Power Negotiating for Salespeople

Chapter 8

Playing Reluctant Seller

Now let me teach you how to Play Reluctant Seller and defend yourself against the Reluctant Buyer. Imagine for a moment that you own a sailboat and you're desperate to sell it. It was fun when you first got it but now you hardly ever use it and the maintenance and slip fees are eating you alive. It's early Sunday morning and you've given up a chance to play golf with your buddies because you need to be down at the marina cleaning your boat. You're scrubbing away and cursing your stupidity for even having bought the boat. Just as you're thinking, “I'm going to give this turkey away to the next person who comes along,” you look up and see an expensively dressed silver-haired man with a young girl on his arm coming ...