I use real estate as an example more or less do to the fact that I myself am in real estate of course, but it's really the most difficult word in sales period. But if you can learn when and how to use it, then I assure you that you will save yourself a lot of time and grief. What's this magical word? NO.
I know it seems simple to just say it out loud while you're reading along to this post, but I can promise you that many people have a difficult time using it in their business and that's where it really counts. It's hard to look at a customer or potential client and say no.
Take a seller that wants to list a for too for higher than their home is worth. It does yourself and the seller no good to over price a house but sometimes it's hard to stand your ground and tell the seller no, you won't do that. Many agents are simply too afraid they will lose the listing.
This is where saying no the right way comes in handy. You don't simply say no, you say no because. No we cannot do that, because over priced houses, even in a strong market do not sell and it would only cost the seller time and money.
How about the buyer that's approved for $165,000 but constantly send you properties they found on the Internet for $180,000 and say "it couldn't hurt to look right?" Well it can hurt to look and again the answer is no. No we can't look at these because they are too far out of your range and in the time we spend on these we may lose the right home for you to another buyer.
Often times the word no in real estate truly does save us time and money, but it saves our clients time and wasted effort as well. And in the end it is our job to protect our clients, even it is from themselves. Which, let's face it, sometimes that's the first thing we have to protect them from. I know that it's hard to do sometimes, because no one likes the thought of losing a client or a sale, but to do the job right, the proper use of the word NO can be a very valuable thing to learn.