The four most powerful four words I use in sales conversations:
We don’t do that.
The words build trust. There’s relief when they hear them.
And it’s always a moment when they realize you’re not BS’ing them.
Clients come to me all the time. They kick things off by explaining what they do and what they want.
And sometimes, what they want? It’s just not what we do.
So I’m blunt: We don’t do that. If that’s what you’re looking for, we’re not going to be a good fit.
You’d think that would throw them off, but it’s usually the opposite. I can see the tension drop. They relax. The defenses go down. They’re not bracing for a pitch full of fluff.
And that’s when the real conversation starts—what they actually need, how we can help, and how we can hit their goals doing what we’re great at.
That honesty creates trust. It clears the air. But hey, if anyone’s got tips on how to drop the defenses even faster, I’m all ears.