First published 8 April 2024 on Your Best Year Starts Here with Nigel Risner.
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Nigel came into this one feeling a lot better than the week before. He'd said no to more things that week than in the last year or two, and some really good opportunities had come in anyway. Say no to the good so you can say yes to the great, as he puts it.
It comes up a lot when I work with clients one to one. The thing eating most of someone's time is often the thing they just need to say no to, and it's staring them in the face. And it isn't only about sales. It might be someone on your team or a supplier, and if you say yes when you can't commit properly, you're letting them down and yourself.
Nigel suggests looking back over your diary for the last three or four weeks. Where did your attention go, and what came of it?
We also get onto discounting. I can't stand the word (it gives me hives). There's a difference between the price and the value, and in my experience the people always chasing a discount are the least committed to what they've bought.
Then there's Nigel's walkaway point. A conference told him there wasn't much budget, so he asked how many teas and coffees they were doing. If the bagels and the muffins are getting paid more than him, he walks.
What I took from this one
- Say no to the good so you can say yes to the great.
- Three things done averagely lets all three down. Two things done really well is better.
- Look back at your diary for the last few weeks to see where your attention went and what it got you.
- Know your walkaway position before you start negotiating.
- Price and value aren't the same thing. People who always chase a discount often aren't committed to what they're buying.
Say no to the good so you can say yes to the great.
Nigel Risner
Instead of doing two things incredibly well, I'm gonna do three things average, which means I'll let down all three.
Neil Martin
