scrutinize all aspects about you from dressing to the smile. If they find you unfavorable, don’t give up as all is not lost but you will have to tire more to seal the deal.

Work With the Consumer

After welcoming the consumers, it is time to find out what they want to purchase or window shop. When you ask them questions, take some time to wait for their response. There is a misconception that a sales associate should keep talking to keep the clients entertained. It is not true. Consumers also need time to ask questions and get details about the various cars in the dealership.

As part of the conversation, make sure you ask your consumers if they have seen your advert. Remember, you have used a lot of resources on adverts. Thus it is essential to understand, which advertisement channel works best for your company. During the conversation, be keen to identify the person amongst the group who is interested in buying the car. After identifying them, engage them wisely, and you will soon close the deal.

Identifying the Vehicle

Although choosing the vehicle is purely the task of the buyers, part of your job should be to sell the extra features such as heated and cooled seats, navigation systems, extended warranty plan, and blind spot detection. Selling these additional features helps the consumer get more information, which can help them make their choices. At this point, you can also talk to your client about cheap auto insurance, which is affordable.

However, you should be keen when explaining these additional features as you can make the consumer fall in love with cars that they can’t afford. In case your clients don't have a predetermined choice of vehicle or don't have a budget, you should start by showing them the cheaper cars.

Sealing the Deal

When negotiating with the client, you should remember that your role is not just selling the car but making profits. The price should be the last thing to discuss as a slight shift in the price will reduce profit margins. Payment should be your negotiating tool, and you should aim at maximizing on it. Your goal should be getting a commitment from the client and closing the deal.


Sealing just one deal is not enough. You will need to stay unique in the industry. You should walk into the dealership every morning to show your clients how much you love your work. Additionally, you should be familiar with your competitors’ products. This information will help you develop a competitive advantage over the competitors. Lastly, make sure that you do a follow up on potential buyers. Identify the best time and method of reaching them.

 Unlock all of the community & features  Join Now