Selling cars has been part of the American workforce for over a century. As long as cars have existed, so have the professionals who help guide customers through the process of buying one.
Over the decades, however, auto sales professionals have been misunderstood. The stereotypes—often fueled by outdated stories or fictional characters—don’t reflect the reality most salespeople live. While bad actors have existed, the vast majority of professionals in the field are honest, hardworking individuals trying to make a living like everyone else.
Here are five things every automotive sales consultant wishes more people understood:
Your monthly payment is calculated based on several factors: the car’s price, your trade-in value, your down payment, loan length, interest rates based on your credit, and market lending conditions. Salespeople may have some flexibility in vehicle pricing, but they don’t control the financing structure. Even a $1,000 discount might only reduce your monthly payment by about $18 over a 60-month loan.
Dealers evaluate your vehicle based on condition, demand, resale potential, and current market trends—not just online estimate tools. While salespeople want to help you get top dollar, the trade value must reflect what the dealership can realistically resell it for. Maintaining your vehicle well—inside and out—makes a big difference.
Many customers assume that dealerships make large profits on every vehicle. The truth is, margins have declined significantly due to competition and internet pricing transparency. Salespeople often earn a flat commission (called a "mini") of $100–$150, even on deals that require several hours of effort.
Most automotive professionals are working-class individuals juggling family obligations, long hours, and pressure to perform. Some hold degrees, others have learned through experience. The majority are not trying to hustle you—they’re working hard to build relationships and support their households.
Reputable salespeople know that trust leads to repeat business and referrals. Their goal is to find you the right vehicle and create a great experience, so you come back in the future and send your friends. Those who don’t genuinely care about their customers don’t last long in this industry.
Automotive sales is a people-first profession. Behind every vehicle transaction is a real person who wants to do right by their customer, build lasting relationships, and contribute to their community. It's time we reshaped the narrative.
If at any point you have questions about a vehicle you’re considering, your trade-in’s value, or anything else I can assist with, the best way to reach me is to call 1-978-8-CASPER or text 1-978-822-7737. I’m always happy to help.