information on your situation that could be used against you in negotiations. When the buyer asks what appears to be a tough question that may relate to an offer, he or 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 touch questions without giving out information is to answer with another question. If they ask you if your home has been on the market long, simply answer imprecisely, e.g., “not long." Then calmly ask them how long they have been looking. Their answers may empower you with information about their own stress points just as much as your vagueness weakens them. When asked why you are relocating, answer with vague reasons such as downsizing or eliminating stairs. You don’t need to reveal you are selling after a divorce. In order to learn if you have any time constraints, a buyer may 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 questions. Directing the question back to the buyer maintains your control of information. The price you paid for your house does not have any bearing on the current market value, so if the question comes up, simply smile and tell them you purchased it at the price you wanted. Home purchase prices are easily available online now. Facing questions on the pricing of your home shouldn’t be difficult if you have put serious effort into your asking price. If you based it on professional market value estimates, tell buyers that. Don’t forget to point out recent sales of comparable homes and the improvements you’ve made. Competitive offers from other interested buyers is a constant concern for a home shopper. They may ask you about this, and you can always tell them there is interest, but nothing on paper.
83
Powered by FlippingBook