The Use of Negative Words in Sales Conversations

Real Estate Agent with Keller Williams Realty

Drop The Use Of Negative Words in Sales Conversations

I was on a flight recently when the pilot announced: "We're not expecting any turbulence or flight delays today." Which words stood out? Turbulence and Flight Delays! Our brains do not process negatives easily. We have to first consider the main words, and then negate them - which takes extra thinking.  And since we've all experienced turbulence and flight delays, these words are now implanted in our brains, and we're feeling nervous - just the opposite of the pilot's intention!   

How often do you use negative words in your sales conversations?
1. Do you end your correspondence with "Please do not hesitate to contact me?" Your readers see the word "hesitate". How about "Please contact me at any time"?
2. Do you say, "no problem" when answering a request? How about "It's my pleasure."
3. Do you say, "It won't be difficult to..." How about "It will be easy to..."

Why not implant positive messages in your prospects' minds? They will look forward to working with you, and "won't" anticipate any "problems"!


I found this blog recently and thought it made a great point. There are so many sales "techniques" out there but just focusing on the positive aspects of a sale is easy to remember!



This article was provided by Kevin Heinrich with First American. 

Comments (1)

Li Read
Sea to Sky Premier Properties (Salt Spring) - Salt Spring Island, BC
Caring expertise...knowledge for you!

Well...very thoughtful post.    And, very timely reminder on phrasing our message.     Thanks!

Aug 19, 2009 07:49 AM