by asking them a question: “Why are you looking?”
To learn if you have any time constraints, a buyer could ask how soon you want to move. Tell them you’re flexible (even if the truth is that you would really like to move immediately). Next, it’s your turn to ask them questions. Directing the question back to the buyer maintains your control of information. Keep in mind that the price you paid for your house doesn’t have any bearing on the current market value, so if the question comes up, simply smile and tell them you won it on a bet! Facing questions on the pricing of your home shouldn’t be difficult if you’ve put serious effort into your asking price. If you based it on professional market value estimates, then tell buyers that. Don’t forget to point out recent sales of comparable homes and the improvements you’ve made. You might also be asked about competitive offers from other interested buyers — something that’s a constant concern for a home shopper. You can always tell them there is definitely interest, but nothing on paper. Buyers might ask why your home hasn’t sold yet, and you can tell them that you’re waiting for the perfect buyer — them! Almost invariably, they will ask to know the lowest price you’ll accept, or if the price is negotiable. Don’t fall for that. Instead, let them know you haven’t had much time to think about that, and then turn it around by asking what price they had in mind, adding “as long as the offer is negotiable.” Always answer questions thoughtfully without revealing too much about your situation. At the same time, always attempt to get the other party to reveal their thoughts, but don’t be pushy or make them feel uncomfortable. They trick is to get them relaxed and talking.
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