Accepting No For an Answer is Part of a Successful Business

By
Real Estate Agent with Long and Foster REALTORS®, Gainesville, VA VA License # 0225089470

Accepting No For an Answer is Part of a Successful Business

This is a slimy sales guy that can't take no for an answer.  High pressure.  Not letting you go until the deal is done, whether you like it or not.The reason the general public hates sales people is that they won't take no for an answer.  The ones that are concerned with their own bottom-lines, and not what is right for you just push, push, push.  Gotta make the sale.  Get the numbers on the books.  It's irritating.  

For instance, directly before entering my career as a real estate agent, I sold jewelry for a living.  Primarily engagement rings.  I worked for a large chain.  They have a catchy theme song that reminds me of our own Jared Christiansen.  Anyway, I was in there getting my rings serviced the other day and saw an old "friend" in the case.  A mounting that had always been a favorite.  I asked to try it on.  Suddenly, I was getting a hard sell.  This isn't how I remember this store.  I didn't work this way.  When this rep offered me a twelve month interest free and I said no, she offered to call my husband and tell him to buy me the ring.  Not happening.  Then, because my elderly mother was standing there, she hints out loud that my Mom probably has a lot of money and can buy it for.  Excuse me?  That's just rude.  I love that ring, but if I can find it anywhere else, I'll buy it there.

Then there's the phone solicitor from the other side of the globe, trying to sell me a refinance of my mortgage for an unbelievable 2% rate.  I call B.S.!  She won't shut up.  She's not even hearing that I said something.  Then I loudly announce, "I'm upside down and can't refi.  Please remove me from your list," and hung up.  SHE CALLED RIGHT BACK.  What part of no didn't she get?

Finally, the cherry on top was a drive-by solicitor wanting to stuff my mail slot full of their crap-o-la.  Forget that they passed about five no soliciting signs driving through our neighborhood.  Then they come to my mail slot with has been filled with a large hunk of wood, painted black, to prevent unwanted solicitations.  This person was so mad that they couldn't leave a junk message that they hit my mailbox, cracking the wood and destroying the structure.  It's held together by good vibes until I can get it fixed this weekend.  I'm guessing it was the cleaning service whose flyer was on the ground next to the box that did it.  Great!  Like I'm calling you, the nasty person who hit my mailbox, to clean for me or my clients.  Get out of here. You just cost my $70 in repairs.

Mailbox before on the left, after on the right.

All of these things especially annoy me because, as someone who sells houses for a living, it isn't my mode of operation.  When my clients tell me they don't want a particular house, or they aren't ready to sell aftering hearing the value of their home, I let them know that I respect that decision. Only they know what's right for them.  I'm here when people need me and they respect that.  That's why I have a thriving real estate practice.  I respect my clients and what THEY want to do.  It's not about me!  Do I need to sell houses to make a living?  Of course!  But I don't need to talk people into buying something they don't want, or talk them into selling when they aren't ready.  My business thrives on referral.  When I treat my clients with respect, whether they are ready or not, they know I'm not high pressure and I get a ton of referrals.  THAT is how my business thrives.  Yes, I can take no for an answer...and I can take that the first time I hear it.

close

This entry hasn't been re-blogged:

Re-Blogged By Re-Blogged At
Topic:
ActiveRain Community
Groups:
Art of Professional Salesmanship
Around The Water Cooler
Bananatude
Bartender, Make it a Double
Late Night Professionals Club
Tags:
accepting no for an answer
hard sell approach

Spam prevention
Show All Comments
Rainer
128,498
John Fauth
Coldwell Banker King Thompson - Grove City, OH
Turning your dreams into an address!

I fear this is why people are hesitant to hire a buyers rep. More than once when someone calls in to ask about a property to buy and say that they are not working with an agent do not want one. I always let them know they can contact me and to remember that the agent for the Buyer is paid by the Sellers and that they should get someone to negotiate on their behalf no matter what. Many times they hang up fast after receiving info or say, "well I am calling for someone else". I don't push and can only hope they call back.

Nov 15, 2013 03:00 AM #59
Ambassador
3,084,374
Chris Ann Cleland
Long and Foster REALTORS®, Gainesville, VA - Bristow, VA
Associate Broker, Bristow, VA

Jennifer:  I guess the folks that respond to the hard sell are the ones that need people to tell them what to do.

Christine:  Great salesmanship truly boils down to basic communication, and listening is a huge part of that.

Deanna:  Keeping the relationship in tact for when the client is ready is key.

Jason:  My philosophy and style don't go well with people that do need someone to tell them what to do.  I'll tell them their options, and what I am hearing from them in response to their options, but I am not good at telling them what to do.

Maria:  Respect is key in this business.  You just have to know that when you treat people right, even if it results in no business right then, it comes back to you.

 

Nov 15, 2013 03:08 AM #60
Rainer
50,119
Nora Sims
Northern Shadows Realty, Inc. - Sedona, AZ
helping folks like you since 1978!

