For decades, the automotive industry followed the mindset of “if it ain’t broke, don’t fix it.” Then came the pandemic, which forced dealerships to adapt quickly in order to survive. The result? Dealers had to embrace digital retailing almost overnight. This also meant salespeople needed to evolve and learn how to succeed in a more modern, online-first environment.

For seasoned sales professionals, the idea of building an online presence or personal brand may feel unnecessary, but it’s quickly becoming essential. If you want to become a top sales producer at your dealership in 2025, here are the key strategies that matter most.

🔑 1. Develop a Personal Brand

Building a personal brand is all about promoting yourself as a trustworthy, knowledgeable expert. It allows customers to get to know you before they even walk into the showroom. People are more likely to buy from someone they feel familiar with.

When building your brand, don’t just focus on selling. Think about your audience. What are their pain points, needs, and goals? Use your personal platform to share helpful tips, showcase your specialties, and make it easy for potential buyers to understand how you can help them.

🔑 2. Get on Social Media

A big part of personal branding is showing up consistently on social media. Start with one or two platforms where your target audience is most active. For many salespeople, Facebook and Instagram are good places to begin. If you're reaching a younger crowd, consider using TikTok or YouTube Shorts.

Post consistently. Share vehicle walkarounds, buyer tips, dealership updates, and even a little bit of your personality. The goal is to position yourself as a go-to automotive resource. When your audience trusts you, they’re much more likely to convert into customers.

🔑 3. Build Relationships, Not Just Transactions

Top producers know that long-term success isn’t just about closing today’s deal. It’s about creating a positive experience that brings customers back again and again.

Follow up after the sale. Remember names, birthdays, and milestones. Send check-ins, service reminders, or a thank-you message after a purchase. These small gestures turn one-time buyers into lifelong clients. When you focus on relationships, referrals and repeat business come naturally.

🔑 4. Become a Product and Process Expert

In today’s market, customers are coming in more educated than ever. That means you need to know your inventory and financing options inside and out.

Study the vehicles on your lot and stay up to date on feature changes and model differences. Understand your dealership’s financing process so you can answer tough questions clearly and confidently. When you're a true product expert, your confidence builds trust and helps close deals faster.

🔑 5. Get Comfortable Being on Video

Video content has become one of the most effective tools for connecting with customers. It helps build trust, showcase your personality, and stand out in a crowded market.

Start small if needed. Practice recording yourself doing short car walkarounds or answering common questions. Review them with your team and improve over time. Even a quick 30-second introduction video can make a huge impact.

🔑 6. Leverage Technology to Increase Engagement

Modern car buyers expect a digital-first experience. That’s why using dealership technology tools like AVA™ Credit or AVA™ Trade is crucial.

With AVA™ Credit, shoppers can check their real Equifax credit score instantly on your website, with no impact to their score. This pre-qualifies customers and makes it easier for your sales team to structure deals. AVA™ Trade lets customers get an accurate value for their trade-in and makes the process smoother from the start. These tools build transparency, generate higher-intent leads, and help close deals faster.

🔑 7. Always Be Learning and Improving

The best salespeople never stop growing. Whether it’s learning from a colleague, listening to industry podcasts, or joining training sessions, you should always be looking for ways to improve.

Stay updated on new tools, sales tactics, and customer behavior trends. Pay attention to what’s working for other high performers in your dealership. Take notes, try new things, and invest in your own development. The more you learn, the more you earn.

Final Thoughts

Becoming a top sales producer at your dealership today takes more than just charisma and a strong handshake. It takes brand building, digital savvy, a customer-first approach, and the willingness to embrace new tools and tactics.

Focus on becoming someone your customers trust, follow, and return to. The rewards will speak for themselves.

Ready to empower your team with tools like AVA™ Credit and AVA™ Trade? Book a demo with us today!