Negotiate Like a Pro: BASICS
You are never fully dressed until you wear a smile. Charles Willey
ESTABLISHING CREDIBILITY
Make a promise and keep it. There is no better way to establish credibility in the eyes of your prospective buyer. You may not have the answers to all of the questions at your finger tips. That’s okay. Simply say, “I’ll find the answer to that and call you.” Promises kept mean trust created.
Return all calls. Here is where you can establish the rhythm of the relationship and keep it your own. It is very important while in the midst of negotiating to reassure your subconscious that you are in control. You have to return all calls and promptly, meaning within 24 hours unless it is something that requires immediate attention.
VOICEMAIL
If you do not have voicemail or an answering machine, sign up or get one and get caller ID while you are at it. Most caller ID systems keep a log of incoming calls and of course, it allows you to screen your calls. Just because the phone rings does not mean you have to answer it every time. Finish your dinner, tuck your kids in bed or wait for that other offer to come in before returning a prospect’s call. Even if it is only five minutes, you can get the buyer on your rhythm by returning calls rather than being subjected to calls coming in at random or at inconvenient times. Some people prefer to return all of their calls at a particular time of day. If you think this might work for you, try it.
TIMING
Part of achieving successful outcome negotiations is an understanding of when certain issues are best addressed. Start off with the basics of price, contingencies, and closing. Concentrating on the basics will simplify the negotiations by narrowing the issues. After all, if you cannot agree on the price, it doesn't matter if everything else is perfect.
Bob O.
robertobradford@aol.com
08.05.05
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