I’ve spent most of my life around car dealerships, long before I ever had a microphone or a keyboard in front of me. The business has changed in plenty of ways since those days, but one thing hasn’t changed at all: the job of being a good car salesperson is still one of the toughest, most underappreciated roles anywhere. And today, I want to take a moment to thank the ones who do it right. Not the ones who cut corners. Not the ones who treat customers like transactions. I’m talking about the men and women who genuinely care—who show up every day ready to make someone’s life a little easier, a little better, a little more hopeful, and still enjoy the smile of their customer when the keys exchange hands.
Most people never see the work behind the work. They don’t see the salesperson who arrives early to warm up a vehicle in the dead of winter so a customer doesn’t shiver through a test drive. They don’t see the salesperson who stands out on a sizzling asphalt lot in August, sweat rolling off their forehead, trying to find the exact color and package a buyer asked for. When your hands get burned just touching the steering wheel. They don’t see the late nights after the rest of the world have gone home, when the paperwork is finally done and the taillights fade out of sight, and only then does the salesperson head home to grab a few hours of sleep before doing it all again.
People don’t always realize most of these folks don’t get paid unless a car gets sold. That’s pressure enough. Add in the long hours, the holidays spent at the store while everyone else is carving turkey or watching football, and the constant expectation to stay upbeat no matter what’s going on in their own lives. I’ve known hundreds of salespeople who powered through personal heartbreak, financial stress, or health scares because they didn’t want a customer to feel one ounce of it. They wanted that customer to drive away feeling confident, not burdened. They took pride in that.
And then there are the moments most customers never hear about but are the reason the auto industry still has a beating heart. The salesperson who quietly pays for a stranded family’s lunch while their car is being looked at. The one who stays late to help an elderly buyer transfer their belongings from their old car to the new one. The one who drops off a vehicle to a single mom at her workplace because finding childcare for a test drive just wasn’t in the cards. None of this earns them a trophy or a parade. It’s simply who they are.
I know there are bad actors out there—every industry has them. They make headlines. They get the clicks. But they are not the story. The real story lives in the quiet dedication of the people who still believe that helping someone choose a vehicle is a privilege. That taking care of families is part of the job. That honesty is worth more than a commission. Good salespeople understand that a car is not just metal, plastic, and glass. It can be freedom, security, opportunity, and sometimes even a fresh start. They take that seriously and thank goodness they do.
So, this week, I want to tip my hat to the good ones. The pros. The people who give this business a good name. If you’ve ever walked a hot lot, cleared a snowy windshield, worked a twelve-hour shift, or missed Christmas Eve dinner because a customer needed help, this is for you. You keep this industry moving forward with integrity and humanity. And for all the years I spent in your shoes, all the stories I’ve lived and told, and all the people you continue to serve with heart and grit—thank you for being you. You deserve it.
Straight Talk and Honest Answers — always.
-Jerry
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