Photograph by Daniel M Ernst /

You’ll be able to virtually odor it within the air. Promoting season is right here. This time of yr, folks begin to liquidate piles of stuff which have collected of their basements, garages and storage areas.

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

If you happen to’ll be promoting at a yard sale, property sale or in particular person via Fb Market, take a minute to brush up on the most recent strategies of misleading dickering. Don’t fall for these negotiating tips.

1. Feigning disappointment

It’s inevitable. Regardless of your detailed merchandise description and clear images, some consumers will arrive and act stunned and barely dissatisfied.

Hear for reactions like, “Oh, it seemed a lot bigger (or smaller, or newer) within the images.” Or, “I simply don’t assume that shade will work in my area.”

These statements are normally adopted by a low-ball supply that begins, “I suppose I might take it off your fingers for …”

Certain, some buyers could also be authentically dissatisfied at instances. However, as a negotiating trick, feigning disappointment may be an efficient strategy to flip assured sellers into apologetic deal-makers.

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

2. Sticker shock

Sticker shock negotiators know simply the fitting degree of theatrics to ship with out tipping their hand. They might 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 could combine in a little bit indignation and even pity (you, pricey vendor, are hopelessly misinformed about your merchandise’s worth.)

Ignore sticker shock. Or counter with data:

three. False competitors

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

This well-worn negotiating tactic — suggesting related merchandise is accessible close by for a cheaper price — is one more try meant to throw sellers off.

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

four. Inexact money

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

Think about, for instance, that you’ve got a classic bicycle on the market on Fb Market. You and the customer have agreed on a worth of $175. However the purchaser 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 value of the bike to accommodate the denominations accessible.
To keep away from awkwardness and inconvenience, the vendor could decrease the value from $175 to $150.

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

5. Fast double-count

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

Right here’s the way it works:

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

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

Sadly, I’ve been on the receiving finish of this trick. It labored flawlessly. You’ll be able to study from my mistake: All the time recount the money your self.

Disclosure: The data you learn right here is at all times goal. Nonetheless, we typically obtain compensation once you click on hyperlinks inside our tales.


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