Chris Ann;

Your observations are correct about how annoying pushy business practices can become.

The seeds of this type of behavior were planted as far back as when a person was a child allowed to treat life as though the world revolved around oneself.

Nov 15, 2013 03:08 AM #61
Ambassador
3,084,374
Chris Ann Cleland
Long and Foster REALTORS®, Gainesville, VA - Bristow, VA
Associate Broker, Bristow, VA

Drick:  You're welcome.

Michael:  It's the same reason I don't believe in calling my sphere for business every month.  They know I'm here and what I do.  I don't want to be the phone call they dread.  I have had friends in sales businesses that were a dreaded call to me.

Jordan:  I will always take the chance with a FSBO or expired.  You don't have to hard sell there either.  In fact, just letting them know you are there is what usually wins the business because everyone else calling them is hard selling.

Richie:  Someone has to respond, otherwise this approach wouldn't be around.  I personally can't stand it.

Susan:  Oh yes!  And that's another topic entirely.

 

Nov 15, 2013 03:12 AM #62
Ambassador
876,796
Connie Harvey
Pilkerton Realtors - Brentwood, TN
Realtor - Nashville TN Real Estate

Chris Ann, I don't know how I missed this! I just bought a car and I can tell you that each time I had to go to a dealership so I could test drive the model I was interested in, my hands would shake. I hated that I wanted to test several different cars!

Nov 15, 2013 03:26 AM #63
Ambassador
3,084,374
Chris Ann Cleland
Long and Foster REALTORS®, Gainesville, VA - Bristow, VA
Associate Broker, Bristow, VA

Mike:  What a jerk that sales guy was!  Like making that statement was going to swing you to say, "I can too," and sign off on it.

Nina:  Agreed.  There's no use for a hard sell in this business in my opinion either.

Bill:  I don't know.  I would think they must work to be in use so often.

Marsha:  I remember a mortgage guy driving me nuts once with his attitude.  Builder's lender and I was buying new.  He upset me so much with his attitude that I decided the incentives weren't worth it to work with him and found a lender that treated me with respect.

Shanna:  Not sure what I reminded you of.  

 

Nov 15, 2013 03:42 AM #64
Ambassador
3,084,374
Chris Ann Cleland
Long and Foster REALTORS®, Gainesville, VA - Bristow, VA
Associate Broker, Bristow, VA

Ed:  Presenting options that folks aren't thinking of when they make a hasty decision is one thing I will do, but respectfully and not at all pushy.  But to keep driving at yes only results in a final no.

Gail:  Those are the worst.  It's why I don't answer my phone when I see some area codes or 800 numbers.

Mark:  Yeah.  I'm not here to sell them into the process. They either need me or not, but if they don't now, they at least feel comfortable calling me when they do.

Marte:  I have had that too.  Very annoying.

Travis:  Given the level of professionalism on the flyer, I'd say it's a home run business.  

Nov 15, 2013 03:47 AM #65
Ambassador
3,084,374
Chris Ann Cleland
Long and Foster REALTORS®, Gainesville, VA - Bristow, VA
Associate Broker, Bristow, VA

Kat:  Just been a very short time frame of many annoyances.

Theresa:  I don't have the energy for chasing a home run business around.  But when I see them come through again, as I work from home, I will be calling the police to get them fined for soliciting without a permit.

Raymond:  The hard sell is what gives us a bad name.  And it's being used to this day.

Lenn:  Love the explanation.  Thanks!

Catherine:   Who knows?  With Breaking Bad being so popular, maybe that line is back.  Of cuorse, not sure I know anyone it would work on.

Nov 15, 2013 03:58 AM #66
Rainer
7,883
John Thyne
Goodwin & Thyne Properties - Studio City, CA

Thanks for this great post. I thoroughly agree and it's all so true. I find myself trying so hard to be "polite" and courteous to those calls from telemarketers (I know that they get paid on the number of calls they make and they need to make a buck too...so I start out by being polite and saying something like... "thanks so much for your call, but I have expended my budget for that service already this year...but.. I wish you the best of luck"...  sometimes they simply say thank you and hang up. Other times I get the push... but...don't you understand? ... Yes, I DO UNDERSTAND and I told you politely that I am not interested. Now, I just want you to know I'm going to hang up. And then I do.      On the other side of it, when I get a "no" - I always follow up with an email or call thanking them for the opportunity to give them my "pitch" and wish them the very best of luck in selling their home. And then I move on.  It's interesting how many times I get a great email back and they tell me that they would refer me when they can.

 

Nov 15, 2013 05:04 AM #67
Rainer
97,944
Lara O'Keefe
North Texas Home Finders - McKinney, TX
I cannot stand the hard close. I know what I want to buy and do not get talked into anything. I work hard to respect my clients and put their needs ahead of mine. It always pays off in time.
Nov 15, 2013 05:06 AM #68
Ambassador
3,084,374
Chris Ann Cleland
Long and Foster REALTORS®, Gainesville, VA - Bristow, VA
Associate Broker, Bristow, VA

Graziella:  Accepting no doesn't have to mean the end of a business relationship.  That is why you have such a huge referral business.  You respect your clients...even when they say no.

