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HOW TO NEGOTIATE WITH B TE WITH BUYERS
Listen First!
In a price-to-be-negotiated situation, sales professionals advise that you, as the seller, should not make the first offer — let the buyer speak first. This is good advice and can effectively help with the negotiation process. Do not be the party who raises the issue of price. Do not mention how long the home has been listed, do not mention the amounts of other offers (although letting the buyer know there is other interest is fine); and stick to showing the home’s unique and special features until the buyer raises the issue of price. A frequent tactic by buyers is to assume a “let’s not play games here” attitude and say something like, “Let’s not dicker around. What’s the offer you have told yourself you will take to sell this house?” As buyers have surely considered “what they would take for the house,” by them starting the negotiation to get you to make an offer is not going to get you your price. That is a trap to well avoid. A good answer is “I’d take an offer of my asking price right now. What are you offering?” A response like that puts the ball back in the buyer’s court to make an offer, which is the place the seller wants it to be. Hearing the offer from the buyer allows the seller negotiating room. A seller can accept, reject, counteroffer, or take it under consideration. A buyer’s offer will help you set parameters or to take a mid-point to work from thereon.
There is a tendency in people to increase or decrease the offers
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