AFY Ingrid Rojas - Biz Card Book

buyer solved your problem. How did he know about the time constraint? You may have disclosed it without thinking when he asked why you were selling. DO GET THE LAST CONCESSION Remaining calm and focused during the counteroffers is the key to getting the last concession. By asking the buyer to give something in return every time he comes back with another request, you gain the upper hand, and he will start backing away from making nonessential demands. The less he thinks he can get away with, the less he will ask for beyond what he really needs. He may be afraid you will request a concession that is important to him and come to understand that letting you have the last concession will be his best deal. DON'T BECOME FLOODED BY CONCESSIONS When a buyer submits an offer to you, unless it’s a fantastic one, you should bring counteroffers to the table. Perhaps a different price and/or concessions — such as shorter closing dates, terms, modifications of contingencies, or incentives — will enter the negotiations.

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