What Happens when A Seller Asks For Your Offer?

Clay Hepler

7h • 💬 General discussion

You get a seller on the phone. It's going fine.

Then they ask, "So what's your offer?"

You throw out a number, they push back. You defend it, they go quiet and a deal you could have closed slips away.

The rule that fixes most of it:

Never give your number before you have theirs.

You can't negotiate off a price you don't have, and whoever says a number first sets the anchor. Ask more than once if need be, most won't give it up on the first try. The ones who close just keep asking.

If they dodge, use the ballpark:

"If I came back with something that started with a 4, are we in the right range, or way off?" They'll tell you where they really are without feeling like they gave anything up.

That's one move. There's a whole system behind it, and that's what I'm building the next workshop around.

Where does the seller get away from you?

I freeze when it's time to name a number

I can't get the seller to give me their price first

They give a number and say they're firm

I lose them the second I make my offer

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What Happens when A Seller Asks For Your Offer?