results. • Prepare to answer tough questions without giving away too much information. If buyers learn you’re facing foreclosure, they will gain a significant negotiating advantage. • Be prepared to reject lowball offers and avoid temptation to “meet in the middle.” • Don’t let emotions or your personal likes and dislikes of potential buyers cloud your judgment or interfere with your negotiating stance. Maintain a business-like demeanor. • To secure a sale, be prepared to offer “bargaining chips, such as free equipment, appliances, amenities, or services.
135
Powered by FlippingBook