Prepare To Win

Eric Sarjeant, GM of a 300-400 car/month Toyota dealership, breaks down the weekly rhythm and manager-led training discipline that delivers a 10x ROI on the Dealership Playbook.In this episode of Prepare to Win, David Lowe sits down with Eric Sarjeant (GM, Ed Martin Toyota Noblesville) to walk through the concrete practices that run a top-performing store:• The Four Pillars of Leadership — implemented, not just taught• A weekly operating rhythm that takes about 4 hours to run• Saturday all-hands meetings driven from a single email on three 85-inch TVs• Live AI roleplay in front of 30 people during Tuesday–Friday huddles• The 10x ROI rule — and the math that clears it on PVR alone• Why "the pace of the leader is the pace of the pack" changes everything• How a manager-led culture beats the traditional "push it down to sales" modelIf you're a GM, sales manager, or dealer principal looking for a reference implementation of what daily training discipline actually looks like in a high-volume store — this is it.🔗 Resources:- Book a Strategy Session: https://automotivesalescoach.com/lets-talk- Visit: https://automotivesalescoach.com📧 Questions? [email protected] Lowe is the founder of Automotive Sales Coach and creator of The Dealership Playbook — a daily training system used by dealerships to build consistent sales culture. With decades in automotive retail, David's approach focuses on implementation over information, helping dealerships generate meaningful, measurable growth in gross and culture.© Automotive Sales Coach | automotivesalescoach.comConnect with us at https://preparetowin.comCall or Text David @ 765-560-7338

In this episode, we walk through a real-life deal and show how to turn a price fight into a value-based conversation. You’ll learn a simple way to move buyers past the money talk and into the benefits they truly want. Transform your dealership’s performance in 2025—schedule a free call with David or sign up for a trial of the Dealership Playbook at:https://preparetowin.com/lets-get-back-to-basics/Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

Learn about the 4 biggest negotiating mistakes that we see sales people make all the time. We teach you how to avoid them to improve your negotiation skills and close more deals. Whether you're new to sales or looking to enhance your negotiation, this training will provide valuable insights to help you succeed in your sales career.Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

Learn how to overcome the common objection of "I want more for my trade" in sales negotiations. Master the art of selling with these tips!Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

Learn how to handle objections in sales with the power of focus. In this video, we'll share tips and strategies to help you overcome objections and close the deal. The key is to stop looking at the obstacles at your feet and keep your eyes on the goals in front of you!Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

We know that buyers are fearful of buying the wrong car, paying too much, and being pressured. They often times act on their fears by giving objections, such as "I'm Just Looking." On today's episode, tune in to listen and learn about how to best overcome this objection using Empathy and Logic. Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

On today's episode of 'Prepare to Win', join David Lowe as he continues through the Overcoming Objections series.  "What's your best price?" is a common objection we hear everyday. Tune in as David walks through the psychology behind this objection, and even better, how to overcome this objection by redirecting to value and desire! Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

When you meet a buyer who is solely focused on their trade-in value, it's important to understand what's really going on beneath the surface. There's no one-size-fits-all solution for dealing with trade-in valuations. Instead, it's about developing the mindset and skills of a master sales professional who can adapt to any situation. In today's episode, we've got you covered!Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

Join us on 'Prepare to Win' as David Lowe and Grace Lupoi begin a new series: Answering 10 Toughest Sales Problems! It's going to be great. On this episode, tune in as David and Grace discuss the common objection, "I've got your deal beat!" We know this objection tends to be a half truth. Learn how to overcome this with excellence and secure your deal! Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

Join David Lowe on this episode of 'Prepare to Win' as he talks about the important topic of habit formation. Shifting to a positive perspective has the potential to transform your entire approach to life and success! Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

Those closest to David Lowe know bits and pieces of his story. On this episode of 'Prepare to Win', David Lowe and Grace Lupoi discuss David's story through his life, his mountains and valleys, and ultimately the journey to becoming Automotive Sales Coach. Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

David's goal for the month of May is to laugh more! On this episode of 'Prepare to Win,' tune in as David Lowe and Grace Lupoi discuss how to make any goal achievable by breaking it down into 4 simple steps. Listen to how Og Mandino and Ben Franklin have had such an impact on David, and make a decision on an area for you to pursue growth within yourself. Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

