GREAT 5 IDEA: Ask for a Quick “Yes” or “No”

Through the years, I've learned that a quick “no” is as important as a “yes” when it comes to dealing with clients and customers. While we all love to bring in new business, too much time is wasted in discussion and fruitless negotiation when people are reluctant to just say “no.”

If someone isn't interested in buying what you have to offer, it's painful but better to know the truth and move on. The challenge is this: Most people don't like to say no, so they waffle, stall, and mumble. They don't return your phone calls, texts, or e-mails. This creates stress and frustration and wastes your time.

One strategy I've found to be extremely effective for getting a timely answer is to set a deadline for response. You may think this takes a lot of nerve, but it works in most situations. We set response deadlines on proposals submitted to the biggest Fortune 500 companies.

Setting a deadline is a grown-up way to do business. We ask our corporate clients, who usually need a lot of time to make a decision, to just tell us where they are in the process. Keeping us in the decision loop creates a respectful and honest relationship.

Of course, if someone asks for more time because they can't schedule a meeting or have to complete a new project, we wait for an answer. The goal is to manage the decision-making process in a professional, nonconfrontational manner.

Be polite and clear. Tell them you truly want to work with them or close the sale, but you believe a “no” is as important as a “yes.” Try it.