|
 Persistence and patience definitely
pay off when negotiating
a deal and lead to more closed transactions. Bernice Ross, Real Estate Coach, offers a few Simple Ways to Overcome "No" in your negotiations.
1. Don't Accept the First "No": "No is merely an opening bargaining position." says Ross. Think about when you are negotiating with
your insurance company or a bank or any other major bureaucracy... saying "no"
means they don't have to do any additional work. So you should understand that the first "No"
is just letting you know where you stand.
Getting the job done, says Ross is like eating an apple. It takes place
one bite at a time.
2. Also
Don't Say "Yes" too quickly: Ross says to keep a cool head in
negotiations. Even if getting a good
offer makes you want to "jump up and down and do the happy dance." You don't want the other party to think they
made a mistake and possibly back out. "Ask
them to throw in a little something to get you to accept. That way the other party will feel that they
did all right rather than feeling that they gave too much away." says Ross.
3.
It's All in the Details: You know the deal... the buyer and seller are $3,000 apart
and the buyer is resisting coming up with the extra $3,000. Break it down for them in easy terms. "Explain to the buyers that if they
are able to skip one inexpensive restaurant meal per month, they will be able
to get the right home with the right schools for their children." explains Ross.
4.
Ask Questions:
Get to know the reasons behind the "No".
Once you've asked your questions and countered the points, Ross says the
last and final most important thing to do is "wait and be quiet". Silence is powerful, successful business
owners have learned to negotiate and then let the client speak first.
Change
the No to a Yes, using these simple
negotiation tactics.
Read
the full story at Real Estate Coach.com.
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Posted on October 26, 2011 11:29:49 by  IPTV.Boyz
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