On today's episode of 'Prepare to Win' - join David Lowe and Grace Lupoi as they discuss what the process is, and who it's really designed to serve. Too often, we forget that processes serve US; not the other way around! Tune in to listen and reflect on how processes serve you, and find ways to maximize them in your life. Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

On Today's episode of 'Prepare to Win' join David Lowe and Grace Lupoi as they discuss the power of words! Such a simple topic, yet it's so critical and impactful. When we speak with authenticity and conviction, our words become more compelling and  influential. Tune in for a deep dive on this concept and reflect on how your own words impact others! Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

In today's episode of 'Prepare to Win' we have special guest Brandon Long to chat alongside David Lowe about his journey into the car industry, and more importantly, the success he has had through commitment, persistence, and dedication. Tune in to listen for a conversation over what true commitment can do for your results and success! Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

Welcome to our "Prepare To Win" podcast episode, where we explore the critical concept of communication. All relationships, whether personal or professional, require communication to thrive. Tune in to discover actionable strategies for deepening and strengthening your relationships. Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

Join us on "Prepare to Win" as we explore a fundamental truth: your commitment level directly influences your success. This discussion offers practical strategies for enhancing commitment within your dealership and fostering a culture of continuous improvement and leadership. It's a conversation packed with insights beneficial for both seasoned professionals and those new to the automotive industry. Join us as we uncover how to elevate commitment and drive success. Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

Often times, Prosperity is the Enemy of Excellence. When things are going great, we tend to forget the hard work and effort it took to get us to that point. Tune in to David Lowe and Grace Lupoi on this episode of 'Prepare to Win' as they discuss this theory. Be inspired to not only reach excellence, but to sustain excellence, and learn how to cultivate a culture of enduring success.Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

Are your sales conversations forming relationships or missing the mark? In this episode of "Prepare to Win," David and Grace discuss the lost art of conversation. The key to comfortable conversation is knowing how to ask good questions and actively listen. Tune in to learn more. Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

In today's episode of "Prepare to Win," learn how to overcome common trade objections and close with confidence. As we navigate through handling these objections, you'll gain a deeper understanding of how to connect with your buyer both logically and emotionally. Transform your approach to trade-in objections by pointing to the hidden savings that are found in the whole package. Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

In today's episode of "Prepare to Win," David Lowe and Grace Lupoi discuss and share the critical step of Self Examination. Self examining yourself in any aspect of life is crucial to deeper development, and in this episode, David and Grace walk through the importance of highlighting both areas of Excellence and areas of Opportunity. Tune in for more. Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

Are you a Leader or a Follower? There are several behavioral characteristics that will define you one way or another, and in this episode of "Prepare to Win," David and Grace discuss those characteristics along with the great reminder of being "Better Today Than Yesterday!" Everyday we have the choice to be a Leader or a Follower. Tune in and decide who you want to be. Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

Unlock the secrets of automotive sales success with Grace Lupoi and David Lowe as we dissect the critical differences between price and value. Tired of customers fixating on the number on the tag? This episode is your ticket to understanding why they should, and eventually do, care more about the value your product brings to their lives. From decoding the psychology behind purchasing decisions to mastering the art of conveying the true worth of your offerings, we've got you covered. Elevate your sales game even further as we embrace the undeniable influence of positivity in the high-octane world of automotive sales. It's not just about the cars; it's about the mindset that drives you to success. We explore how cultivating an attitude of gratitude can transform interactions, create a more enjoyable sales experience, and ultimately, lead to better results. Remember, it's not just what you're selling, but how you think, feel, and radiate confidence that can significantly turn the tide in any transaction. Buckle up, because this episode is about to take your sales approach to a whole new level of excellence. Good selling, everyone!Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

Discover the art of leadership that transforms belief into action as we unpack the power of coaching over policing in sales management. This episode promises to shift your perspective on authority and personal responsibility, unraveling why individuals stumble in their roles and how a leader's guidance should constructively build and inspire. We delve into real-world examples, from car sales to personal health, showing you how deeply held convictions are the fuel for consistent behavior.Join us for a candid discussion on the gap between what we say and what we do, and the role of partnership and accountability in closing that gap. David Lowe brings his rich experience to the conversation, highlighting the interconnectedness of our actions and the importance of cultivating a culture where trust, coaching, and ethical behavior pave the way to not just professional success but a life of joy, peace, and satisfaction. So, tune in for an insightful exploration of sales leadership that goes beyond strategies and targets, touching the core of what it means to guide with conviction and live with purpose.Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

