Every page of this guide is built for one goal: 25 cars a month. It covers the road to the sale, appointments that show, negotiation, the service drive, Facebook Marketplace, scripts, drills, and the mental game, step by step. Follow the plan, use the training every day, and you’ll be doing exactly what 25-car salespeople do.
Built by car salespeople, not consultants. Everything in this guide comes from what works on the floor.
The one ruleIf you’re not with a customer, you’re looking for one.
Nine chapters, in order. Each one tells you what you’ll be able to do when you finish it. Mark a chapter done when you’ve used it on the floor, not just read it.
On the floor right now? Jump straight to the answer.
Today’s buyer has done hours of homework before they meet you. These numbers explain why the old “just get them in” playbook doesn’t work anymore, and what does.
Twenty-five a month is a goal. The chapters in this guide are the plan. Logging your numbers every day is how you know the plan is working. Reps who write down their ups, demos, write-ups, appointments, and sales every night know exactly where to improve. Reps who don’t are guessing. Know your product, work the plan, log the results.
Selling cars is one of the few jobs where your income is completely up to you. That cuts both ways. The salespeople who sell 25 cars a month aren’t luckier or more talented than the ones who sell 8. They work a plan every hour of every day. They don’t wait for customers to walk in; they go find them.
Twenty-five a month comes from working five lead sources every day, with Facebook Marketplace as your biggest free one. Here’s the math.
Change the numbers to match your store. Example numbers only.
| Lead source | Opportunities / month | Close % | Cars |
|---|---|---|---|
| Total |
Marketplace is where your local buyers already scroll every day, listing is free, and every vehicle you post is a billboard with your name on it that works while you sleep. Buyers message you directly, so the leads are yours. Listing your store’s inventory by hand can take up to 30 minutes a vehicle, which is why many salespeople use a listing tool built for individual reps, such as TurboSell, AutoLander, AutoLister Pro, or Lazy Poster, to post from their own profile, keep prices current, and pull sold units down. This chapter covers why Marketplace matters, how to set up your profile and listings, how to post without putting your account at risk, and how to turn messages into appointments.
Tools sold to individual salespeople, not just dealerships. Each posts through your own Facebook login. Get your manager’s approval before using any tool to post store inventory, choose one that posts at a normal human pace, and remember that Meta’s rules apply no matter what tool you use. Prices as listed in October 2026.
If you sell Chevrolet, know everything about Chevrolet. If you sell BMW, know everything about BMW. Every model, every trim, every package. You should be able to look at a car and know exactly what it has.
Each step covers why it matters, exactly what to do, what to say, how customers respond and how you answer, the most common mistake, and what the top trainers teach.
On the phone and online, you’re not selling the car. You’re selling the visit. This course covers earning the appointment, setting it firmly, confirming it, and recovering no-shows.
Enter your monthly numbers. Small improvements at each stage multiply.
Example numbers only. Industry figures vary widely by store and lead source.
From the test drive to the handshake: confirm every detail, get the commitment before the price, present finance and lease options, go over the trade, handle objections with the 5 A’s, and ask for the commitment, all delivered with confidence.
Your best customers are already in your building. How to find them before they arrive, approach them without pressure, talk about their trade, and follow up until the timing is right.
Ready-to-use conversations: see “Service Lane” and “Service Customer Follow-Up” in Scripts.
Every script has one goal: a set appointment. You ask at least three times, each time with a different reason, before you ever send numbers. Blue boxes are what customers commonly say, with how to respond next to each. Highlighted words are yours to fill in.
Every objection gets the same five moves, the 5 A’s. Learn the pattern, then practice it on 20 real objections.
Skill gets you sales. Your head decides whether you’re still here in a year. This covers rejection, belief, routine, tracking, money, and how customers think.
Set a goal you can hit. Use your real numbers from the last three months.
Psychology from negotiator Chris Voss and Robert Cialdini’s Influence. Use it to build trust, never to trick.
What the most influential car sales trainers and record-setters teach, summarized in plain words, with one thing to try on the floor from each.
What’s out there if you or your store want more. Prices as listed publicly in 2026; most legacy programs quote by store.
| Program | What it is | Focus and price |
|---|
Sell 25 Cars is free during launch because we want your feedback. What’s missing, what’s wrong, what helped you sell a car?