http://nosilverbulletblog.com/2010/05/measuring-against-%e2%80%9cno%e2%80%9d/ Substance over shortcuts Thu, 14 Oct 2010 02:33:26 +0000 hourly 1 http://wordpress.org/?v=3.2.1 http://nosilverbulletblog.com/2010/05/measuring-against-%e2%80%9cno%e2%80%9d/comment-page-1/#comment-199 Susan Duensing Mon, 24 May 2010 21:36:06 +0000 http://nosilverbulletblog.com/?p=484#comment-199 Good point and I agree, Art. Beginning with "no" would force all involved to think harder, and maybe even uncover some selling points that wouldn't have been explored otherwise. Also, how many times have we heard price is the stumbling block and people don't "get" our value? So, you are exactly right. Finally I am shocked that anyone would turn business away based on payment terms. Being flexible is key to establishing a good relationship. Thanks for the comment! Good point and I agree, Art. Beginning with “no” would force all involved to think harder, and maybe even uncover some selling points that wouldn’t have been explored otherwise. Also, how many times have we heard price is the stumbling block and people don’t “get” our value? So, you are exactly right. Finally I am shocked that anyone would turn business away based on payment terms. Being flexible is key to establishing a good relationship. Thanks for the comment!

]]> http://nosilverbulletblog.com/2010/05/measuring-against-%e2%80%9cno%e2%80%9d/comment-page-1/#comment-198 Art Fri, 21 May 2010 19:39:31 +0000 http://nosilverbulletblog.com/?p=484#comment-198 Imagine, too, how much better we would be as marketers if we assumed the conversation with clients always began with "no"? For many of us (myself included) "no" is what ends the conversation. I recently worked with a vendor who I was all ready to begin a project with, but their payment terms were a sticky wicket. When I told them "no, I'd like to negotiate different terms" their reply was "pound sand". Aside from being floored at their willingness to walk away from business, I wonder how they might have fared if, as you suggest, they anticipated me saying no. We all could do a better job at this. And if we all do, then we'll have less and less customers saying no because of price, because they'll understand the value of what we have to offer. Imagine, too, how much better we would be as marketers if we assumed the conversation with clients always began with “no”? For many of us (myself included) “no” is what ends the conversation. I recently worked with a vendor who I was all ready to begin a project with, but their payment terms were a sticky wicket. When I told them “no, I’d like to negotiate different terms” their reply was “pound sand”. Aside from being floored at their willingness to walk away from business, I wonder how they might have fared if, as you suggest, they anticipated me saying no. We all could do a better job at this. And if we all do, then we’ll have less and less customers saying no because of price, because they’ll understand the value of what we have to offer.

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