Glenn, this is a great post and a great reminder that yes and no are the replies to shoot for.  Thanks!

Mark - Thanks for the encouragement!  Yes, No or a Clear Future!!

Excellence post.

The best no to hear is "do you have any additional questions before we start the paper work?"

Good luck

Thanks Glen. I was once told that a salesperson should get used to hearing the word "no" as it meant we were getting closer to a "yes". The more no's we hear the better as long as we can stand it! Take care.

Paul

I really appreciate this post, because as a newbie to real estate, I know I'll be fronted with these situations, and it makes sense to let them know that it's perfectly okay to say no. It also gives them the opportunity to give us some constructive criticism if needed! Thanx again for this post! Very helpful!

Glenn, Thank you for sharing.  Just take that no as one step closer to a YES!!

All the best,

If you can't take "no" you won't know how to appreciate "yes".  Great post!

No is only a negative if you make it that.  I have had several deals where the eventual "no" was the most liberating word the client could have uttered because it allowed all of us to move on from an exhausting situation.  Allow the "no" to propel you on the the next house with great enthusiasm and renewed energy!

Glenn - Yep, a "no" that is part of closing the deal!

Paul - We are working to get to know faster (if that is where it is headed anyway) but to not just make it a numbers game exclusively.  But we do have to be emotionally great with any answer.

Molly - As a "newbie" as you say, you might want to consider one of the books we've shared with our team, Secrets of Question Based Selling by Freese.  It sums up much of our approach very well and is easy for new folks in sales to digest.   Create some great habits before bad ones set in.  Best of luck with you career!

Yvette - Keep on get those steps to yes!!!

Rosemary - Thank you much!! Great point!

Steve - Exactly.  It is not what happens to us, it is what we do with it!  Great post!

Great Post!  We do need to watch when a "no" can be turned around into a yes...Always ask why...sometimes the client;s reasoning is wrong and needs additional or correct information.  No doesn't always mean no - sometimes it means, "tell me more"!

Joan - What a great point!  Such a simple investigation, when handled not aggressively, can help us learn so much.  So many customers misunderstand things or have incorrect assumptions we never know about unless we ask more questions.  Great point!  Thanks!

Glenn,  here is the way I look at a no.  Being a Financial Planner I am all about numbers... Statistics.  Statistics state that the average marketing campaign will need to get 5 or more marketing pieces in the hands of a potential client or customer before 80% will say yes.   50% of all sales people give up on that person after the first yes.  65% after the 2nd, and 80% after the 3rd.  over 70% of all sales occur after the 5 point of contact.  so for those who think no is a no and move on.  I am here to tell you that to me   "No"   just means NOT AT THIS TIME.   The only time I take a possible client off my list is if they die.   You never know when something in that persons life makes them decide to pick up the phone out of the blue.  I have had people I had not talked to in years, call me because they still had my business card.

It was difficult to hear no initially but it has gotten easier to deal with.  You have a great post and it sheds new light on the word.

Hey, we get to say "no" sometimes too. We don't want to work with unreasonable buyers or sellers or people whose personalities do not work with ours. We do them and ourselves a favor by saying "no". So "no" is not always a bad word. And even when it is, well, we got to have some down moments to be able to enjoy our up moments, we got to have some "no"s to be able to enjoy our "yes". The trick is to keep it balanced. If you're getting too many "no"s, you're missing something, so it's time to check out your actions. And to all of you out there that put up with rejections on daily basis, keep your heads up and don't let it run you down! 

Glen thanks so much for the encouragement!! When handled properly we can all learn alot from this.

Objections are sometimes a sign of interest.   A No is great feedback.   Dont take it personal, learn from it.  Learn why you use it and when.  Good reminder. 

Utah Homes for Sale

Utah Dave

Glen: I agree and I always try to put my customers/clients at ease by giving them the option to say no, and then that seems to make any objections much more open to continued discussion.

"No's" are a good thing! Every "no" is one step closer to a "yes".

Hi Glenn, thanks for the encouragement.  I am learning to hear no and turning it into a yes.

Thanks for the encouragement Glenn.  Hearing a no make a yes more worthwhile when it happens.

Thomas, that is a great, great point about folks that may come back around.  Much to my surprise, we engaged a new project this week for a client we had not done work for in 13 years.  I thought they had decided we were not the firm for them (which is okay... if it doesn't fit for all it shouldn't fit for any), but alas they have a need we will be excellent at resolving!   Everyone, keep this in mind!  Thanks for sharing!! G

Latonia, yes practice does really help. I practice often even going through daily activities.  Always polite but say no and even say, "Its okay to tell me no!"

Meli, balance is such a good point. I wish I had included that.  Perhaps a good blog topic.  Good stuff!!

Kay, thank you for your post.  It is encouraging to me!

Utah Dave, it can be hard to figure out but you are absolutely right.  Sometimes the no is presented because they can't figure out what the issue is themselves.  It can be smart to tactfully work through that, whether the answer remains no or not.   Glad you mentioned this!

Donna, that is the approach we use and when we first started it was really cool to watch the discussion improve once the pressure was off!  Glad this is something you are doing!

Andrea, a postiive attitude is great to see and will serve you well!!

Jodi, stay with it!  Practice is a great process!

Dawn you are very correct. Highs are much more appreciated having survived the lows.  And without Darth Vader, Star Wars would not have been nearly as interesting!