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Selling takes practice. In a Houzz business webinar on selling, presenter Shawn Doyle discussed tactics clients commonly used to negotiate job price and counter tactics you can use. Here are 10 of these tactics and counter tactics.


No matter what the offer the person makes the other party flinches physically or verbally. “Wow, that's really high.”
• Don’t respond at all.
• Flinch back: “I am surprised you would say that.”
• Respond, “That is the market price.”

Buyer makes an incredibly low offer evoking an emotional outburst “That is so loware you nuts? That is way too low, but here is what I could do …” 
• Tell them that is not a reasonable offer.
• Tell them what you believe is reasonable.

Competitive offer 
Buyer says “I have gotten three offers and yours is too high.” 
• Tell them how your offer is better. 
• Make sure the offers are equaloranges to oranges (i.e. same quality).

Good cop / bad cop
Two buyers and one takes the “good” role and one takes “bad” role. This is designed to put pressure on the other party.
• Be logical and don’t respond to bullying of bad cop. 
• Answer question in a calm non-emotional manner.

Bait and Switch
Seller makes an offer for “A”, then once deal is made provides “B”. Usually, B is a more inferior product.
• Make sure when buying you specify product.
• Don’t accept B.

Reasonable offer
The person says “This is a reasonable offer.”
• Tell them why it is not reasonable to offer based on market conditions.
• Make a reasonable counter offer. 

Guilt equity 
When negotiating person says, “After all that I have done for you, I need you to help me out here.”
• Tell them you understand and when you can help you will, but you have constraints.

After asking a question, someone (usually a buyer) goes silent. The other person speaks to fill the silence and reveals all.   
• Wait out the silence. 
• The person who speaks first loses.

Person buying or selling says the price is too high and not where the market is right now. 
• Respond with market data.

After a deal is struck buyer wants to add on goods or services not originally in the deal: “Oh, by the way, this includes free maintenance right?”
• Do not agree to any add-on.
• Only provide concessions you have planned.

For 20 more negotiating tactics, read Doyle’s guide The Smart Negotiator: 30 Negotiating Tactics. Also, set aside some time to watch the Houzz webinar with Doyle—it is jam-packed with selling advice.