CHAPTER 13 Negotiating While Selling a Vacant Home acant Home
Selling a vacant home carries its own special challenges, including the need to implement “best practices” while negotiating. Naturally, the buyer wants to pay as little as possible, and the seller wants to get as much as possible from the deal. Negotiating skills and techniques will determine which gets closer to their objective. Good negotiating strategies and techniques can help you prevent losing out on the deal. You must understand how to work with the buyer's psychology and know what to do when things take a turn. Moving ahead with the negotiation process systematically in a well-informed manner will help you sell the home faster for top dollar.
HOW TO NEGOTIATE WITH B TE WITH BUYERS Listen First!
In a price-to-be-negotiated situation, sales professionals advise that you, as the seller, should not make the first offer — let the buyer speak first. This is good advice and can effectively help with the negotiation process. Do not be the party that raises the issue of price. Do not mention how long the home has been listed, nor disclose the amounts of other offers (although letting the buyer know there is other interest is fine). Stick to highlighting the home’s unique and special features until the buyer raises the issue of price. A frequent buyer tactic is to assume a “let’s not play games here” attitude and say something like, “Let’s not dicker around. What’s the offer you have told yourself you will take to sell this house?” 67
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