Latest / Success Story with Scott Clary / Lessons - The Perfect Sales Formula | Glenn Lundy - Motivational Speaker & Sales Expert

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Lessons - The Perfect Sales Formula | Glenn Lundy - Motivational Speaker & Sales Expert · Success Story with Scott Clary

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  So let's talk about what sales traditionally is in car dealerships and let's talk about
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  what you made it.
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  Yeah definitely.
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  So the auto industry at large is an industry where you did not have to be integral.
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  You did not have to even be excellent.
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  You did not even have to be good to be able to make total profit.
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  So back in the day, everything was very regional.
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  If you had a dealership located in the area that people drove by, you were going to sell
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  some cars and you were going to make some money.
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  And for the longest time, it was the hiring process was filled with many underhanded
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  CD people just because the way the industry was built.
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  It was built where we need you there from 7 a.m. to 8 o'clock at night, 7 days a week.
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  So what kind of person do you have to be to be able to be at work, 7 o'clock in the
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  morning, so 8 o'clock at night, 7 days a week.
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  Well, you're probably not much of a family man or woman.
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  You probably have some type of outside influence to keep your energy levels up.
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  And you probably drink your sorrows away because there's these empty voids that come along
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  with that.
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  So to track to the certain type of human and regretfully, we still deal with the ramifications of
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  that today and even though the industry is evolving rapidly and tremendously.
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  And so going in, it was important to me that we, like literally I wrote a mission statement
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  and my team, we read it together every single day.
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  And the statement said, I am on a mission to eradicate the negative stigmas associated
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  with the car business.
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  I can do this by making people feel special, feel important and feel like they're the
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  only one.
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  I will offer an experience that will exceed my customer's expectations today, tomorrow
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  and in the future.
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  I will not just sell cars, I will create fans.
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  And so we created a culture and an environment around that.
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  I wouldn't hire anyone with more than two years experience.
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  I wanted people that were brand new into the business or zero experience so that ultimately
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  we could cultivate them and shape them the way that we wanted to not based on previous
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  bad habits.
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  And we brought people into this inclusive environment.
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  Scott, it was very important to me that we put people first.
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  Our our people first, our customer second and our profits third.
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  So all decisions were made in that order, right?
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  If it makes sense for our people, if we're going to elevate our people, then the answer
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  was yes, customers, you know, they always say customers always right.
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  We didn't believe that our employees were always right first, right?
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  Unless we found out they were wrong, but we always trusted our employees and stood
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  behind them before any other customer because they were the most important.
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  And I follow this lead process that I'll share with you and that I'll share with everybody
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  listening.
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  This is a really powerful acronym that I put together and really made a big difference
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  for us.
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  So the word lead is spelled L-E-A-D-D, right?
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  Now, some of you are listening going, please, I guess, well, I'm going to like to
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  why it's L-E-A-D-D.
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  I'm going to break that down for you right now, all right?
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  So the L in lead stands for listen.
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  You have two years of one mouth for reason.
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  I know your mom told you this, you should listen twice as much as you speak, right?
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  So we very much had this mindset as leaders in the organization that we were always going
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  to listen twice as much as we spoke.
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  We always made sure that our employees felt seen, heard, and significant.
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  That comes through listening.
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  And by listening, we were able to tap into not just why they were there, but who they
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  were, what mattered in their lives, what problems do they have, what outside of work, so on
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  and so forth, right?
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  So listening was the first key to great leadership in the dealership and evolving our people.
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  The E in lead stands for encourage.
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  As we were listening to our people, we weren't listening to defend, we weren't listening
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  to object, we weren't listening to overrule, we were listening, trying to find opportunities
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  to encourage the behaviors we wanted to see more off and the greatness that exist inside
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  each of these individuals, right?
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  So we would always, for example, in a meeting, every single meeting that we had started
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  off by listening, letting our people speak first, and then we would encourage.
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  We would celebrate if somebody got a great review.
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  We would celebrate if somebody took care of a customer in the way that we wanted to.
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  We would celebrate anytime they sold a car or any of those things picked up trash in
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  the parking lot.
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  We would celebrate so every meeting started with lessening and then encouraging.
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  Now, most managers that I know, they start every meeting with the A in lead, which is
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  advice.
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  So most managers just want to go in and tell people what to do, smack a little butt and
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  send them out their way, right?
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  Here's what you need to do.
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  Here's what you need to do.
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  Here's what you need to do.
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  Here's what you need to do around that.
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  Get out of here, right?
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  That's the typical meaning, especially in the auto industry.
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  So we start by listening.
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  Then we encourage.
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  Now, when you do that, you've now earned the right to advice.
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  See, I'll take advice from someone who listens to me and encourages me.
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  I will totally 100% do that.
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  I won't necessarily take advice just at face value from anybody.
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  Make see me first, make me feel important, and then I'll listen to you.
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  So we listen.
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  We encourage.
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  We advise.
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  And then we develop.
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  The D in lead stands for develop, please, please, please, everyone listening here.
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  Please do not advise people and then not take the time to develop them.
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  Telling someone what to do and then taking the time to actually show them how to do it
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  to completely different processes.
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  You can have all the knowledge, wisdom in the world.
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  You can share it, right, and you're not going to move anybody's life forward unless you
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  take the time to really develop them, right?
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  Give them, teach them to fit, as they say, right?
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  Develop them.
