The best sale I ever made started with a guy shouting, “NO.”
In sales, we’re taught to overcome objections, push past resistance, and turn every “no” into a “yes.”
But I’ve found the opposite is true.
The best salespeople don’t fight the no. They get curious about it.
One of my biggest wins in pharma started with a guy who literally yelled “NO” every time I walked into his office.
So I stopped trying to sell him. I asked questions instead.
“Do you think trying this test is risky?” “No.”
“Is not testing risky?” “…Yes.”
That changed everything.
He didn’t change his mind because I convinced him.
He changed it because he convinced himself.
It's the same in real estate.
When the buyer agreement became mandatory in NYC, a lot of experienced buyers panicked.
They didn’t want to sign anything. They wanted options. They were wary of commitment.
Instead of pushing, I asked:
“Are you planning to work with someone else?” “No.”
“Then what’s the hesitation?”
They signed.
They just needed the right question to reframe their resistance.
Here’s the truth: You don’t have to talk people into anything.
You just need to help them talk it through with you.
The best salespeople don’t push. They guide. They ask better questions.
They turn resistance into clarity.
Ever turn a “no” into a “yes” just by staying curious?
I’d love to hear about it.
