CHAPTER 13 Negotiating While Selling a Vacant Home
Selling a vacant home carries its own special challenges, including the need to implement “best practices” while negotiating. It is natural that the buyer wants to pay as little as possible and the seller wants to get as much as possible from the deal. Negotiating skill and technique 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 the psychology of the buyer and 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 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 who raises the issue of price. Do not mention how long the home has been listed, do not mention the amounts of other offers (although letting the buyer know there is other interest is fine), and stick to showing the home’s unique and special features until the buyer raises the issue of price.
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