WHEN THE COMPETITIVE PRESSURE IS ON
When facing an informed buyer, remember that the one with the most options will win the negotiation. The buyer may have researched your home’s history on the market. If you have relocated, he may assume you are desperate to sell and willing to take his offer. If he’s been told that you are in the middle of a divorce, he may try to leverage that fact to get the deal he wants. On the flipside, if he thought you had three other buyers waving higher offers, he would have to raise his offer or walk away. Always remember that it takes two to make a deal and trust your gut. Sharpen your senses to know when a buyer does not have other property options. Perception plays a big role in negotiations. If an interested buyer THINKS you have rejected offers that were higher than his, you have the upper hand and he may feel pressured to offer more. On the flip side, the buyer may let you know that yours is not the only home he’s interested in order to pressure you to accept his price. The key to being a power negotiator is to stay calm and focused during the process to avoid costly mistakes. Knowing your buyer’s motivation without exposing yours will give you the edge to win.
LET TIME BE ON YOUR SIDE
Time pressure is inescapable in the world of sales, and depending on which side of the sale you’re on, it can be
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