A Discount is a Price Apology. What Are You Sorry For?
There are many times in your life when you need to apologize. Being a married man, I am quite certain of this
October 29, 2012
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Are You Starting a Negotiation With a Concession?
As a new home salesperson, how many times has a customer asked you about incentives and discounts before even looking at the
October 22, 2012
How to Close The Culture Gap in Negotiation
The United States has become a population of vast cultural diversity. While New York is known as “the melting pot”, the entire
October 16, 2012
Emotion has No Place in Negotiation
In a negotiation, both sides are trying to get something they want. It might be something they want very much—like a new
October 8, 2012
“No” is The First Step Toward Getting to “Yes!”
Why are so many people deterred when they get “No” for an answer to a request? Think back to your childhood when
September 4, 2012
New Home Sales Training: Self-talk Scenario #12
Self-talk scenarios do not just apply to negotiation and pricing, they also apply to referrals. You should always be listening to what
July 5, 2012
New Home Sales Training: Self-talk Scenario #11
Remember that when a buyer throws out a low number, it is not negotiation — instead it is desperation. In this self-talk
July 3, 2012
New Home Sales Training: Self-talk Scenario #9
In negotiations it’s important to hold firm to your prices especially when dealing with a buyer who did not take advantage of
June 20, 2012
New Home Sales Training: Self-talk Scenario #8
Often the negotiation begins on the phone before the potential buyer even walks through the door. Your goal is to motivate the
June 11, 2012
New Home Sales Training: Self-talk Scenario #7
As we continue with the self-talk series we see that negotiating a price seems to be at the top of most buyer’s
June 6, 2012
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