Sim
Administrator
From: Sim' Hampel
I was sure there was a discussion a while back on the topic of what questions are good to ask during negotiation ? Problem is, I can't find it. Time for a new post I guess...
Can anyone suggest some good questions that can be used during negotiation with an agent... those types of things we can ask that give us a little more insight into the motivation and true needs of the vendor and help us achieve that win-win deal.
For example, there are some obvious questions that tell us the basics, such as:
- When did they buy the property ?
- Why did they buy ?
- Why are they selling ?
- Is it owner occupied or rented out ?
- How much did they pay for it ?
- Did they make any improvements ?
- Have they already bought something else ?
- What price will I have to pay to have them take it off the market ?
What other questions have people found effective ?
I know for example that The_Wife is an expert at this stuff and has developed a real skill in working out what the vendor's true needs are.
What I want to know is what are the questions that can lead to this enlightenment ?
I have learned in selling Information Technology solutions that the most effective way to convince the customer that you can help them is to first identify their business pains, what is it that they are having problems with... and then propose targeted solutions which could ease those pains.
So how do we find out from an agent what "pains" the vendor is experiencing that are causing them to sell (everything from the "we want to upgrade our house" pain, to the "we think it's time to cash out" pain", and the "I'm desperate for some money to get me out of this hole" pain) ?
Anyone care to share some of their experiences ?
(PS. yes, I've read Herb Cohen !)
I was sure there was a discussion a while back on the topic of what questions are good to ask during negotiation ? Problem is, I can't find it. Time for a new post I guess...
Can anyone suggest some good questions that can be used during negotiation with an agent... those types of things we can ask that give us a little more insight into the motivation and true needs of the vendor and help us achieve that win-win deal.
For example, there are some obvious questions that tell us the basics, such as:
- When did they buy the property ?
- Why did they buy ?
- Why are they selling ?
- Is it owner occupied or rented out ?
- How much did they pay for it ?
- Did they make any improvements ?
- Have they already bought something else ?
- What price will I have to pay to have them take it off the market ?
What other questions have people found effective ?
I know for example that The_Wife is an expert at this stuff and has developed a real skill in working out what the vendor's true needs are.
What I want to know is what are the questions that can lead to this enlightenment ?
I have learned in selling Information Technology solutions that the most effective way to convince the customer that you can help them is to first identify their business pains, what is it that they are having problems with... and then propose targeted solutions which could ease those pains.
So how do we find out from an agent what "pains" the vendor is experiencing that are causing them to sell (everything from the "we want to upgrade our house" pain, to the "we think it's time to cash out" pain", and the "I'm desperate for some money to get me out of this hole" pain) ?
Anyone care to share some of their experiences ?
(PS. yes, I've read Herb Cohen !)
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