Tips for selling in a buyer's market

Popular opinion notwithstanding, buyers don’t necessarily hold all the cards when it comes to negotiating a home sale in today’s market. If you’ve got a buyer at the table, but can’t quite close the gap between the price you want and what they’re offering, it’s time to get creative. “Way too many buyers and sellers make it all about price, and it’s not necessarily all about price,” says Staten Island-based negotiation expert Jeffrey Stanton.

Here are four things sellers can offer that can help reboot a stalled negotiation – and possibly close the deal:

Little extras

If the buyer shows even a passing interest in something in your house – such as the washer-dryer or your window treatments – don’t be too quick to throw it in for free. Save it for when you’re running out of wiggle room on the price – then you can offer it to keep the conversation going.

Bragging rights

A buyer’s satisfaction with the deal is not always about the dollar amount – often it’s about having the sensation that they’ve squeezed you for every last drop. “A lot of people are competitive negotiators who want to win by taking that very last thing off the table,” says Stanton. You can use this to your advantage: Even if those window treatments were custom-made for that house, and therefore would be useless in your new home, behave as though it is just about killing you to part with them.

Timing

Buyers often have a moving date in mind – getting into their new school district before September, for instance. If you’ve got the flexibility to help them meet their deadline, that is one of your biggest bargaining chips.

Liquidity

Not every buyer is out to drain you dry – sometimes they really want to make it work, but don’t have the funds available. That’s a hump you might be able get over -- if you’ve got cash. You may be able to offer a seller’s concession or closing credit, in which you agree to make an upfront contribution toward the buyer’s expenses in exchange for a higher purchase price. Your payment allows the buyer to cover closing costs or pay points for a lower interest rate while freeing up funds for a bigger down payment. This could increase the buyer’s purchasing power just enough to close the deal.

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