Page 139 - Selling secrets 5 18 2023

DON’T FREELY GIVE OUT YOUR INFORMATION

If you have multiple offers on your home, the price is not
always the bottom line. Sometimes what you tell the buyer
is advantageous to his/her offer, rather than your selling
position. For example, let’s say you have two interested
buyers. One buyer offers full asking price, thinking that you
will readily accept, but tells you she needs a few months to
close to get financing finalized or to get inspections.

The other buyer casually asks why you are selling, and you
offer crucial information about a coming transfer that leads
the buyer to offer $10,000 less than your asking price but
agrees to close quickly without any financial or inspection
contingencies. While the first buyer offered more money,
the second buyer was more appealing time-wise. If you
were under a time constraint, the second buyer solved your
problem. How did he know about the time constraint? You
may have disclosed it without thinking when he asked why
you were selling.

DO GET THE LAST CONCESSION

Remaining calm and focused during the counteroffers is the
key to getting the last concession. By asking the buyer to
give something in return every time he comes back with
another request, you gain the upper hand, and he will start
backing away from making nonessential demands. ‘The
less he thinks he can get away with, the less he will ask for
beyond what he really needs. He may be afraid you will
request a concession that is important to him and come to
understand that letting you have the last concession will be
his best deal.

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