In this episode, we're diving into something really special: how selling isn't just about following steps, but it's about making those steps your own. Think of it like this - it's not just about learning the dance moves; it's about dancing to your own rhythm.We talk about how selling is both a craft and an art. It's like knowing the ingredients to a recipe and then mixing them in your own unique way to make something delicious. We'll explore how to move from just knowing what to do in sales, to doing it so naturally that it's like breathing.I'll guide you through the four stages everyone goes through in learning something new. It's super interesting to see how we go from not knowing what we don't know, to really getting it and doing it without even having to think hard about it.This episode is for anyone who wants to get better at selling - whether you've been doing it for years or are just starting out. It's all about making your way of selling really special and true to you.So, come join us in this episode as we learn how to turn selling from just a job into something that's a part of who you are. It's going to be a fun and insightful journey, and I can't wait to share it with you. Let's get started on making your sales style shine!Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

Welcome to our latest episode of 'Prepare To Win.' In this episode, we dive deep into the power of empathy in sales and life. I'm thrilled to share insights on how understanding and connecting with people can transform your approach in both your professional and personal interactions.We discuss the crucial difference between empathy and sympathy and how this understanding can significantly impact your relationships with customers. It's all about connecting on a deeper level, beyond just agreeing with them.One of the main focuses of this episode is the art of active listening. We explore how truly listening to what others are saying, rather than just waiting for your turn to speak, can open up new avenues of understanding and connection.But it's not just about understanding feelings. We also delve into how balancing empathy with logic can lead to more effective conversations and decision-making, especially in the sales environment.Join us for this episode as we unpack these concepts with practical examples and easy-to-implement strategies. It's not just a talk; it's about giving you tools to improve your sales approach and build stronger, more meaningful connections with your customers. Tune in and let's learn together how to make empathy a key part of your success story.Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

Welcome to the latest episode of 'Prepare To Win,' where we dive into the nuanced world of soft skills essential for automotive sales success. Today, we’re addressing a common yet critical objection that many of us in the industry face: 'I'm waiting for my tax return.' This isn't just a routine phrase; it's a gateway to understanding and connecting with our customers on a deeper level.In this episode, we emphasize the significance of empathy in our sales conversations. It's about listening with intent, understanding the underlying concerns, and establishing a meaningful connection with each customer. we'll guide you through effective strategies to turn common objections into opportunities, highlighting the importance of refocusing discussions back to the vehicle – where the real magic happens.This isn't just about handling objections; it's about enriching your sales approach with genuine empathy, adaptability, and a deeper understanding of customer needs. Whether you're an experienced sales veteran or new to the world of automotive sales, this episode is packed with valuable insights and actionable strategies. Tune in and learn how to transform everyday challenges into your greatest successes and make every customer interaction more impactful. Subscribe for more insights and join me in transforming the way we sell cars today!Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

Ever wondered why some salespeople click with customers while others struggle? We reveal the power of curiosity in automotive sales and building real connections. Learn to ask the right questions, build trust, and use psychology for success. It's not just about selling cars; it's about connecting with people. Discover actionable tips from the Automotive Sales Coach's Dealership Playbook for professional growth. Join us for a journey that resonates with every new lead!Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

Discover the secrets to transformational change without the despair of hitting rock bottom! Lets unfold the three cardinal rules of change to guide you on a path of self-improvement that begins today. We delve into the crucial steps of recognizing the need for change, visualizing the outcome, and pinpointing your catalyst for action. By tapping into the wisdom of AA and historical figures, we lay out a roadmap for navigating life's pivotal shifts. Join us as we empower you to set achievable goals and embrace a daily commitment to growth, setting the stage for success in any area of your life.Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

