How to become A Car Trader

• Automobile Salesperson
• Auto Sales Representative
• Car Salesperson
• Car Dealer

What do Car Traders do?

A Car Trader would typically need to:

• Sell new and used cars to customers after gauging their vehicular needs, show them vehicles that match those needs and organise test drives
• Understand the features, characteristics, capabilities, and limitations of relevant automobiles through a thorough inspection
• Convert visitors into customers by matching their needs and interests with an appropriate automobile
• Offer a detailed compare/contrast analysis of competitive models to engage the customer’s attention further.
• Take customers on test drives to showcase automobiles; guide customers through test drives to ensure a safe demonstration of attractive vehicular features.
• Close sales by overcoming customer objections; negotiate the final price for the sale; sell accessories or additional services such as warranties and insurances 
• Assist customers with completion of sales contracts, financing, warranties, payment, delivery of the product, additional services and any other valid concerns
• Build rapport with new and returning customers to increase the probability of sales; maintain a database of customers to communicate with via email, telephone or in-person.
• Suggest trade-ins to current customers, meet prospects at community activities, greet drop-ins and respond to inquiries
• Communicate with the service team to ensure the quality and timely delivery of sold cars
• Write reports to inform the department and sales managers about closed sales deals and maintain official records.
• Meet with team members and senior officers to create strategies for reaching sales targets; recommend sales campaigns and promotions. 
• Help set up the showroom to create an attractive and impressive display of automobiles.
• Enhance dealership reputation by volunteering to satisfy new and diverse requests

Car Traders typically work in a dealership that sells certain brands of new or used cars. Besides reporting to the sales manager and interacting with coworkers, you will spend most of the workday with customers looking for a vehicle - they include individuals who have set up appointments and those who simply walk in.

Work schedules can be unpredictable and may range from 12-14 hours. Work hours depend on the number of clients you have to see in a day. Often, many work hours are spent waiting for customers to show up for their appointment or visit the dealership.

Finding a new job might seem challenging. Car Traders can boost their job search by asking their network for referrals, contacting employers directly, using job search platforms, going to job fairs, leveraging social media, and inquiring at staffing agencies.

Car Traders are generally employed by: 

• New Car Dealership
• Used Car Dealership
• Car Showrooms

Professional associations and organisations, such as your local version of the European Association of Independent Vehicle Traders or national car dealership associations, are crucial for Car Traders interested in pursuing professional development or connecting with like-minded professionals in their industry or occupation.

Membership in one or more adds value to your resume while bolstering your credentials and qualifications.

• Convincing customers to buy a new or used car at your dealership
• Negotiating prices with customers 
• Waiting long hours for customers to visit the shop or show up at their appointment 
• Finding a balance between sales expectations and customers expectations 
• Working in a fast-paced and competitive environment

Any work experience in sales will be helpful for a potential Car Trader and can substitute for at least one year of industry experience.

However, industry experience comes highly recommended as it sets you apart from your competition. 

Shadow an experienced professional or work in a car shop, auto repair shop or retail car parts shop to gain valuable experience in this line of business.

Workshops, current industry publications and car shows help increase your knowledge and show your commitment to and interest in the field. They will allow you to make an excellent first impression on potential employers.

Most Car Traders can make do with a high school diploma. However, an associate degree from a community college in a business-related field would help launch your career more easily.

A Car Trader should have a valid driver’s license. While customers usually take cars for a test drive, they might ask you to drive and demonstrate at times.

Certifications in business-related courses will hone your marketing skills. Besides, courses that enhance your sales, communication, negotiation, computer, interpersonal, and mechanical skills are all worth the effort. Certification will show potential employers your preparedness, skills, and commitment. 

Experience, hard work, dedication, and desirable qualifications drive the career progression of Car Traders. Employees with consistently good work ethics and output may be eligible for promotions within the company, industry, or other sales-related industries. 

There are good opportunities along diverse career paths. A Car Trader who has proven their capability can be promoted as an Internet Sales Manager, Internet Sales Director, Sales Manager and Finance Manager. 

You could become a Team Manager or be put in charge of credit finance products and overlapping business areas as a Business Manager.

One can even aspire to become General Sales Manager (GSM) and General Manager (GM) of a dealership or Area Sales Manager and eventually National Sales Director.

You can also aspire to establish and maintain your own dealership one day.

Salesmanship and perseverance are two of the most crucial traits to possess - these transferable skills will ensure you have an exciting career in other sales-driven industries.

Candidates with the necessary skills, experience, impressionable personality, and good work records have the best job prospects.

Continuing professional development (CPD) will help an active Car Trader build personal skills and proficiency through work-based learning, a professional activity, formal education, or self-directed learning.

Typically, new hires are provided comprehensive in-house training in a dealership’s custom-built sales and customer service pitch. Furthermore, dealerships often continue to hold workshops and training programs that help employees enhance their skill set.

CPD via part-time online courses and keeping up with industry publications also allows you to upskill continually, regardless of your age, job, or level of knowledge.

Commission

Typically, Car Traders are paid a base salary and are compensated on top of that for every car they sell. Your monthly commission depends on the number of vehicles sold by you. Although commission rates vary across dealerships, they tend to be 20 to 30 per cent of the profit. 

First Impressions Matter

Car Traders must have dynamic, knowledgeable, and trustworthy personalities. Indeed, when hiring, employers are on the lookout for candidates who have the drive to succeed, an honest fascination with cars, a professional outlook and appearance, and an amiable personality. 

Perks of the Job

Successful Car Traders often enjoy bonus plans from manufacturers, demo cars, and discounts on services, automobiles, and auto parts. 

Online Sales Pitch

A steady increase in the use of the internet by customers to search for cars and contact dealerships makes it imperative that Car Traders build a personalised rapport with online customers from the get-go.

A simple but effective way of building rapport is to use the customer’s name correctly. Personalising emails and marketing ads through customer names will help you bridge the tech-driven gap in personal interactions.

Potential and returning customers will be more confident about placing their trust in you and your knowledge. Remember to reply to customers promptly, with informative and detailed answers, and with good grammar.

Routine Maintenance

Customers rely on dealership notifications for routine maintenance and repair schedules. It gives dealerships an advantage over third-party auto repair shops. Therefore, it is essential to ensure customer satisfaction and keep customers informed about the services offered at the dealership.

Completing maintenance and repairs at the dealership is also beneficial for the vehicle owner. If owners wanted to sell the car in the future, the dealership would have the entire track record of the vehicle. In turn, the next buyer of the used vehicle will be at ease about the quality of the product they will be buying. 

A Judicious Blend

Research confirms that while customers prefer to search for a vehicle online, they want to buy the vehicle in person from a dealership. Therefore, it is crucial to ensure that the dealership website is easy to navigate, informative, and visually appealing. 

Following a steady increase in buyers going for used vehicles, 64% of American buyers considered purchasing used cars over new ones in 2019.

Despite the popular image of a disreputable car salesperson either down on their luck or earning huge sums by conning customers, it is a proven fact that most customers buy the car because they like, trust and respect the Car Trader who is selling it to them.

If you can sense that your prospective customer is losing focus or getting overwhelmed with information, pull back and make sure to re-establish rapport. Rather than forcing information on them, or being pushy, ask them about their job, hobbies, and work.

Once the customer is comfortable again, try creating a connection between their lives and the car you show them.