willingness to agree to their terms. The advantage that may arise for you is that they may not want to walk away empty-handed after gaining your trust. By exercising patience, we can maintain your position on terms and price.
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 most knowledgeable will overpower the less informed at the bargaining table. The more insight the buyer has into your motivation to sell, the more powerful he or she is at negotiating. Again, leave the strategy to win with the experts such as myself. Don’t avoid questions. Don’t be unfriendly or uninterested. However, remember this is a professional transaction between strangers, and don’t be unnecessarily forthcoming, either. You need professional advice from someone like me for maximum benefit. When the buyer asks what appears to be a tough question that may relate to an offer, they are looking for direct answers and your reactions. Stay professionally reserved and avoid showing anxiousness to sell. Instead, tell them to speak to your agent. 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 long on the market, simply answer imprecisely, e.g., “Not long.” Then calmly ask the shoppers how long they have been looking. Their answers may empower you with information about their own stress points. Providing extra added information helps us to win as a team in our strategy!
When asked why you are selling, answer with vague reasons.
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