Embark on a journey through time with us, as we unlock the secrets to mastering the day ahead. Ever find yourself overwhelmed when an unexpected workload lands on your desk? We've been there, and we've got the strategies to help you not just survive but thrive when faced with such challenges.As we look back through history, we uncover the timeless wisdom of managing time, a pursuit that dates back to the likes of King David and Solomon and has evolved with the tools of our era. With anecdotes from the hustle and bustle of car sales, we showcase the power of structure and the symbiotic relationship between digital and analog planning. We reveal how the simple act of placing bathroom cleaner within arm's reach can be a metaphor for setting up your life to avoid procrastination and stay on top of your game.But it's not all about checklists and planners; it's about the philosophy that underpins our daily choices. By adopting the mindset of 'planning to plan,' we encourage you to carve out time for solitude, reflection, and categorization of tasks that align with your personal and professional goals. Tune in and transform your approach to time management, empowering you to achieve personal growth and excellence. Let's not just count the hours but make the hours count, as we share wisdom, laughs, and insights into living your most productive life.Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

As the clock ticks toward a new beginning, Lexi Manges joins forces with David Lowe to reveal the transformative power of effective goal setting. Imagine turning your wildest aspirations into tangible triumphs; that's exactly what we dissect through the SMART framework, ensuring your objectives are Specific, Measurable, Achievable, Relevant, and Time-bound. Our personal tales and professional tips aren't just about reaching high; they're about mapping the journey there, step by step, covering personal growth to career milestones and spiritual development.Embark on a candid voyage with us as we recount the highs and lows of chasing dreams, like my own quest for the title of Mr. Wisconsin, and how it taught me valuable, albeit tough, lessons on sacrifice and focus—a narrative reminiscent of Steve Jobs' own reflections. We also dive into the critical role of accountability and the merits of partnership in goal attainment, turning solo missions into shared adventures. Before you dash off to jot down those New Year's resolutions, let us guide you in crafting goals that stick and plans that propel you forward. And stay tuned—our next episode promises to arm you with time management tactics to keep those goals within your grasp.Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

As franchise dealerships, we're warning you - the market is changing and it's not waiting for anyone. Traditional dealerships are under attack, and the automotive sales industry is evolving faster than ever. We draw parallels to the downfall of Blockbuster and the rise of giants like CarMax to illustrate the urgency to adapt or face extinction. We talk about how today's consumers are shifting their preferences and leveraging technology to redefine the rules of the car buying industry. Remember, prosperity can breed complacency - don't let your guard down.In the wake of the pandemic, business strategies are being reshaped and we explore how this has accelerated the need for change. We discuss the recently passed "boom market" and how it has left many of us unprepared for what lies ahead. As we share our experiences of navigating through tough market conditions, we emphasize the importance of staying informed, adaptable, and striving for excellence. We challenge you to be better today than you were yesterday. Join us in our mission to evolve, improve, and thrive in the evolving automotive industry. Don't miss our next episode where we will delve into the essential skillsets needed for success in today's market. Stay tuned and stay ahead of the game.Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

Welcome to another episode of 'Prepare to Win,' the podcast redefining automotive sales. Today, we delve into the intricate psychology of buyer commitment. This episode isn't just a discussion; it's a journey into understanding the human element of sales. Discover why active listening is crucial, learn how to transform buyer fears into confident commitments, and explore the art of personalizing your sales strategy. Whether you’re a seasoned sales professional or just starting, this episode offers valuable insights into making each sale not just a transaction but a connection. This episode is filled with real-life examples, practical strategies, and a deep dive into the psyche of both the seller and the buyer. We hope you find that 'Prepare to Win' is more than a podcast; it’s a tool to help you live and sell with excellence. Please like, subscribe, and follow for more insightful episodes. Your journey to excellence in automotive sales starts here!Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

Do you want to supercharge your car sales game? Unlock the untold secrets of successful product presentations as we reveal how to create a bond with buyers and showcase how your product fits their lifestyle. This episode is all about transforming the traditional walk-around into an exploration, a journey that you and the buyer embark on together. Understand the essence of factoring in the buyer's goals and needs before you even present your car. We'll provide you with practical tips and insights to enhance your product presentations and secure a buying commitment today.But, the journey doesn't stop there. Prepare yourself as we delve deeper into engaging your buyers in vehicle exploration. Ever wondered what a simple understanding of your buyer, their needs, and involving them in the exploration process can lead to? Well, it's time to find out. We emphasize how open-ended questions, active listening, and avoiding shortcuts in every step of the sales process can make all the difference. Let us guide you on how to simplify the 'yes' from your buyers, leaving them with a sense of joy, peace, and satisfaction. So, buckle up as we take you on this exhilarating journey to revolutionize your sales process.Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

