information the buyer can glean from you, the more pressure you will face. The more knowledgeable side will overpower the less informed at the bargaining table. The more insight the buyer has into your motivation to sell, the more powerful he is 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 tough 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 to handle a tough question without giving out information is to answer with another question. If you are asked if your home has been long on the market, simply 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 own stress points. When asked why you are selling, answer with vague reasons, such as downsizing or eliminating stairs. 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 would really like 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 have a bearing on current market value, so if the question comes up, simply smile and say you won it in a bet (knowing the buyer has probably checked county records for the previous sale price).
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