You Gotta Learn To Say

Did you notice that it takes about the same effort to say “No” as it does to say “Yes”? Maybe less if we were able to measure the length of time for both. The funny thing about saying the word “No” is that, like “Yes”, it gets easier each time you say it. For salespeople, saying “No” to customers is about the toughest thing in the world. There are times when it’s a really good idea to say “No” to customers.

For example, when the customer asks for a lower price and you know that it’s a bad idea to take the business at that price, say “No.” Otherwise, you will probably resent the business after you take it.

Another time to say “No” is when you feel the urge to make unrealistic promises to the customer. These false promises result in the customer’s resenting giving you the business.

Another time to say “No” is to unethical practices. After all, you gotta sleep at night. Besides, the best part of telling the truth is not having to remember who you lie to.

Another time to say “No” is when you know you cannot meet the customer’s needs. There are few things in this world as liberating as admitting that you cannot be all things to all people, even and especially when they want you to be.

Just say “No!”

Tom Reilly is a professional speaker and author of the book, Value Added Selling.

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