Two letters that will increase your 4-speed selling effectiveness

  

  

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No. Every two year old knows how to wield those two letters with ninja skill. So, what happens between then and adulthood? At some point we pansy out and forget how to say no when it counts most. 

Say yes to everything is saying no to yourself

You only have so many hours in each day to work with clients. By focusing on alignment and its six degrees of connection, choosing 4-speed selling clients with whom you work is made easier---if you're willing to say no. 

The inverse rule of PITA

The less a client spends, the greater the hassle they generate. There are few inviolable rules in life. This is one of them: bazillion dollar clients aren't the ones who will drive you up the wall. It's the nickel-and-dime ones that will have you standing on a ledge looking into the abyss.

When to just say no

When you accept a client's business, you accept all that comes with it. So, doesn't it make sense to only accept those clients with whom you enjoy working? 

Urgent robs from important

Sooner or later, you'll be successful enough that you have to juggle priorities. At this apex of success, you'll see the wisdom of saying no. It's in this rarefied air if high performance that noisy clients will demand disproportionate attention. You'll think, "it's okay, my big client will understand." They won't. Why should they? 

When one client causes you to contemplate compromising doing what you know needs doing for another client, one of them will lose. Chances are the noisy client will prevail. I'll bet the farm the biggest noise comes from the smaller of the two. 

That's the day you fire the small one. Yes, fire the client. Just say no to compromising what you do best. Commit yourself to doing your best work for the best clients. 

Say no is saying yes

Only a moron would try to hang on to every piece of business. You don't get the choice by becoming successful. You become successful when you make that choice in the first place. 

Say yes to your best clients and yourself. Just say no to customers who don't qualify to work with you.