Selling Your Stuff? Don’t Fall for These 5 Negotiating Tricks

by akoloy

Photo by Daniel M Ernst /

You can virtually odor it within the air. Selling season is right here. This time of yr, individuals begin to liquidate piles of stuff which have accrued of their basements, garages and storage areas.

Selling season means negotiating season. After practically three many years of shopping for and promoting classic items, I’ve seen each bargaining technique within the guide — some harmless, some insidious.

If you’ll be promoting at a yard sale, property sale or in individual by way of Facebook Marketplace, take a minute to brush up on the most recent strategies of misleading dickering. Don’t fall for these negotiating methods.

1. Feigning disappointment

It’s inevitable. In spite of your detailed merchandise description and clear photographs, some patrons will arrive and act stunned and barely disillusioned.

Listen for reactions like, “Oh, it looked much larger (or smaller, or newer) in the photos.” Or, “I just don’t think that color will work in my space.”

These statements are normally adopted by a low-ball provide that begins, “I guess I could take it off your hands for …”

Sure, some customers could also be authentically disillusioned at instances. But, as a negotiating trick, feigning disappointment could be an efficient solution to flip assured sellers into apologetic deal-makers.

My recommendation? If you already know the worth of what you’re promoting, don’t be fooled by psychological video games.

2. Sticker shock

Sticker shock negotiators know simply the appropriate degree of theatrics to ship with out tipping their hand. They could seem confused when trying on the worth of an merchandise, as if the tag can’t probably be correct.

Turning to you for clarification, they might combine in somewhat indignation and even pity (you, expensive vendor, are hopelessly misinformed about your merchandise’s worth.)

Ignore sticker shock. Or counter with info:

3. False competitors

You know that your barely used John Deere driving garden mower is a smokin’ scorching deal. But then, a purchaser factors out that there’s one on the market throughout city for $100 much less.

This well-worn negotiating tactic — suggesting {that a} comparable merchandise is on the market close by for a cheaper price — is one more try meant to throw sellers off.

Don’t get pulled right into a worth struggle with a ghost. If there was a greater deal elsewhere, the client wouldn’t be losing time with you.

4. Inexact money

Some patrons attempt to get a back-end low cost by coming with money in massive denominations, and no change. It’s one other effort to get a reduction.

Imagine, for instance, that you’ve got a classic bicycle on the market on Facebook Marketplace. You and the client have agreed on a worth of $175. But the client arrives with solely 4 $50 payments.

This tactic assumes three issues:

  • The vendor isn’t more likely to have change.
  • The vendor would by no means increase the worth of the bike to accommodate the denominations out there.
  • To keep away from awkwardness and inconvenience, the vendor could decrease the worth from $175 to $150.

Don’t fall for it. Have small denominations out there for simply such events. Or flip to a cell fee service, like Venmo. Or embrace the awkwardness and wait whereas the client makes an ATM run.

5. Quick double-count

The fast double-count is much less a negotiating trick and extra of an outright hustle. I embrace it as a result of, when carried out efficiently, patrons stroll away with a hefty low cost.

Here’s the way it works:

  1. You and a purchaser agree on a sale worth. Let’s say $100.
  2. With a stack of twenty-dollar payments prepared, the client begins counting aloud shortly, “20, 40, 60,” and so forth. But — and that is necessary — he retains the money in his hand.
  3. In the method of counting, and with out skipping a beat, the client counts one of many twenties twice, maybe even operating his fingers throughout one invoice twice, for the sound impact.
  4. He then arms the stack of simply 4 twenties to the client and leaves with the merchandise.

This hustle depends on two assumptions: first, that sellers are normally distracted, particularly when there are a number of patrons milling round (assume busy property gross sales); second, that the vendor received’t recount the money for concern of offending the client.

Unfortunately, I’ve been on the receiving finish of this trick. It labored flawlessly. You can study from my mistake: Always recount the money your self.

Disclosure: The info you learn right here is all the time goal. However, we typically obtain compensation if you click on hyperlinks inside our tales.

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