In today’s fast-paced world of car sales, success doesn’t just come from knowing your product—it comes from knowing your people. As a salesperson, whether you’re a seasoned professional or someone just breaking into the industry, you need to continually ask yourself: What am I really good at? Where can I improve? And what should I delegate so I can focus on what I do best?
I invite you to watch this week’s video, to learn more and dive deeper into these questions that may hold the key to optimizing your opportunities and increasing your car sales.
Let’s take a look at these questions, and see what kind of awareness you can bring to your business.
What Are You Really Good At?
One of the best things you can do for your business is take stock of your strengths. If you’ve built strong, lasting relationships with your clients, congratulations—that’s where the magic happens. In fact, 60% of your business may already be driven by relationships, and for good reason. These clients already know, like, and trust you, meaning your closing ratio is an impressive 80-90%. With numbers like these, it’s clear that nurturing relationships is your strong suit.
Your ability to connect with people on a personal level, understand their needs, and gain their trust isn’t just a “nice to have” skill—it’s a powerful tool for driving more sales. In a business where trust is often a deciding factor, your relationship-building prowess puts you miles ahead of the competition. But here’s the challenge: are you spending enough time on those high-value relationships?
What Could You Be Better At?
While 60% of your business is built on relationships, the other 40% is transactional. Transactional sales can be time-consuming and emotionally draining because the closing ratio is much lower—between 20-35% at best. These deals often involve clients who are shopping around, have less brand loyalty, or aren’t ready to commit just yet.
The truth is, focusing on these transactions can distract you from where your real strengths lie: relationship-based sales. If you want to increase your sales, your goal should be to shift that balance. Imagine if you could move away from the transactional side and increase the percentage of relationship-based sales. By doing so, you could be spending your time with the clients who already trust you, which in turn would boost your overall closing ratio and, ultimately, your sales.
What Should You Delegate?
This brings us to the final question: What should you delegate? Think about it this way: if 40% of your business is transactional, and the closing ratios in this category are lower, wouldn’t it make sense to pass off some of these lower-yield tasks to someone else? By delegating more of the transactional side of the business—whether that means outsourcing lead generation, having a team member handle cold calls, or automating parts of the sales process—you free up valuable time to focus on what you do best: cultivating relationships.
Delegating tasks doesn’t mean you’re ignoring those transactional clients; it just means you’re being smarter about where your energy goes. When you free yourself from the low-yield, high-time-consumption activities, you’ll have more mental bandwidth to recognize better opportunities coming into the dealership.
The Power of Focus
When you streamline your efforts and focus on relationship-building, your entire business can transform. You’ll be able to spot high-quality opportunities faster and more easily because you’re paying attention to the type of clients who are likely to convert. By spending more time with the people who already like, trust, and want to do business with you, you’ll naturally increase your closing ratios—and sell more cars.
The key to optimizing your sales opportunities and increasing your car sales is simple: focus on what you do best. Move away from the transactional side of things, delegate when necessary, and double down on relationships. When you do that, you’ll not only close more deals, but you’ll do so with less stress and more satisfaction. After all, selling cars isn’t just about moving assets—it’s about building trust, delivering value, and turning clients into lifelong advocates.
Tell us in the comments below, are you ready to get to your next level?