New car salespeople make less than you think. Because selling a new car is easier than selling a used car, the used car guys make more.
Also, new cars are competitive. If you dont like the deal being offered, you can just go to another dealer of the same brand and buy the car elsewhere.
A used car is somewhat unique. Where else are you going to find this exact model, year, mileage and options? How much did it cost the dealership to obtain the car – was it traded in and bought right? Was it bought at auction etc.
new car salesman make a few hundred dollars per unit, depending on brand.
Used cars can be a flat $200 to multiple thousands depending on the amount of profit in each sale.