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 he or she 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. 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. Do not forget to point out recent sales of comparable homes and the improvements you’ve made. Competitive offers from other interested buyers is a concern for a home shopper. If they ask you about this, briefly state that there is interest but “nothing on paper.” It's best not to be specific about where you are in the process with other prospective buyers. Buyers may ask to why your home has not sold yet, and you can tell them you are waiting for the perfect buyer (like them!). Almost invariably, they will ask for the lowest price you will take or if the price is negotiable. Let them know you have not had much time to think about it. In turn, ask what price they had in mind, adding “as long as the offer is negotiable.” When dealing directly with the buyers, keep questions flowing, without revealing much. Managing your responses by asking them questions in return works well. Always attempt to get the other party to reveal their thoughts. Letting an experienced and seasoned agent negotiate on your behalf will net you thousands more because of their skills honed in past negotiations.
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