Posted on February 25, 2016 by By Carol Hartzog Communications


Copyright © 2016 NAHB Now | The News Blog of the National Association of Home Builders. All rights reserved

It is always better to negotiate the sales price of your home from a position of offense, and one of the best strategies is often to hold firm on your asking price and say “no” to any counter offers.

This is among the tactics that Mar’Sue Haffner, a national sales trainer with the firm Sales Solve Everything LLC based in Plano, Texas, told builders during a Jan. 20 educational seminar at the International Builders’ Show in Las Vegas.

“A home is the biggest ticket item a customer will every buy and they believe they are supposed to negotiate,” Haffner said.

“Their first offer is a test,” she added. “Always flinch, even if they present a great deal” because you want the buyer to believe you would be making a major concession to consider or accept their counter offer.

To further help protect and maximize profits, builders should not be afraid to say... Read the entire article at the NAHB website

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