> Buyers of software products, like small children, hear one word more than any other: "no". "No, it can't be done." "No we don't do that." "No, if you did that it would screw up everything else." "No, that's stupid" It doesn't matter if you're right, all that matters is that you're just another person saying "no".
> You differentiate yourself from others by giving the exact same answer, but with the word "yes" instead of "no".
> "Yes, in order to do that, we'd also want to look at..."
...
> As I've told my customers many times, "The answer is always 'Yes'. You may not want to do it once you understand what it will take, but the answer is still 'yes'."
> Buyers of software products, like small children, hear one word more than any other: "no". "No, it can't be done." "No we don't do that." "No, if you did that it would screw up everything else." "No, that's stupid" It doesn't matter if you're right, all that matters is that you're just another person saying "no".
> You differentiate yourself from others by giving the exact same answer, but with the word "yes" instead of "no".
> "Yes, in order to do that, we'd also want to look at..."
...
> As I've told my customers many times, "The answer is always 'Yes'. You may not want to do it once you understand what it will take, but the answer is still 'yes'."