Page 136 - Selling secrets 5 18 2023

CHAPTER 14

The Do’s and Don’ts
of Negotiating

Selling your home is a business transaction. Although it
may be a many-layered process that appears more personal
than business, at its heart it’s simply a buyer negotiating to
purchase a seller’s home for an agreed-upon price. You as a
seller must keep this fact in mind. Opinions, emotions, and
ego may attempt to derail your efforts; don’t be the
transgressor. The more you know about negotiating, the less
likely you are to create a needless detour during the sale
process.

ALWAYS LET THE BUYER SPEAK FIRST

Let patience be your guide when dealing with an interested
buyer. Don’t be eager to tell him or her what you’re willing
to accept; it may be lower than the buyer was willing to
offer! As in any sale transaction, even if it is to buy a lawn
mower at a yard sale, buyers have a price in mind. They
might be willing to pay $200 for the mower, but when they
ask what you’d accept, you say $125. Do not lose the
advantage of being able to counter offer. Let the buyer speak
first. That’s why it’s called an offer. It will either be an offer
you can accept—or you will at least have more knowledge
about what price the buyer has in mind.

DON’T “MEET IN THE MIDDLE”

Even in the simplest of sales transactions, agreeing on a
price often includes “meeting in the middle.” For instance, a
buyer speaks first and offers to purchase an item for $150,
when the seller is expecting to sell for $200. Most will split

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