04.29.09
The Art of Saying Yes
The art of saying “Yes” can become more difficult in a challenging economy. Many businesses correctly begin making cuts and saying no to expenses, no to employees, no to incentives and surprisingly, no to customers. It is like the child whose first spoken word is “No” because that is what he or she has heard for so long. Consider what it is in your business that can be given a yes answer. This is not an answer just to make someone feel good but it needs to provide a genuine benefit to you and your customers.
The question from a customer may be “Can I have free delivery- ABC Distribution gives me free delivery?” Now you and I know that is probably not the case however we must provide an answer. The standard answer may always be no but what if your sales team offered a “Yes” alternative that explores getting more business. “Yes. Free delivery is an option that we can offer in exchange for receiving 100% of your business in brand XYZ.” This is obviously a simple example but how much business is lost just because we say no and end the conversation.
Saying “Yes” is an art because it requires thought and creativity but it can give you the edge to win the business over your competitor. Have a “Yes” meeting with your reps today.
Regards,
Brian Boek
