Negotiation With Home Sellers Part 1
Psychology and Empathy are important when talking to the Home Seller.
I am going to place tips on how to talk to the home seller here.
NLP is advanced sales training. It stands for Neuro Linguistic Programming.
I have a degree in Psychology, and I find NLP fascinating.
“Matching” is a skill to be learned that serves you well when dealing with anyone.
Is it manipulation? In a way yes, to get the seller to feel comfortable with you.
Building Rapport – The First Thing You Do in Negotiating or Sales
Think of F O R M
F is family
O is Occupation
R is Recreation
M is the message.
If you always ask good questions and encourage people to talk about what is important to them, then they will LIKE YOU faster and TRUST YOU faster.
Men tend to like outside subjects like what they for income, sports teams, politics, etc. And not FEELINGS.
Women, especially moms like to talk about houses, kids and saving money. And they like FEELINGS.
How To Improve Your Negotiating Skills
Negotiation will be an important area for every home based business owner, especially in lease purchasing. Whether you’re dealing with suppliers, employees, or prospective clients, you’re negotiating.
The following tips will help you to negotiate better.
A. Know what you want. Establish a goal and what will satisfy you.
B. Develop a plan. Develop a negotiating strategy. Where do you want to start and to finish. Be sure to give yourself maneuvering room.
C. Know what the person you’re negotiating with needs. Remember, all parties must feel that some, if not all, their interests are satisfied. Ask open ended questions to get to these needs and to understand their position.
D. Be an empathetic listener. This will allow you to understand other’s motivations.
E. Address the problem. Focus on finding solutions to shared problems. Don’t attack the person. This is not conducive to working with them. Be courteous and tactful.
F. Make the person you are negotiating with your friend, especially if they have to persuade others to help you. As a friend, they are better able to sell your ideas and deal.
G. Educate, don’t intimidate. Help the person understand your position. Be prepared to explain, detail and justify to that person why they should accept your offer.
H. Be patient. If at first you don’t succeed try again. Slow but steady movement creates momentum, which can lead to agreement.
I. Consider what would occur if there is no agreement. The pluses and the minuses. Can you afford to walk away or do you have to do it now.
J. Be flexible and creative. Always have a fall back position. Some alternative that satisfies you and the other party enough to make a deal (for example, in Lease Purchasing, the consultation, if the lease purchase doesn’t work).
Be competitive, you just might find you get what you need.
For additional information on this topic, see reiskills.com
