diff --git a/commcare_export/cli.py b/commcare_export/cli.py
index 08d494b4..99b743bf 100644
--- a/commcare_export/cli.py
+++ b/commcare_export/cli.py
@@ -109,17 +109,13 @@ def main_with_args(args):
     
     # Reads as excel if it is a file name that looks like excel, otherwise reads as JSON, 
     # falling back to parsing arg directly as JSON, and finally parsing stdin as JSON
-    missing_value = args.missing_value
-    if args.output_format != 'sql' and missing_value is None:
-        missing_value = ''
-
     if args.query:
         if os.path.exists(args.query):
             query_file_md5 = misc.digest_file(args.query)
             if os.path.splitext(args.query)[1] in ['.xls', '.xlsx']:
                 import openpyxl
                 workbook = openpyxl.load_workbook(args.query)
-                query = excel_query.compile_workbook(workbook, missing_value)
+                query = excel_query.compile_workbook(workbook, args.missing_value)
             else:
                 with io.open(args.query, encoding='utf-8') as fh:
                     query = MiniLinq.from_jvalue(json.loads(fh.read()))
diff --git a/commcare_export/writers.py b/commcare_export/writers.py
index 644dea9d..9c41391a 100644
--- a/commcare_export/writers.py
+++ b/commcare_export/writers.py
@@ -12,7 +12,11 @@
 
 MAX_COLUMN_SIZE = 2000
 
-def ensure_text(v):
+
+def ensure_text(v, convert_none=False):
+    if v is None:
+        return '' if convert_none else v
+
     if isinstance(v, six.text_type):
         return v
     elif isinstance(v, six.binary_type):
@@ -21,12 +25,13 @@ def ensure_text(v):
         return v.strftime('%Y-%m-%d %H:%M:%S')
     elif isinstance(v, datetime.date):
         return v.isoformat()
-    elif v is None:
-        return ''
     else:
         return u(str(v))
 
 def to_jvalue(v):
+    if v is None:
+        return None
+
     if isinstance(v, (six.text_type,) + six.integer_types):
         return v
     elif isinstance(v, six.binary_type):
@@ -168,7 +173,7 @@ def write_table(self, table):
         self.output_stream.write('|%s|\n' % '|'.join(table['headings']))
 
         for row in table['rows']:
-            self.output_stream.write('|%s|\n' % '|'.join(ensure_text(val) for val in row))
+            self.output_stream.write('|%s|\n' % '|'.join(ensure_text(val, convert_none=True) for val in row))
 
 
 class SqlMixin(object):