patience, you can hold your ground on terms and pricing.
KNOWLEDGE IS POWER
Information is vital in real estate negotiations. The more information the buyer can collect from you, the greater the pressure you'll face. The more informed party will control the less knowledgeable at the bargaining table. The more insight the buyer gains into your motivation to sell, the more powerful he or she becomes in the negotiation process. 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 challenging question regarding an offer, she is looking for straightforward answers and your responses. Stay professionally reserved and avoid showing anxiety about the sale. A simple yet effective technique for handling a tough question without revealing too much information is to reply with another question. If someone asks whether your home has been on the market for a long time, you might respond vaguely, for instance, "Not long.” Then, calmly ask how long the buyers have been searching. Their answers may give you insight into their own stress points. When asked why you are selling, give vague reasons. Then, turn the tables by asking them the same question. To determine if you have any time constraints, a buyer might ask how soon you want to move. Inform them that you’re flexible, even if you prefer to move immediately. Next, it’s your turn to ask them how soon they want to move.
Redirecting the question back to the buyer keeps you in control
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