Let’s cut the fluff. There are two ways to sell more cars:
Talk to more people or close more of the people you talk to.
That’s it. That’s the game. The best salespeople figure out how to do both — and they do it on purpose.
This is where strategy comes in.
Strategy is not buzzwords or cheesy acronyms. It’s understanding the plays that actually move the needle in your career. And if you want to stop depending on luck, this is where you start.
🚀 First: Know your product. Cold.
Not kinda-sorta. Not just your two favorite models. Know it all — trims, tech, incentives, packages, powertrains. And know the competition just as well.
Because when you speak with confidence, customers listen. When you fumble the details, they stop trusting you and start Googling.
If you can’t clearly explain why your car makes sense for them, you’re done. Learn the product. Learn how to talk about it. Period.
So where do you start? Begin with your OEM and get certified. Spend time on the manufacturer’s consumer-facing website to learn how the brand presents its vehicles to buyers. You’ll find a lot there: feature breakdowns, trim comparisons, and messaging you can borrow. Some manufacturers also have dedicated product training portals for dealership staff. If yours does, use it. Watch the training videos, complete the modules, and stay current.
Check out the OEM’s YouTube channel too. Many post quick overviews and deeper dives that make training easier to digest. But the most important step?
GO DRIVE THE CAR AND EXPERIENCE EVERY FEATURE FOR YOURSELF!
Sit in every seat. Use the tech. Pair a phone. Set up the navigation. Load the cargo area. You need to experience it all yourself. You cannot speak with confidence about something you have not actually used.
🛠️ Second: Get a process and be consistent with it.
Call it what you want — Road to the Sale, Sales Steps, Phases — it doesn’t matter. What matters is that you have a repeatable approach that moves people from meet and greet to the handshake.
This is not about running through a checklist. This is about controlling the experience.
The best salespeople know how to:
Uncover what the customer really wants by asking great questions
Tie features to emotions and build value
Handle objections without getting defensive by coming from a place of curiosity
Ask for the sale at the right time, the right way
You’re not just moving metal. You’re guiding a decision that matters to the buyer. That takes structure, skill, and timing.
🔦 Lastly: Dig deeper
You can talk about the car all day. That’s fine. But so can the internet.
What sets you apart is your ability to understand what really matters to each customer and connect the dots for them. Why is fuel economy a priority? Why does third-row space matter? Why is now the right time?
Your goal is not just to explain features. It’s to create a buying experience that feels personal, thoughtful, and easy. When someone feels understood, they remember it. That’s what builds long-term trust.
A great experience is what brings people back. It’s what turns one deal into many. Rapport is not small talk. It’s the start of a relationship. And strategy is what makes that happen.
Happy Selling!
DEALERBREW Team