Dean Sally Blount addresses Round 1 admits at DAK on February 8, 2014.
Year of the Horse: Women Celebrating Chinese New Year Around the World
Source and Photo Source: TIME.com
The difficult task is to turn around a no.
Not, “no, I’ve thought about it, but I’m not interested,” but, “no, I feel like saying ‘no’, whatever you’re offering, the answer is no.”
If the fractious child or the skeptical prospect or the frightened boss is coming from a place of no, your proposal just isn’t going to work.
Shaking that rattle or waving that spreadsheet isn’t going to work, because it’s not going to be judged on the merits. The facts are irrelevant… if your partner (and yes, the person you’re with right now is your partner, engaged in a dance that will end with yes or no) is in search of a no, nothing is going to go right.
The best path, then, is to first work on the ‘no’. Not the pitch or the facts or the urgent thing you need approved right now. First, talk about the dance, and the goals, and how it feels to get to a yes.
Then tell me your story.
I really liked this post from Seth Godin’s blog.
Before the holidays, I was talking with our team about the old sales tactic of turning a no into a yes. The advice I gave was to ask the person who was saying no, “Why do you care about us?” and then use THEIR story to tell OUR story.
Tony Vernon ‘82, Kraft Foods Group CEO, delivered the convocation address to EMP 90, 91 and KS11 graduates at 2013 EMBA Convocation Ceremony on December 14. View photos from the event by visiting our Facebook.
It’s not how much we give but how much love we put into giving.”
– Mother Teresa