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REALTOR® Emeritus | | SALES MEETING TOOL KIT: NEGOTIATING RESOLVABLE DIFFERENCES | |
|  Component1: Facilitator talking points Component 2: The Negotiating Agenda Component 3: Handout 1, Tips for Better Negotiations Component 4: Activity 1, Emotion vs. Logic Component 5: Activity 1, Emotion vs. Logic Idea Sheet Component 6: Activity 2, Reading Non-Verbal Signals Component 7: Activity 2, Reading Non-Verbal Signals Answer Sheet Component 8: Handout 2, Avoiding an Impasse Component 9: Activity 3, Negotiating Scenarios Component 10: Activity 3, Negotiating Scenarios Idea Sheet Component 11: Handout 3: Responding to Common Objections Other Resources | Component 11: Handout 3, Responding to Common Objections Objection: The price is too high. Response: If you think the price is too high, what would you consider a fair price? Objection: I really worried that the bedroom is too small (or some other specific objection). Response: Let’s talk about why that concerns you. Objection: I can’t list my house until I find a place to buy. Response: Will you be able to afford a downpayment on your new house without the money you get from this sale? Objection: The offer is too low. Response: I don’t really decide what your home is worth; the market really makes that decision. This offer reflects my opinion of the fair current market price. Objection: What’s the lowest price you’ll accept. Response: Why? Don’t you think our asking price is fair? Objection: This offer is all I can afford, and it’s only a few thousand lower than your asking price. Response: Maybe we could split the difference. Objection: I won’t buy this house unless the roof is repaired. Response: We’ll be glad to get two estimates on the cost of repair the roof and discuss a price reduction. Objection: I think your commission is too high. Response: I’m an experienced salesperson who averages more than $5 million in sales a year. I’m an experienced negotiator, who usually sells homes at 98 percent of full list price. I’m an aggressive marketer, who averages a sale in 35 days. I think you’re getting a bargain. Adapted from Power Real Estate Negotiation, by William H. Pivar and Richard W. Post, Real Estate Education Co., 1990. (out of print) Component 12, next page > |