Just Say No

During the next few weeks, I challenge you to respectfully turn down an RFP or pull out of a qualification process when you see too many warning signs.

 

I know it seems counterintuitive because you’ve gotten where you are by saying “yes” to so much, but there is great power in “no.” To make it easier to say no, brainstorm your own list of red flags, i.e., the surefire signs from your experience that you shouldn’t move forward. Don’t rely on emotion when assessing potential RFPs or prospective clients; just refer to your list of red flags.

Another useful item to have in your toolkit—a respectfully worded “no thanks” email. My book Selling 180  has several examples. You can decline in a kind, skillful way, which is easier to pull off when your response is prepared in advance.

Finally, notice your fear. If you’re afraid to say no, are you just worried you’ll make someone mad? Are you concerned about your reputation in their eyes? Or landing opportunities in the future? Notice the scarcity mentality that makes it hard to walk away. Recognizing such a mental state is the first step in overcoming it.

Not everyone deserves your time, energy, and attention, so take a harder look for opportunities to sit out. When you notice red flags, just say no—it’s really empowering when done mindfully and tactfully.

Onward.
Tom

Want more tips from Tom? Watch our Tom Tips Videos >>

---

Also in Tom's Blog