on the market, the more flexible a seller may appear. Extending negotiations or conversations can lead buyers to secure a better deal. When buyers spend time engaging with the seller—asking questions, negotiating, and building rapport—they become emotionally or psychologically invested in the process. That investment can make them less likely to walk away from the deal, even if negotiations get tough, because they don’t want that time and effort to feel wasted.
KNOWLEDGE IS POWER
As we've been discussing, information is key to strategic negotiation. While it’s important to answer questions and appear friendly, it’s equally crucial to avoid sharing too much information. Keep interactions professional and controlled. A helpful technique is to respond to probing questions vaguely, and then add a question of your own. For instance, if asked how long the home has been on the market, give a vague answer like “not long” and then ask how long the buyer has been searching. When asked why you’re selling, provide general reasons and then turn the question back to the buyer. If pressed about timing—claim flexibility and then inquire about the buyer’s timeline. When discussing price, confidently reference professional market evaluations and comparable sales. If buyers ask about other offers, acknowledge interest without specifics, e.g., “There’s some interest but nothing in writing yet.” If questioned about why the home hasn’t sold, say you’re waiting for the right buyer—like them. When asked about the lowest acceptable price, say you haven’t had time to consider that and ask what price they had in mind, noting you’re open to negotiation.
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