It’s not an easy thing to come by in business. We need to earn it. Yes is earned through effort, preparation and persistence. It doesn’t matter if this is a sale, pitching an idea, securing buy-in from colleagues or convincing friends and family to invest in your business. It’s hard work.

You can try to get a yes without it, but most people will spot this a mile away. You will end up burning through trust and left with even harder work to do.

Earning the yes is only half the battle. Once you have it, you must deserve it. Deserving yes is the real work. It’s the proving of research, the shipping of work, the execution of the project.

The deserving of yes is the counterbalance. If you took shortcuts on the earning, deserving it will be much harder. If you take shortcuts on deserving, future earning becomes inflationary.

Yes is very powerful. Treat it with the respect it deserves.

Jon Tyson

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