Wanted: Women interested in a career in car sales. Women Selling Cars.


Women Selling Cars?

As MyCarlady, I have spent over 20 years in the business. I am often asked what makes a great car sales person and why are there so few women in the automotive dealerships selling cars?

The truth is there are far more women in the business than when I started, however, still not enough to fill the need in dealerships today.

A few quick thoughts on what it takes and what you can make… and them I’d love to hear from YOU, what you want to know, that I may NOT have touched on.

Is the automotive dealership of today ready to embrace the needs of women on the sales force, and what’s different about women and men when selling cars?

In my humble opinion, there are still plenty of car dealerships that do NOT think women can sell cars. I’m not joking, I’ve met these owners, managers and salespeople across the country. As a woman in the business over 20 years, it sickens me, then makes me laugh, because I know, their competition outsells them and prefers not to enlighten them.

Have you ever wondered what it’s like to sell cars?

If you have ever purchased a car from a dealer, you probably recall the process as a whirl of paperwork after many long hours of haggling between you and the salesperson running back and forth to the “manager”, which felt like some “OZ” character behind a screen or office door.  Sometimes a “manager” comes out to “talk” to you and make the deal, or you leave, no new keys in hand.

The reality is every step in the process of selling and buying a new or pre-owned vehicle has a very specific purpose, timing and sequence designed to make a car deal, the ultimate win-win for you and the dealership when both feel they are getting a good deal.

While that doesn’t always happen, the perception of the “deal” is vastly different when the sales person is a woman or a man, and the client is either. In 90% of all car sales today, a woman influences the final decision.

How much you could make selling cars in 2012?

The average car sales person sells 8-10 cars a month and makes $3,000-$3500 in a non-luxury brand dealership. The truly great car sales people, are male or female, but they didn’t get there overnight.  The good people sell 15 a month and make $6-$8k a month, and the top 10% are easily over $80k a year. The best part, these professionals do it the right way. They earn their clients respect and loyalty by giving it upfront. No shady games. They build their brand and network through hard work, and yes, some long hours. The hours aren’t mandatory, the hours are a passion. These top earners are driven by a desire to deliver a GREAT car buying experience each and everytime.  I’m NOT saying men in the auto business can’t or don’t follow this mantra, there are just as many top men as women earning a rewarding income by following these principals.  The fact is, the listening, caring, follow-through and follow-up is often an asset women possess, which is why I think (IMHO), there is a greater percentage of top earning females in the car business to the overall number of women in the car sales business in general.

Do you have what it takes to be successful in the Automotive Selling world?

The nuances of selling a car are different depending on the client and the salesperson. There are several videos of car guys explaing the auto sales process.  I’ve watched many of them and frankly, they turned ME off, and I KNOW the car sales business. The truth is, learning the steps to the sale is one small piece in the whole picture. Developing the skills and refining the process to make yourself a top earner takes some time and practice. However none of it works without the very first piece, which is a genuine love of people. Confidence, knowledge, and timing come with the right coaching, but no job can teach you to be a good person.

I promise you honest, frank answers to your questions.

Sarah Lee Marks is MyCarlady. She has over 22+ years of experience. She writes about cars, and is a staunch consumer advocate on car related subjects. MyCarlady offers free car buying advice, and private, auto-related services to help you maintain your personal or commercial vehicles. Call Sarah Lee for more information: 702-521-7546. Join the MyCarlady newsletter to be kept up-to-date on this and other important car information.

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June 2012
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