CHAPTER 13 Negotiating Mastery in the Modern ery in the Modern Market
A Seller's Guide to Closing the Deal
Selling your home in today's dynamic market requires a strategic approach. While emotions are natural, understanding the business of negotiation is key to securing the best possible deal. This updated guide empowers you with the "Dos and Don'ts" for a smooth and successful sale.
Do Be the Master of Silence
• Let the buyer speak first: Don't reveal your ideal price prematurely. Patience is your weapon. Let the buyer initiate the offer, giving you valuable insight into their budget and expectations. • Counter strategically: Avoid the "meet in the middle" trap. Instead, counter with small increments above your ideal price, leaving room for negotiation and maximizing your potential profit.
Don't Fall for Common Pitfalls
• Reject low-ball offers: Don't undervalue your property. Recognize that low offers are often a starting point, not a final bid. Counter confidently and hold firm to your worth.
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