| People are either honest or they aren't right? Umm, | | | | Likewise the buyer is going to be trying to mask any |
| well not exactly. Look, in a sales negotiation | | | | real interest that he / she may have in buying this |
| everything is not as it seems. I hate to use strong | | | | particular house. Additionally, the buyer will be working |
| words like "lying" or anything like that, but let's just | | | | hard to NOT communicate how much funding he / |
| say that a healthy dose of skepticism is often a sales | | | | she has to complete the purchase. Is anyone lying |
| negotiator's best friend. | | | | here? No - but they are also not telling the complete |
| What's Going On Here - Can't Anyone Tell The | | | | truth. |
| Truth? | | | | One Word - Be Skeptical |
| The older a sales negotiator gets, the more he / she | | | | A good sales negotiator is ALWAYS skeptical about |
| is less likely to believe just about ANYTHING that | | | | anything that he / she is told by the other side. This |
| they are told. There is a reason for this! In the end, | | | | includes when the other side uses facts & |
| sales negotiating is all about power - who has it and | | | | figures (where did they come from?), experts (what |
| who doesn't. However, just like in the game of poker | | | | makes them an expert?), and handsome bound color |
| bluffing is not only allowed, it is often encouraged. | | | | documents (Kinko's can turn out great stuff |
| If you don't believe me (or you don't WANT to | | | | overnight). |
| believe me), then think about how a buyer and a | | | | As a sales negotiator your job is to always be asking |
| seller interact when they are trying to complete a | | | | questions. Take nothing at face value and always |
| deal to buy a house - talk about some serious poker | | | | assume that the other side is probably not giving you |
| playing! | | | | the complete story. This is how you are are going to |
| Where Do The LInes Get Drawn? | | | | transfer power from the other side to you. |
| We are in a very murky area here and it's very easy | | | | Final Thoughts |
| for a sales negotiator to stumble over the line and fall | | | | Being a "doubting Thomas" is a great skill for a sales |
| into the dark side - becoming a flat-out liar. It's | | | | negotiator to have. One important rule of life has |
| necessary that you operate here, but you've got to | | | | been give to us by the Las Vegas board of tourism: |
| watch your step. | | | | "What happens during a Sales Negotiation, stays in |
| Our house buyer / seller are going to be presenting | | | | the negotiation." This means that you can't have any |
| information that may not quite be the complete | | | | hard feelings about what information the other side |
| truth. The house seller is going to be talking about all | | | | revealed (or didn't) during the negotiation after it is all |
| of the things that make the house a fantastic house | | | | over and done. Having a healthy dose of doubt while |
| - and leaving out any discussion about the leaky pipes | | | | negotiating will allow you to close better deals and |
| in the basement and the squirrels that have set up a | | | | close them quicker. |
| home in the attic. | | | | |