Page 141 - Selling secrets 5 18 2023

remorse. You may sense afterward that the buyer would
have been willing to pay more for your home.

DON’T LET YOUR EGO GET THE BEST OF YOU

During negotiations, there may be a time when you think of
all the labor and time you have invested in getting your
home sold. Hours upon hours spent cleaning, staging,
showing, and communicating may suddenly flood your
mind. You may wonder if it was in vain when faced with
buyers who are critical, demanding, or rude. Retaliation in
like manner can break a deal, so learn to treat potential
home buyers objectively. Don’t let your ego get in the way of
a good deal.

DON’T BE AFRAID TO ANSWER TOUGH QUESTIONS

When the buyer asks them, he will be looking for direct
answers and observing your reactions. Any reluctance on
your part will show the buyer a lack of confidence. The best
way to handle a tough question without giving out too
much information is to answer with another question. If
they ask you whether your home has been on the market
long, simply answer imprecisely—“not long’—then ask
them how long they have been looking. Their answers
empower you just as much as your vagueness weakens
them.

When asked why you’re relocating, answer with vague
reasons, such as downsizing or eliminating stairs. Again,
turn the tables by asking them the same question. (“Why
are you looking?”)

To learn whether you have any time constraints, a buyer
could ask how soon you want to move. Tell them you’re
flexible (even if the truth is, you would really like to move

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