Dealership Playbook
Frequently Asked Questions
David Lowe is the Founder and President of Automotive Sales Coach.
As a life-long automotive professional and student of excellence, David has spent his career studying what the best of the best do daily and applying that knowledge with principle-based sales processes and tools to improve sales and management skills at dealerships across the United States.
Our training is proven principle-based training – it simply makes sense. Because we created our processes around the timeless principles that drive both the purchase and the sale it will fit all dealers – domestic, import, luxury and even used car independents. New hires and old pros alike will learn to build better relationships and trust, create more desire for the car, and focus on value. They will learn to gain stronger commitments and will master the art of comfortably reaching a highly profitable win-win close without the typical car sales back and forth.
The Principles that drive excellence and that drive the sale will never change but the technology and techniques we use is constantly and sometimes rapidly changing with the market. For instance, our Virtual Showroom training will help your team master today’s internet-driven marketplace and convert more virtual leads to profitable sales. We are constantly improving and updating our resources and training curriculum. In fact, our state of the art training facility is located in a new car dealership so we can stay intimately connected to the opportunities and challenges dealers face today.
Turnover is expensive. Not just the time cost of hiring, the real expense is really felt in lost sales, gross, and trades as a result of low closing percentages by new, under-trained team members. Our New Hire Roadmap condenses the Dealership Playbook Sales Process into a 20 day journey. It breaks down assignments by day and provides powerful quizzes, and knowledge and skills Certification checklists that Consultants and Managers can use to get New Team Members up to speed fast. Our New Hire Roadmap gives new team members competence, confidence, consistency, and the commitment needed to reduce turnover and turnover expense.
As a life-long automotive professional and student of excellence, David has spent his career studying what the “best of the best” do daily and applying that knowledge with principle-based sales processes and tools to improve sales and management skills at dealerships across the United States.
David’s ultimate goal is to use his unique thinking, training, and tools to inspire today’s sales professionals to become Students of Excellence. As students, they take personal responsibility for their attitudes, knowledge, skills, action and ultimately results and unlock their full God-given potential. When students “seek” excellence and commit to being better today then yesterday they live with joy, peace, and satisfaction.
The result is the competence, confidence, consistency, and commitment that create more sales, more gross, less trade water, higher CSI and reduced turnover.
When David is not teaching, mentoring, or serving you can find him working out, mountain biking and motorcycling with his wife Mari. On the weekends he plays bass in a local cover band. David would describe himself as a lifelong student of excellence. As a follower of Christ he is inspired to be better everyday and to live out the powerful principles taught through God’s word.
David’s ultimate goal is to use his unique thinking, training, and tools to inspire today’s sales professionals to become Students of Excellence. As students, they take personal responsibility for their attitudes, knowledge, skills, action and ultimately results and unlock their full God-given potential. When students “seek” excellence and commit to being better today then yesterday they live with joy, peace, and satisfaction.
The result is the competence, confidence, consistency, and commitment that create more sales, more gross, less trade water, higher CSI and reduced turnover.
His training is built on two major success principles:
- Improving results can only happen by improving people and processes.
- It starts at the top - managing, coaching and leading better is key to overcoming obstacles and maximizing opportunities.
David uses a ‘Google Map’ approach to guide students to excellence. This makes learning what the best of the best do easy to understand.
- He tells them what they need to do to work with excellence - knowledge.
- He makes sure they understand why it is important and why it is effective - belief.
- He shows students how to do it well - success models.
- He teaches students how to turn knowledge into skill and art - skill.
- He builds accountability into his system - action.