A Career in Auto Sales – Car Pro Commentary

December incentivesI hear from listeners all the time who are thinking about a career in auto sales. For the past three years or so, my advice has been to find another profession. I was seriously considering going back to encouraging people to jump in earlier this year, but wanted to wait to see how 2013 started off.
As we head into the end of the first quarter of 2013, I am now comfortable telling people looking for a career change to consider selling cars. Things are now stable and on the rise. Sales were up 14% last year, and this year so far, sales have been even more robust. This is significant considering the economy, although growing, has faced a number of challenges early in the year.
For me, however, increased sales results are just a piece of the equation. This is a rare ground- floor opportunity for some people who are going to get in as business is getting better, not spiraling down. There is a real transition in the auto industry as we move to more fuel-efficient cars, trucks, vans, and SUVs. I rarely hear from anyone who is not interested in fuel economy and safety first and foremost and in that order.
Equally as important is the cleaning out process that has happened over the past four years. There are fewer car companies today doing business in the United States, and that needed to happen. For the first time in a long time, the majority of companies selling cars in the U.S. are on solid footing financially and have the available cash to sink into future products. In this business, product is king and the wants and needs of people are changing more rapidly than ever before.
My number one reason for thinking the time is right to get in the car business is the dealerships. There were a lot of lessons learned since 2008. The weak dealerships who were just barely hanging on are gone, and for the most part, only the strongest survived. During the lean times of the past few years, dealers that didn’t already know how important people are, have figured it out. All dealerships sell the same cars, they are all made of brick and mortar and glass…the difference in success and failure is people.
The car business isn’t for everybody. It is not an easy life, and those who try to make it on 40 hours per week will probably fail. You have to be there for your customers when it is convenient for them, not you. That means evenings, holidays, weekends. You have to be self-motivated and put your customers’ needs above your desire to make a commission. You have to be honest and you have to be sincere, so much so that people will recommend you to their friends and family.
If you truly enjoy meeting people and making friends, a good dealership can teach you the rest. Most dealerships today have good training programs. Many dealerships today will give you a guaranteed salary for a period of time until you get up and running. The key to success in auto sales is hooking up with a good dealership, with great customer satisfaction ratings, and a good location. There are a ton of them out there these days.
The auto industry was good to me for a lot of years. Good enough in fact, that I recommended selling cars to my only son, and he has enjoyed tremendous success in the business.
I do not know of any other business where you can make a six-figure income with no investment except time. Again, it is not for everyone, but if you have what it takes, I can’t think of a better time to jump in.

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