by Ron Taylor

Created on: May 31, 2007   Last Updated: November 07, 2008

I actually was a car salesman for a short time. Therefore I can't claim to speak from a lot of experience, although I was moderately successful. Of course I had heard all the rumors about car salesman and how they manipulate people and tell them anything to make a sale. I think by explaining what I believe made me successful, I can help you in deciding what makes a good car salesman.

I guess maybe I'm kind of breaking "the rules," here by talking about the way things really happen, but I'm going to do it anyway. The truth is, a lot of what you may have heard about car salesman is true. Not true of all car salesman, but probably the majority of them. In fact, I left the business because I didn't approve of the tactics the dealer I worked for used to close deals.
So let me start with what I think you should look for in a salesperson and what you should avoid. You need to be aware of the fact that the qualities you think make a good car salesman are probably not the same qualities the dealer looks for. You undoubtedly want someone to be honest and treat you with respect. These certainly would not appear to be unreasonable things to ask of such a person.
At the same time though, the salesman is taught to approach the scenario with one objective. He is taught to dictate the process and do and say whatever he has to, to get you into the finance department buying a vehicle. The reason for the high pressure is because he is taught to believe that if you leave without purchasing upon your initial visit, you will not buy from him. A theory I proved wrong, by the way.
Car salesman are taught to think of you, the consumer, much like you may have been led to think of him. They are taught to believe that if they allow you to you will manipulate and take advantage of him. In my experience it was almost as if the consumer was thought of as the enemy.
Don't forget either that the vast majority of car salesman are being paid on a commission only basis. Which if you don't know, means the more he sells, the more money he makes. The less he sells, the less money he makes. And trust me, nobody wants to be the guy that made the least sales, or money, last month.
I think the number one trap I would advise you to avoid is naivety. You don't want to walk onto a car lot, or show room floor and have no idea what you're getting yourself into. You don't necessarily have to know the exact model and color automobile you want, but it is wise to have a few ideas in mind.
Along those lines

• 1
• 2
• 3
• Next Page >>