Sales Discovery Mistakes That Kill Trust (Ask Jeb)

Think about five decisions that people make before they decide to give you money.

Decision number one is, do I like you? Part of that's like, you know, you're a likable person.

You're asking me questions.

You said, "I read your book." Like, you own me at that moment, so I love you, too.

[laughs]

[laughs]We have something in common.

I was in your town.

You live in that town.

So there's a couple of things.

We talked about those things.

But if you think about it, likability are things you can control.

Like, this person look at you and say, "I just didn't even like her face." Like, people say that sometimes.

But mostly likability is how people interact with you.

So when they say there's only one chance to make a first impression, they're actually wrong.

Someone can not like you on the first impression, but once you start listening to them and spending time with them, people have a tendency to like you and they lean into you.

So the easiest way to be likable is to listen to someone.

The first two questions and the first two decisions are, do I like you? That's number one.

Number two is, do you listen to me? Now, the easiest way to be likable, think about any relationship in your life, the people who listen to you are most likable.

Now think about what you said.

You know, my company says it's transactional.

Just go in and pitch.

Well, think about the person that you like the least.

It's almost always the person standing in front of you talking about themselves.

Even the ones on social media, like the ones that are only talking about themselves, talking about themselves, talking about myself, those are the people you don't like.

So the easiest way to be likable is to sit down and listen to somebody.