Home How to sell more cars at a dealership?
How to sell more cars at a dealership?

How to sell more cars at a dealership?

We all strive to do our best and reach success in our careers. Nowadays, our daily life is unimaginable without automobiles. We all depend on vehicles and the number of sold automobiles increases day by day. After analyzing all those details becoming a car salesman is a good idea.

Changing your current business field might seem risky in the beginning. But knowing how to sell more cars and negotiate with customers will help you to have a clear picture of what to expect out of the business. Below we will discuss how to accept and modify upon challenges, for avoiding any money loss in a business. Nonetheless, the dealership is a competitive business, you will learn all the tips and tricks that help you to sell more automobiles.  

How to sell more cars at dealerships and what to expect? 

I know, changing your current business occupation might seem very risky and challenging. In the beginning, it might seem blurred whether you reach success or not… Nonetheless, realizing the fact that roughly 17 million new and 40 million used cars are sold in the USA per year, gives you a clear picture of how active the automobile trading business is. Hence, in an active and competitive field, it is mandatory to know how to sell more cars for car salesman. Becoming a good dealer requests having and developing many professional and personal skills. Since the field might be totally new for you, let’s review some details, what to expect. 

Be ready for searching and learning new information – First of all, you should realize that starting a career in new business field requests reading and learning a lot of new information. It is obvious that you will have to learn many details. Just loving vehicles is not enough for becoming a good dealer. It is mandatory to be eager to learn each and every detail about automobiles. But don’t be afraid, it doesn’t mean that you should know each part of a vehicle like a mechanic. Knowing all benefits and specifications will help you increase your sales. It is the key to how to sell more used cars. 

Searching for new vehicles with the best deal – It is well-known fact dealers get cars cheaply and sell them at a higher price. The difference is the profit they earn out of the trading. For earning more money, you should know where to get vehicles at a low price. It can be Auctions, Rental Companies, or Trade-in options. 

Pre-purchase inspection – After choosing a model with a profitable price, you should check its condition to determine whether it can be sold at a higher price or not. Here is the list of details that should be checked: The overall look, Mileage data, Tire condition, Breaks, Under the hood, Electrics, and last but not least, Vehicle history through the VIN code. Checking all those details will help you to make a decision whether it is worth buying or not. 

While discussing how to sell more cars at a dealership, and what to expect out of the business, we should mention the profitability. Leaving your comfort zone can be easy only if you have pre-analyzed all the advantages and disadvantages of the change. According to ZipRecruiter, the average annual salary for a used car dealer is 53,458$. Also, it’s notable that almost every dealership has a Finance and Insurance department that handles paperwork. Salesman with the Finance and Insurance department is considered as the front end of the dealership. Surprisingly, 49.6% of the dealership’s gross profit comes from the service and parts department, considered as the back and of the dealership. Hence, becoming a successful dealer means specializing in other fields as well besides sales. 

I guess now you already know what to expect from the business field and we can move on to the most interesting part of how to sell more cars. Let’s review some tips and tricks on how to conduct negotiations with customers!

Tips and tricks on how to sell more cars 

You might love cars, be passionate about them, know many details and be eager to become a dealer, but still, hesitate to make a decision. Mostly the reason for the hesitation can be conducting negotiations. Actually, it is the main part that determines the final result. There can be an individual who doesn’t have much experience in sales or doesn’t own a lot of information, but with good communications skills, he/she can sell much more than others. You might think that such personal skills are hard to learn, but that’s not true. Reviewing below-mentioned tips and tricks can help you to improve negotiation skills. 

Get Personal – Try to be open and friendly to customers. Address them with their names. Don’t make them feel they are some ordinary customers. Don’t repeat the same text to each customer. Try to modify and personalize it to each of them. Don’t forget that you can’t use the same terminology to a mechanic and a customer, who just wants to get a vehicle for comfortable rides. 

Don’t push a customer to buy a vehicle – Another important key secret on how to sell more cars for a car salesman is don’t to be too pushy. Overly aggressive salesman can make the customer change to leave the dealership. First of all, you should remember that buying an automobile is a big investment that requests analyzing many details. Hence, it’s hard for a customer to make the final decision sooner. Instead, you can politely offer them to have a test drive, which helps them to check whether this is the right model for them.

Inform about additional benefits – Everyone wants to get the highest profit out of the trading. Hence, don’t forget to mention any incentives, deals, sales, or additional benefits. 

Create a referral code – By owning a referral code you can truly increase your sales. You can offer your customers that if they refer others to buy a car from you, they will get a better deal.

Don’t lie to exaggerate the value – And last but not least, never ever lie to a customer for making more money. Nowadays, in the era of the internet, everyone can check and determine the real value of an automobile. Hence, exaggerating the value for earning more money out of the sale might not be a good decision. Nonetheless, the customer might not have pre-determined the market price of a model, he/she might find it later and spread negative word of mouth.

I guess the above-mentioned tips and tricks helped you to clarify how to sell more used cars. Now, we can move on and clarify how to accept challenges and continue working even in global pandemic circumstances. 

How to sell more used cars online?  

Almost every dealership has its website, where they publish car advertisements. Nonetheless, each announcement might include very detailed information, it is still mandatory for a customer to visit the dealership and make a pre-purchase inspection. During the global pandemic many people avoided going out and visiting many places. So, in such circumstances, each dealership should be ready to modify its services for avoiding loss of money.  For instance, Fantasy Junction found a new way under the pandemic challenges. By visiting Fantasy Junction’s website, you can even get a complete virtual inspection for the chosen model. Hence, another important detail on how to sell more cars at a dealership is to be ready for challenges and changes!


 All in all, nonetheless all the above-mentioned information might seem overwhelming, now you know how to sell more cars as a salesman. I guess you already have a clear vision of what to expect out of the business and how to communicate with customers. I hope the given information will help you to reach new goals easily! Wish you good luck!

Tiago Ramirez

has had a passion for vehicles since childhood. He has transformed his love for cars into mastering mechanical skills and sharing useful tips with car enthusiasts. Connect and stay updated.