I have been to many seminars over the years. Some lasting for days, some lasting for only hours but seemed like days. The one outstanding sales trainer I have seen many times is Bob Schultz. Every time I’ve been to one of his seminars, I have come away with something useful. Bob Schultz is one of the leading sales trainers in the new home building industry. In 2006 Bob was named to BUILDER Magazine’s Power on 50 list: a list of the 50 most influential people in home building.

As sales people we hear the word ‘NO’ more often than we hear the word ‘YES’.’ Bob teaches my very favorite way to turn a ‘NO’ into a ‘YES.’ The next time you feel uncertain about asking for the sale try this, “Do you have any other questions before we start the paperwork?” It’s genius! No becomes yes, and yes brings out hidden objections. Either answer gets you closer to the sale.

Try it sometime, it really works.