How Saying ‘No’ Can Help you Get to ‘Yes’

What happens when you say no? More often than not, in a business context, you end up getting what you want. It’s a wonder more of us don’t use no more often.

Of course, reality isn’t that easy. We all want to please, make our customers happy, get the job done. If we keep saying yes, we’ll close the deal. Right?

Not necessarily. This isn’t a call to start turning down every request that comes across your desk. But saying no can actually open more doors than you think. Telling a prospect no can actually establish a level of trust that may not have previously existed. If you say no to a prospect request, you’re being honest about what you can and cannot do. You’re not overpromising on something you might not be able to deliver. You’re establishing that you have your own objectives and limitations in the deal, which has its own way of accelerating trust and respect from the other side of the table.

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