Even in the simplest of sales transactions, agreeing on a price often includes “meeting in the middle.” For instance, a buyer speaks first and offers to purchase an item for $150, when the seller is expecting to sell for $200. Most will split the difference and counteroffer $175. By keeping the splitting point in the seller’s favor by counteroffering $220, the mid-point is now $200. The buyer may take the offer or agree to $205, which is slightly more than what the seller planned to ask for. Maximize your negotiating by counteroffering in small increments. Avoid following human nature by “meeting in the middle.” Home buyers look for deals. Think how quickly you would jump at a home selling below market value and in perfect condition that meets your every need. That situation rarely happens, but that doesn’t mean buyers won’t make lowball offers. If they see your house as the perfect home, they may switch their priority to getting a lower-than-market-value price in negotiations. If buyers truly like your home better than any other, then why would they pay less for it? Keep focused and negotiate accordingly. DON'T ACCEPT LOWBALL OFFERS
DO BE QUIET AND LISTEN
Whether you are approached by the buyer or the buyer’s agent, remaining quiet is one of the best ways to negotiate the sale. Developing a feel-good, overly friendly relationship with either can interfere with your focused efforts to sell
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