Do you truly grasp the difference between hearing and listening? Understanding this distinction can be a game-changer in your sales and personal relationships. In this episode, we spotlight the power of active listening. It's often an overlooked component in sales training, but it's an essential skill for building trust with buyers. Discover the art of understanding both verbal and non-verbal cues, and grasp how active listening can help you effectively address objections throughout the sales process.But that's not all! We want to guide you on how not just to sell, but sell with excellence. How, you ask? By understanding and building value for your product before even thinking of sealing a deal. We'll let you in on the secrets of a successful product presentation that works for any product and how to transform a simple presentation into an exploration that stimulates desire for your offer. Tune into this episode to enhance your active listening skills, build stronger connections, and learn to skillfully construct value for product sales. It's not just about selling; it's about selling with a purpose and excellence. So, are you ready to revolutionize your sales approach?Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

Do you find yourself constantly wrestling with price objections in your sales negotiations? Have you ever thought about why they seem to crop up all the time? It's because objections are a feeling, not a fact, and the key to handling them well is understanding that. This episode is all about unpacking the psychology behind objections and providing practical strategies to navigate through them, especially in the car business. We delve into the three primary price objections: the price is too high, the payments are too high, and the trade is too low. And to help us navigate these treacherous waters, we'll be referencing insights from our Dealership Playbook and Automotive Sales Coach Training.But that's not all! We also discuss the significance of empathy, logic, and value in your sales discussions. These elements not only justify the price to the buyer but also help them see the value of the product. After all, they're at your dealership for a reason - to improve their lives, and it's our job to guide them back to that purpose. Active listening is the cornerstone for achieving this - it’s the key to living and selling with excellence. So, buckle up and get ready to revolutionize your approach to price objections. Whether you're a seasoned sales veteran or a rookie, this episode promises to be an enlightening journey.Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

Are you ready to become the master of sales negotiations? Do you want to build trust, create value, and establish winning relationships with your customers? Step into our podcast studio as we take a deep journey into the art of negotiation. We discuss the importance of setting up a win-win scenario, creating a fail-proof game plan, and how practice and passion are your best allies. Discover how winning goes beyond the car business. It's about fostering a sense of pride, self-respect, and constant growth - becoming better today than we were yesterday.This episode is dedicated to anyone seeking to fine-tune their persuasion skills, whether they are in the car business or not. We delve into how to establish an emotional connection with your customers, guiding them to the point of readiness to commit to a purchase. Get insights into how the internet has revolutionized car pricing models and the need for a paradigm shift in customer expectations. Learn first-hand how to create a transparent, win-win situation for both you and your customers. We've also got some valuable tips on overcoming the dread common to most people when it comes to closing and negotiating. So tune in, and let's conquer negotiations together!Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338

What if the pursuit of excellence could be your master key to success? Picture yourself being 'better today than yesterday,' and imagine the transformative impact of this mantra on your personal and professional life. That's precisely what my guest Grace Lupoi and I, David Lowe, aspire to unravel in our insightful conversations. Strap in as we demystify the art of selling, positioning. It not as a mere transaction but an avenue to offer benefits to others. We journey across the vast terrain of automotive sales, highlighting the significance of robust training and a winner's game plan. Drawing wisdom from luminaries like Ben Franklin, we underscore how being of service to others can create a domino effect of success. While technology evolves, foundational principles remain the same - understanding and leveraging these can skyrocket your success trajectory.Engage with us as we shed light on the true essence of negotiation. We firmly believe that excelling in this skill is not merely about grabbing the best deals but also about uplifting our service to others, thus enhancing our quality of life. Move past the 'kindergarten stuff' and embrace the profound commitment to personal growth and professional excellence. We conclude by challenging you, our valuable listeners, to embark on this relentless pursuit of excellence and inspire others to do the same. So, are you ready to live and sell with excellence? Let's begin this exhilarating journey together!Connect with us at https://preparetowin.comCall or Text David @ 765-560-7338