Accelerating Company Growth by Brendan Dowling

Author:Brendan Dowling
Language: eng
Format: epub
Publisher: Oak Tree Press

Saying “No” can produce some incredible results

I was engaged with a very large potential customer where we were being squeezed on price to the point that it was no longer worth the effort. In the end, I simply said “No.” The customer was amazed that we were going to walk away – but we did.

Some months later, the customer asked us to come in again to discuss the commercials. Because I had written off the engagement, I put forward what we would ideally like to get in terms of revenue, deciding that we were not going to move from this position – it was a “take it or leave it” offer. A few weeks later, the customer came back to us and said they would take it. We got all the terms we were after in the first place by simply saying “No” – and meaning it.

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