Hey everyone, Grant Kemp here from Creative Cash Flow. Let’s talk about a powerful negotiation technique that often gets overlooked: encouraging ‘no’.
The Irritation of Persistent Sales Calls
We’ve all been there. You get a call from some multi-level marketing scheme. They ask if you like making money. They keep looking for a ‘yes’ at every turn. It’s infuriating. Just the other day, I got another one of those calls. They asked if I like making money. My immediate response? ‘No.’
The Power of ‘No’
Saying ‘no’ feels empowering. It’s satisfying to shut down those persistent salespeople. But think about how this relates to real estate negotiations. You can give your sellers that same sense of empowerment by letting them say ‘no’. It’s okay. In fact, it’s a good thing.
Most people think ‘no’ is a failure. It’s not. ‘No’ is where negotiations begin. When a seller says ‘no,’ it’s your cue to dig deeper. Ask questions. Find out what they really need. Often, each ‘no’ brings you closer to a ‘yes’ that works for both parties.
How to Embrace ‘No’ in Negotiations
Let’s break it down:
- Encourage Them to Say ‘No’: Tell your sellers it’s perfectly fine to say ‘no’. This makes them feel comfortable and more willing to talk openly.
- Ask More Questions: Use each ‘no’ as an opportunity to understand their needs better. Why did they say ‘no’? What are their concerns?
- Explore Alternatives: We can buy a house in many different ways. If one way doesn’t work, another might. But you’ll only find out by asking the right questions.
Making ‘No’ Work for You
When a seller says ‘no,’ say something like, “Great, I’m glad you’re comfortable enough to be honest. Let’s figure out what will work.” This approach builds trust and opens up the conversation.
Your goal is to gather as much information as possible. The more you know, the better you can tailor your offer. Remember, every ‘no’ gets you closer to the ‘yes’ you need.
Conclusion
In real estate negotiations, embracing ‘no’ is not just a strategy, but a pathway to genuine understanding and successful deals. By encouraging sellers to say ‘no,’ you foster an environment of trust and open communication.
Each ‘no’ is a valuable insight into the seller’s true needs and concerns, guiding you towards crafting an offer that genuinely works for both parties. So, next time you’re in a negotiation, remember: a ‘no’ is not a roadblock—it’s a stepping stone to a mutually beneficial ‘yes.’
Get started with Propelio and unlock all the tools you need to succeed in real estate. Sign up now for a 14-day FREE trial: Start Free Trial
