Negotiating - Posted by Reif
Posted by Reif on January 13, 1999 at 21:30:33:
Got a few more calls on my condo today, so I’d figured I try a new strategy. Instead of just saying “Open House on Saturday,” I decided to prescreen a little so I didn’t waste their time (I’ll be there anyway).
I’m having trouble with the not naming a number first and answering a question with a question things.
I want to negotiate, but I don’t want to lose prospects by sounding like a jerk, either.
For example, I said in my ad, “Low Down,” naturally prompting the question “How much?”
I’d love to get 10K, hope to get 7K and won’t take less than five (I want 100K for the condo).
I respond with “How much do you have?” The first person said five thousand. So I told her, that may be acceptable, depending on other offers.
The second one said, “Well, I need to know how much you want before I drive up to see the place.”
I guess here I could say, “Well I could save you the drive if you tell me what you have,” but I think now I’m starting to sound snotty to someone who may not even be a prospect. I guess one can take a harder line depending on the number of prospects one has. Plus, what if they say four and they really have six? If I tell them, “Sorry, I’ll need more than that,” I may have lost a buyer that I didn’t have to.
On the other hand, I hate to say 10 and scare away someone that has seven, or say five and not get that 2 grand from the same person.