“Simplicity is the ultimate form of sophistication.”
Leonardo Da Vinci
Many businesses I come across and have worked in sometimes struggle with saying “No” to the wrong sort of customer. You know the ones - they play you off against your competitors to squeeze the lowest possible price, complain about late deliveries / quality threatening to back charge and then pay well beyond terms. We all have them; the key is to maintain your intestinal fortitude, not make poor decisions and spend the time you save by concentrating quality customers that appreciate who you are and what you do.
Leaders who are clear about their Why, Purpose and Strategy are more confident in saying “No” across the range of decisions they need to make – the very act of understanding, with absolute clarity the answers to these questions provide the focus that businesses need.
Just last week I was speaking to a client who runs the following sense check over an idea before spending money / time / effort / on an initiative.
i. Do we REALLY want to do this?
ii. Do we know we can do this as GOOD if not BETTER than anybody else?
iii. Are we going to MAKE MONEY out of it?
We all have so much choices these days, questions like this ensure:
- Customers become more aware of the value you can add
- Employees to be clearer about who you are and what you do
- Leaders support and empower their teams to say “No”
These days risk of being “a jack of all trades or master of none” is just too large to ignore.
*Charlie is an expert in developing external sales teams and people, particularly where relationships and solution selling are the key differentiators. www.charliepidcock.com.au