After 20 years of working retail I'm stepping out on faith and leaving.and heading into car sales at a large reputable dealership. This isn't a ploy for sales and I'm not asking FOHAF members to buy from me. I am asking for tips from any members out there that have experience with commission based sales.
It's kinda scary making this move. The down side to my previous job was I was stuck working 70+ hours a week and 80+ during holiday and hunting season.
The upside was I was making 60 thousand a year, which isn't too bad for a guy with nothing more than a high school diploma.
Stepping into car sales I don't expect to make 60k right off the bat, but to pay my bills I need to make 40 and obviously would love to make more.
So... are there any FOHAF members that work in commission sales that might have any tips for me?
My advice as a car salesman is hit the ground running. More than likely you will be paid a draw if your sales commissions do not out way the minimum wage for the amount of hours you worked.I see alot of guys come in here and try to figure things out. They spend a week or two getting paid on the clock, then when they do sell something the commission goes to pay back the draw..You gotta sell right away to fight the bucket. Chances are the dealer has a flat commission $100 or $200 maybe and then a bonus scale..I have always focused on the bonuses and not worried about the commission so much. Remember this, the dealer wants to make a homerun and thats great for you when it happens, in an honest manner, but the manufacturer doesnt care what the dealer sells the car for. That is why the flat is there. With so much Inet pricing you really dont get too many homeruns so focus on selling the car and hit the bonuses...Yes I sleep at night. Be honest and know your product.
I could go on and on about selling cars and the business itself. Let me know if you have any direct questions, i would be happy to help. Chances are your hours wont be much better but hopefully you work for a dealer that will be flexible with you. I try to take my days off and occasionally get a weekend off, you have to. By the way I made well over what you say you would like make every year that I have been in the business. It can be done. Stay honest and work for the customer not the dealer. You wont make anything if you dont work for the customer. Like I said there is soo much more and I hope this helps you.
What product are you with?
Meet and greet. Dont say can I help you. Most customers will say "oh I am just looking", then what do you do. Say welcome to ABC dealer I am Hoss74 and you are? Welcome Joe BLow how can I help you? This will open them up. They are they because they want to buy something, not to look around. This will avoid an immediate objection as soon as you meet them.Just looking is really an objection. Take control and get them to open up. Be a chameleon and adjust to their style. Make a friend and you will sell a car..assist them instead of sell them. Listen more than you talk. God gave you 2 ears and 1 mouth, for a reason.
Just a few more thoughts..sorry I cant help myself..They will buy from you if they trust you, make sure it is real though. People will pick up on BS. Just be you and not a crackerjack carsalesman.
Awesome tips. Thanks for sharing. I'm definitely getting more excited about the opportunity. I'll be working for a Toyota dealership. I guess the whole commission thing is what has scared me. Ten years ago my best friend left retail for car sales and since then has bought two homes and paid them both off. He has been on my butt to quit retail and do car sales with him for many years now. The more I talk to people the more possible it seems to do alright. I don't see at all how I could be perceived as a "shady" type salesman so getting people to trust me is not a problem at all. The only thing that might be a problem is I'm not a pushy person.. persistent yes...pushy no.
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I am in sales. Not car sales, but equipment sales. I have learned that the best advice I can give new sales people is this. "Be completely honest" and build relationships. In your new adventure you are going to need to sell as many as possible. Some people only buy one new car. Others one every other year. Some every five years. The trick to sales is Relationships. Build them while being completely honest. No matter the circumstance, no matter how foolish you may look, no matter what. Be honest. The people who do buy often will remember you. They will tell their friends about you. Etc etc etc. also get to know the customer. Find out what they like, their interests etc and you will be fine.
