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201 GREAT IDEAS for Your SMALL BUSINESS, Third Edition by Jane Applegate

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GREAT 5 IDEA: Ask for a Quick “Yes” or “No”

Through the years, I've learned that a quick “no” is as important as a “yes” when it comes to dealing with clients and customers. While we all love to bring in new business, too much time is wasted in discussion and fruitless negotiation when people are reluctant to just say “no.”

If someone isn't interested in buying what you have to offer, it's painful but better to know the truth and move on. The challenge is this: Most people don't like to say no, so they waffle, stall, and mumble. They don't return your phone calls, texts, or e-mails. This creates stress and frustration and wastes your time.

One strategy I've found to be extremely effective for getting a timely answer is to set a deadline for response. ...

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