Guardrails #2

To continue with the guardrail conversation… setting boundaries.
A boundary that helps guide the conversation is the ability to say “No.”

Say NO when the client/customer asks for things that cannot be done – either within the current budget or timeframe.
Say NO when the client/customer asks for additions without adding to what they are paying for it. 
Say NO when the client/customer asks you to ‘take it out of your commission’.
Say NO when the client/customer asks you to do something that you know isn’t right – ethically, legally, technically… or within the boundaries or agreement that you established at the beginning of the engagement.

I sense what you are thinking… “How can I say NO to all these things and keep the client/customer – and keep them happy?”
There is a sales belief that states: “Whenever you say NO, you have to say YES behind it.” Here is what it sounds like: “I can’t do THAT, but I CAN do is THIS…Will that work for you?”

That way it maintains the guardrails and boundaries and allows you to recognize their need for something else or something more that you CAN satisfy.

Now, go practice saying NO.

oxo,
Jody

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