Why dealerships hire people with no experience
Dealerships are always hiring because car sales has high turnover. That's bad news for the people who leave and good news for you: the door is open. Many sales managers actually prefer people without sales experience, because they don't have to un-teach bad habits from another industry.
What they can't teach is work ethic, showing up, and being comfortable talking to strangers. That's what they're screening for.
How to apply (and get noticed)
- Target franchise stores first. New-car franchise dealerships (Chevrolet, Ford, Toyota, Honda and so on) usually have more traffic, more structured training, and manufacturer incentives that help new salespeople sell cars.
- Apply online, then show up. Walk in on a weekday morning, when it's slow, and ask for the sales manager or general sales manager. Dress one notch above the salespeople on the floor.
- Say it plainly. “I don't have experience, but I'll outwork anybody you've got. I want to learn how to do this right.” Managers hear a lot of polished answers; a direct one stands out.
- Follow up. Call or stop by again two or three days later. You're applying for a job that's built on follow-up. Show them you do it.
What sales managers look for in the interview
- Availability. Car sales means nights and Saturdays. If you can't work them, say so up front.
- Coachability. Expect a question like “What would you do if a manager told you to do something differently than you think is right?” The right answer is that you'd do it their way and learn why.
- Comfort with rejection. Most people you talk to on a given day won't buy. Managers want someone who shakes it off.
- Money motivation. It's fine to say you want to make a lot of money. Commission jobs reward people who are driven by it.
- Phone presence. Some managers will call you before the interview just to hear how you sound on the phone.
How you'll get paid
Almost every car sales job is commission-based. You typically earn a percentage of the profit on each car you sell, a flat minimum on low-profit deals (called a mini), plus volume bonuses and spiffs. Many stores pay a draw (an advance against future commission) or a small salary while you ramp up.
Pay plans vary a lot from store to store, so read our pay plan guide and ask questions before you accept an offer. The Green Pea Playbook includes 24 questions to ask about any pay plan.
How to have a strong first month
- Learn the top five models on the lot before you learn the rest.
- Shadow the best closer in the store on your off-hours.
- Take every up you can. Repetitions are how you learn.
- Write everything down. Every customer, every phone number, every next step.
- Follow the Road to the Sale on every customer, even when it feels slow.
Then use our first-90-days checklist to stay on track.
Frequently asked questions
Do you need a license to sell cars?
It depends on the state. Some states require car salespeople to hold a salesperson license, usually obtained after you're hired, with the dealership's help. Ask the store you're applying to what's required.
Can you make good money selling cars your first year?
Yes. Car sales is one of the few jobs where someone with no degree can make six figures in their first year. Most people don't, usually because nobody explained the business to them, which is why the Green Pea Playbook exists.
Is it better to start at a new-car or used-car dealership?
New-car franchise stores usually offer more traffic, more structured training and manufacturer incentives, which helps new salespeople. Independent used-car lots can work too but vary widely in training and pay.