If you have had scant selling experience, the odds of success in selling your home will increase in your favor if you will establish a fair price and hold to it tenaciously. If a prospect makes a solid offer very close to your fair price, as a last resort perhaps a small deduction would be better than continuing your selling project.
OBJECTIONS
Many of your prospects will criticize, grumble, and object to various qualities of your home for sale. These objections will fall into two broad classifications: Insignificant, or unreal, and justifiable, or real.
HOW TO COUNTERACT A LOW OFFER
Especially when selling a house to be financed by obtaining a VA guaranteed, or an FHA insured, loan, you should insist upon selling it at its appraised value, but should you feel it expedient to cut your price, rules of procedure for such negotiating are as follows:
(1) Always hold your composure.
2. Control your tone of voice. (There is no reason whatsoever for changing it.)
3. Maintain the very best of manners--suitable to the host you are.
(4) Smile frequently.
(5) Recognize the fact that the home you are offering for sale is YOUR house and exercise your prerogative to establish and maintain the price at which you will sell it.
(6) Think out and thoroughly analyze your commanding position and price possibilities before your prospect appears.
(7) Do not make a snap decision. Be sure you have plenty of time to consider all phases of any change you may make in your price.
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