I’m Not The Right Fit For You

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I said, “In your line of work, you were using these influence frameworks to manipulate people into giving you what you wanted. And in my line of work, I help people, and I solve problems.”

Jeb: The very last thing I want to do is sell someone something, or do something for someone that they don’t want or don’t need. And that doesn’t mean that I couldn’t because I’m pretty good at influencing people and persuading people. I could certainly do that. I could go out and sell things to people that they didn’t need, but I never do that.

It’s a normal thing for me and my business to turn customers away and say, “We’re the wrong fit for you. You should not do this because you’re going to spend money with me and you’re not going to get the outcome that you desire.” And I’ve always led with that. And I believe that people know there’s sincerity in that. What’s so funny about it is when you tell them, “I’m the wrong fit for you,” they start trying to figure out how you can be a fit for them.

Diane: That is so true! Exactly. I had someone say panama telegram data to me, once I said, “Listen, I’m not the right resource for you.” She said, “Well, I sure hope you are because I trust you.” And I said, “Well, then you’re going to have to trust me when I tell you I am not the right resource for you.” It’s exactly what you say. And those people will refer you to people because you’re honest.

People Gravitate Towards Salespeople Who Don’t Sell
Jeb: Exactly right. You’re honest. There’s a local place where I live called C&C Tire, we only take our cars there because we trust Tommy and he’s honest. If he can’t fix it, he won’t say, “Yeah I can fix it.” And then you spend money with him. He’ll say this isn’t going to happen here, let me get you someone that can do that.

Or if you come in and say, “I need this fixed. Cause I think this is the problem.” He’ll say, “Nah, it’s a $2 part. You don’t have this problem.” And he’s always been that way. If you look at his business, there are people waiting in line to get him to work on their cars because he’s not trying to sell you something that you don’t need.

Diane: And because we are so used to mechanics selling us things we don’t need that, he’s a gem, right? So the salespeople who don’t sell are the ones that people gravitate toward because they know they’re going to be told the truth. It’s a total integrity thing.