by Suze Cumming | Feb 11, 2021 | CNE, MASTER CERTIFIED NEGOTIATION EXPERT (MCNE)®, Negotiation, Negotiation Tactics, Sales, Suze Blog
At the start of each CNE and MCNE course, I ask the learners, “What is your biggest challenge right now?” and the answer from the majority of people in the past two weeks has been, “How do I help my buyer know what price to offer in multiples?”...
by Suze Cumming | Feb 4, 2021 | CNE, MASTER CERTIFIED NEGOTIATION EXPERT (MCNE)®, Negotiation, Negotiation Tactics, Suze Blog
The strength of this seller’s market is unprecedented in my 35 years in real estate. It is affecting every market in North America. It is particularly strong in suburban, semi-rural, and rural markets. Inner-city commodity condominiums are the exception, but even...
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...
