you could lose the upper hand and have to make more concessions than you planned during negotiations. So be careful what you say. Less is more. For example, if you have multiple offers on your home, the price is not always the bottom line. Sometimes what you tell the buyer is advantageous to their offer, rather than your selling position. DON’T let your ego get in the way: Buyers can have inflated egos, but so can sellers. In negotiations, you might be reminded of all the time, effort, and money you invested in getting your beloved home sold so you could downsize and enter the next stage of your life. But many buyers just won’t care. Some might even be critical, demanding, or rude. Learn to treat potential home buyers objectively. Don’t let your ego get in the way of a good deal. DON’T be afraid to answer tough questions: Buyers will ask questions about the home; there’s no getting around this. They want to be sure of their major purchase. The best way to handle a tough question without giving out too much information is to answer with another question. For example, if they ask you whether your home has been on the market long, simply answer imprecisely — “not long” — then ask them how long they’ve been looking. Their answers empower you just as much as your vagueness weakens them. Directing the question back to the buyer maintains your control of information. Here are some examples of questions buyers might ask and how to respond: Q: How long has your home been on the market? A: Oh, not long. How long have you been looking for a home? Q: Why are you trying to sell your home? (or, Why are you moving?) A: I’m in the process of downsizing. Might I ask why you are
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