by Suze Cumming | Feb 27, 2020 | Negotiation, Negotiation Tactics, Real Estate Skills
This article is a re-publish from 2017. It was one of our most read blog posts so I thought we would run it again. The most common cause for a negotiation to fail is negative emotions. As paid negotiators, we have a responsibility to successfully manage...
by Suze Cumming | Feb 20, 2020 | Negotiation, Negotiation Tactics, Real Estate Skills, Strategies
Always give them a Reason for your position. “My client won’t pay more than X.” This is a stand, and stating it in this way will usually cause defensiveness and counter stands. If, on the other hand, you say “My client won’t pay more than X because…….” and...
by Suze Cumming | Jul 16, 2015 | Negotiation, Negotiation Tactics, Real Estate Skills, Sales, Sales Skills, Strategies, Suze Blog
Powerful questions build trust, persuade people, unlock crucial information and guide the process. If you want to be a master at high integrity sales, you’ll need to develop the skill of asking powerful questions. Powerful questions dissolve defensiveness and build...
by Suze Cumming | Jun 25, 2015 | Negotiation, Negotiation Tactics, Real Estate Skills, Sales, Sales Skills, Strategies, Suze Blog
If we try to persuade a prospective client to say yes without using an empathetic approach to find out their reason for not saying yes, we will set up a cycle of defensiveness and conflict that will result in a lack of trust. To be successful at building the trust...
by Suze Cumming | May 28, 2015 | Negotiation, Negotiation Tactics, Real Estate Skills, Sales, Sales Skills, Strategies, Suze Blog
Imagine you are going on a listing appointment. You really need to land this listing. You’ve been in a slump and money is tight. In fact, your line of credit is maxed and mortgage payments are piling up. If you can just get a listing , you’ll get it sold and you’ll...
by Suze Cumming | May 7, 2015 | Negotiation Tactics, Real Estate Skills, Sales Skills, Strategies, Suze Blog
You have no choice in a negotiation. We choose the clients we work with, the colleagues we communicate with and the friends we spend time with. We do not get to choose our negotiation counterparts. When our buyer wants to buy a house, we have the responsibility to...