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  Then the last D in lead stands for daily.
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  You need to do these things every single day, not just on Saturday in the meeting, not
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  just when the cameras are on every single day.
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  So we listen, encourage, advise, and develop.
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  When we do it daily, it's got, I'll tell you, this works with your spouse.
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  This works with your children.
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  This works with employees.
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  This works with prospects that you're looking to close deal.
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  This works in every situation you really possible.
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  If you listen, encourage, advise, and develop.
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  If you make that your mantra and that's what you do, you will go incredibly far.
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  You'll have incredible success and you'll help develop everyone that comes behind you.
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  And just help me frame it because you had obviously wild success in car sales.
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  Was that before rock bottom, or did you, I say rock bottom as a beauty of reference,
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  but was that before that point in San Diego, or did you go back into sales after San
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  Diego?
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  So in the auto industry, I moved up quick, right?
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  Like I went from sales to a sales manager, to a finance manager, to a GSM.
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  So I moved up quick in the auto world, but again, my life kind of outside was falling apart.
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  And so I left and blamed the auto industry for a lot of my problems.
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  So I just decided industry sucks, I don't have anything to do with it.
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  Yes, I'm good at it, but I'm out, right?
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  I'm 100% out.
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  And that's when I went to pursue all these other endeavors that led me to homelessness
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  and Scott, I'll share with you, there was.
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  So when I was homeless, like the worst part about homelessness, people think the worst
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  part is you have no money, you have nowhere to live, you know, things like that.
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  But really the worst part about homelessness is over time you start to become invisible.
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  And so my days were the same, right?
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  There was a bus that ran 24 hours.
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  I'd sleep on the bus, wake up 6 a.m., get off the bus at the depot, walk around, look
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  for change, give enough change for a sandwich, and I used to go to McDonald's, get a sausage
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  of a muckled egg every day.
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  And so I did that and then I'd spend the rest of the day looking for change so that I
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  get back on the bus, right?
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  And as you're homeless longer, you start to blend and people don't want to make eye contact
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  with you.
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  They don't know if you're going to mug them or you're going to ask them for money or
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  guilt them or shame them or whatever.
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  And so they start to look above you and around you and no one says, hey, and you just
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  start to become, you know, invisible, you start to blend with the background.
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  And so that invisibility led me to like homelessness became hopelessness, right?
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  And the hopelessness became a deep depression.
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  And the deep depression became suicidal thoughts.
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  And the suicidal thoughts ultimately became suicide attempt where I attempted to take
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  my own life in the Pacific Ocean just off the cliffs of Lumia, California.
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  And in that, my playing was just swimming out as far as I could now wouldn't be able
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  to come back, right?
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  Oh, and be able to make a back it.
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  I'm not a good swimmer, just like the stereotypes.
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  I'm not a very good swimmer.
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  Not all.
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  And as I thought that that would be a good way to do that.
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  And so I attempted and thankfully the tide was coming in as I was trying to swim out.
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  And I was such a terrible swimmer that ultimately I had never made it out past the tide.
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  And I got washed back up on the beach.
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  I mean, as I was laying on the beach, looking up at the stars, realizing that the tremendous
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  huge this of the universe, all of my problems became really small.
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  And I realized something's got, I realized that in every situation, in every city that
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  I had been, there would differ friends around me in different environments.
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  The result was always the same.
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  And that was a big deal for me, because I was like, wait a minute, if everything around
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  me keeps changing, but the result stays the same, maybe I'm not a big dumb to everything
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  that's going on in my life.
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  But maybe I'm actually the catalyst of all of the things that are going on in my life.
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  And so once I had that realization, like you take yourself wherever you go, type moment,
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  that's when it started to shift for me and I started to go, okay, wait a minute, if I'm
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  the catalyst of all things negative, does that mean that I can be the catalyst for positive
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  things in my life?
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  Is that what that means?
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  And so from there, I am the student, I have no problem studying, like I said, school
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  was always easy for me.
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  And so I started studying, like in order to figure out who you are, you have to figure
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  out where you come from, right?
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  So I started studying my ancestry, I started studying my Scientology, I spent six months
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  in Scientology getting to know the subconscious mind, the conscious mind.
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  I started studying all of these things and ultimately I ended up on this path where
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  wait a minute, maybe we're not 2D mind and body, but maybe we're 3D mind, body and spirit.
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  And so that led me to start studying Buddhism, Catholicism, all these different religions
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  and ultimately through Christianity, through studying Jesus, I found my path to spiritual
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  enlightenment and understanding that there's three dimensions to this thing called life,
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  not two.
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  And that was the biggest shift for me, Scott, that's when I started to take responsibility
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  for my own actions.
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  And so fast forward, I ended up moving to Kentucky, I met my wife, I shook her hand, I introduced
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  myself, and she got pregnant.
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  And I was like, wait a minute, what's happened, what's the point decade ago, and I'm not
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  about to go down the same path that I went on before.
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  And so I decided I was going to go back into automotive because I was good at that.
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  But this time I was going to make a positive impact on the industry versus allowing the
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  industry to make a negative impact on me and my family.
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  And so that was the motivation.
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  So I got back into the industry 13 years ago now back when I was 30 years old.
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  After taking a couple of years off, I went back in in that small store in Paris, Kentucky.
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  And I was able to do some tremendous things and continue to this day to be able to make
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  an impact on the industry nationwide.