KNOWLEDGE IS POWER
Information is the key to real estate negotiations. The more information the Buyer can glean from you, the more pressure you will face. The more knowledgeable party and the one with the most options available to them, will overpower the less informed at the bargaining table. Don’t avoid questions. Don’t be unfriendly or uninterested. However, remember this is a professional business transaction between strangers, and don’t be unnecessarily forthcoming, either. When the Buyer asks what appears to be a tough question that may relate to an offer, she is looking for direct answers and your reactions. Stay professionally reserved and avoid showing anxiousness to sell. A simple but effective technique for handling a tough question without giving out information is to answer with another question. If you are asked if your home has been on the market a long time, simply answer imprecisely, e.g., “What is a long time?” Then calmly ask the shoppers how long they have been looking. Try to answer their questions with another question. Their answers may empower you with information about their own stress points. When asked why you are selling, answer with vague reasons. "We love this home/ this neighborhood, but our needs have changed." Again, turn the tables by asking them the same question. To learn if you have any time constraints, a Buyer might ask how soon you want to move. Tell them you’re flexible, even if you would really like to move immediately. Next, it’s your turn to ask them how soon they want to move. Directing the question back to the Buyer maintains your control of information.
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