Car sales for 2017 are almost twice that of eight years ago, clocking in at over 17 million units. Rebounding from the financial crisis is resulting in higher revenue than pre-crisis years.

Maximizing on the surge takes careful attention at every lot. Dealers or managers cannot do so without maximizing their people first.

Hiring and retaining top talent is one of the most critical parts of any successful business. But, even great salespeople have a bad day.

Or, a bad week. New employees also need help as they must learn from experience. No one comes to work to every day to fail. But, every sales person needs help sometimes.

In most cases, the only person standing in their way is themselves. Customers will continue to come in, but if they’re not buying, nobody wins.

Simple car sales tips can help your sales folks find and keep their stride.

Read on for five car sales techniques that are easy to manage and for which your team will thank you.

Knowledge Makes a Powerful Sale

Salespeople do not have to be walking owner’s manual to sell a car. Nor do they need to know profit and loss details of the dealership. But, they do need a little of both.

Most salespeople should understand their business and how to help it grow. For a car salesperson, understanding profit is how they learn to increase their paycheck.

Also, full knowledge of inventory helps them get the customer in the right car. Some customers shop by price and the ability to offer several options can be the key that closes a sale.

Some shoppers do their homework well in advance. They will know current prices and the used vs new car choice. When customers know more than the salesperson, they’ll lose trust and go elsewhere.

The Best of Car Sales Techniques: Know When to Listen

A common mistake for both newbies and old salts is talking when they should be listening. The one truth about every customer, or every human being, is they love to talk about themselves.

When we have an invitation to speak about us, our families, or our work, we’ll take the opportunity. For a salesperson, this is their opportunity.

The more they know, the more they’re able to assess needs, finances, and preferences.

Of course, a salesperson should speak about the features and benefits of a vehicle. But never before understanding the customer’s needs. More than anything else, customers want to know you are listening.

From his success on the sales floor of an automotive dealership  to becoming a veteran trainer and then the adoption of technology for Internet-based marketing, his career has evolved to deliver the skills and tools needed to help consumers. Richie Bello combined his automotive expertise with his robust desire to “take care of the customer first” to become an automotive influencer, published author, and renowned trainer.  Bello absorbed the wants and needs of consumers as he worked up the ladder of the automotive industry.

Over the thirty-five years of his career, he developed strong Internet marketing skills, leading him to developing software solutions that create ease for consumers, and helps dealers improve relationships with customers. Innovation drives success. And, for Bello, it’s in his DNA. took years to come to consumers and arrived in a timely manner, during the 2020 Pandemic. With over 6 million vehicles on the site, features that help consumers deliver, finance and warranty, Bello has met the retail digital age head on.

Bello also is founder of Richie Bello Institute of Leadership and Management, a 501C3 not for profit, dedicated to the recruitment, education and employment of veterans into the automotive industry. Visit


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