options. Perceptions have a great influence in negotiations. If an interested buyer THINKS you have rejected offers that were higher than his, you have the upper hand to pressure him to offer more. On that flip side, the buyer may inform you that he has interests in other homes that 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. It is evident during in antique auctions, construction job bids, car sales, and even when a child begs a parent for candy at the checkout lane. Time is a powerful tool in negotiations. Real estate agents will tell buyers that unless a seller is under pressure, they won't get a good buy. Smart home shoppers will want as much information about you, the seller, as they can get for this reason. If a seller is in foreclosure and needs to sell before losing the property, a buyer has the upper hand. He knows the seller is under a time constraint. Buyers look for time-sensitive situations to push their price. Sellers that are behind on mortgage payments, recently retired, or are under contract for another home dependent on this home sale, are candidates for high-pressure tactics from savvy buyers.
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