Gene:  That's the kind of sales call I can deal with too.  

Crystal:  Moving on in our business doesn't mean we forget or don't want the future business.  Taking no for an answer also means being a good sport about it, unlike the car salesman referenced in an earlier comment.

John:  I think you are right.  Buyers are terrifeid we are going to push them into something.  One of my best Dear Chris Ann letters this year was from a buyer that didn't buy.  She really appreciated that I didn't push her and when she had to say no, I took it and wasn't upset by it.

Nov 15, 2013 08:41 AM #69
Ambassador
3,084,374
Chris Ann Cleland
Long and Foster REALTORS®, Gainesville, VA - Bristow, VA
Associate Broker, Bristow, VA

Nora:  That's a good point. I hope this upcoming generation isn't full of that approach because most of them are taught the world doesn't say no and everyone wins. Not at all realistic, but we wouldn't want to hurt their precious sel-esteem.

Connie:  Car dealerships are the worst for this approach.

John:  Phone solicitations can be really bad.  

Lara:  Same here and it always does.

Nov 15, 2013 08:45 AM #70
Rainmaker
1,143,921
David Shamansky
US Mortgages - David Shamansky - Highlands Ranch, CO
Creative, Aggressive & 560 FICO - OK, Colorado Mtg

Yes I give you 2 percent rate you give me your info...?????

Hmmm when the lowest fixed rate you can BUY is still in the 3's what makes this company so special????

Answer is _ ITS FAKE!!!!

Good call on that you saved yourself from another 500 calls

Nov 15, 2013 08:50 AM #71
Rainer
475,289
Kimo Jarrett
WikiWiki Realty - Huntington Beach, CA
Pro Lifestyle Solutions

It depends on what your prospect is saying no to, doesn't it? Yes they want the opportunity you have to offer but no to your terms and conditions or price or don't have the cash flow to take ownership or no to anything you're offering. That said, a professional salesperson wouldn't offer an opportunity to a disqualified prospect, so throwing all salespersons under the bus because of your experiences with poorly trained salespersons doesn't make any sense IMO.

Nov 15, 2013 06:40 PM #73
Ambassador
3,084,374
Chris Ann Cleland
Long and Foster REALTORS®, Gainesville, VA - Bristow, VA
Associate Broker, Bristow, VA

David:  I'm sure the 2% would cost me dearly in the end.  Not interested.

Kimo:  Not sure how  you came to the conclusion that I'm throwing people under the bus.  I just know I don't like it when people can't take no for an answer.  My very first real estate agent was one of them.  When I was ready to buy, I didn't call her.  Why?  She was unprofessional and pissed when I didn't want to follow through on a deal.  I had major second thoughts and couldn't go through with it.  I remember how she acted and I will NEVER act that way toward any of my clients.  I respect their decisions.

 

Nov 16, 2013 06:28 AM #74
Rainmaker
837,532
Bob Miller
Keller Williams Cornerstone Realty - Ocala, FL
The Ocala Dream Team
Great post Chris Ann. We agree, sometimes our first prospecting call of the day as negative as it is the best one will ever get that day.
Nov 17, 2013 07:56 AM #75
Ambassador
3,084,374
Chris Ann Cleland
Long and Foster REALTORS®, Gainesville, VA - Bristow, VA
Associate Broker, Bristow, VA

Bob:  I think being able to take no gracefully is an art.

Nov 17, 2013 09:17 AM #76
Rainmaker
976,985
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

They must be hurting at Jarod's!   Obviously you are successful just because of what you wrote in the first paragraph.  Reading the rest, I'm doubly surprised that someone would do that to your mailbox. What a pest!!

Nov 19, 2013 07:19 AM #77
Ambassador
3,084,374
Chris Ann Cleland
Long and Foster REALTORS®, Gainesville, VA - Bristow, VA
Associate Broker, Bristow, VA

Jan:  Well, the mailbox is fixed now.  And the kid that did was fabulous.

Nov 19, 2013 09:40 AM #78
Rainmaker
671,409
John Juarez
The Medford Real Estate Team - Fremont, CA
ePRO, SRES, GRI, PMN

 

Speaking of not taking ‘No’ for an answer: my least favorite phone call is the one that comes from a certain real estate lead generation company. “Are you still selling real estate in ……?” they ask. “Could you use more clients?” They ask.

Duh!

I have had to hang up on that companies solicitors more than once as they drone on and on with their script not listing or caring that I am saying “No, No, and No!”

 

Nov 24, 2013 01:38 PM #79
Show All Comments

What's the reason you're reporting this blog entry?

Are you sure you want to report this blog entry as spam?

Ambassador
3,084,374

Chris Ann Cleland

Associate Broker, Bristow, VA
Email Me For a Free CMA of Your Home's Value
*
*
*
*
Spam prevention