information the buyer can glean from you, the more pressure you will face. The more knowledgeable will overpower the less informed at the bargaining table. The more insight the buyer has into your motivation to sell, the more powerful they are at negotiating. Don’t avoid questions. Don’t be unfriendly or uninterested. However, remember this is a professional transaction between strangers, and don’t be unnecessarily forthcoming, either. When the buyer asks what appears to be a tricky question that may relate to an offer, she is looking for direct answers and your reactions. Stay professionally reserved and avoid showing anxiousness to sell. A simple but effective technique for handling a tricky question without giving out information is to answer with another question. If you are asked if your home has been long on the market, answer imprecisely, e.g., “Not long.” Then, calmly ask the shoppers how long they have been looking. Their answers may empower you with information about their stress points. When asked why you are selling, answer with vague reasons. Again, turn the tables by asking them the same question. To learn if you have any time constraints, a buyer might ask how soon you want to move. Tell them you’re flexible, even if you want to move immediately. Next, it’s your turn to ask them how soon they want to move. Directing the question back to the buyer maintains your control of information. What you paid for your house does not affect the current market value. Facing questions on the pricing of your home should not be difficult if you have put serious thought into your asking price. If you based it on professional market value estimates, tell them.
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