The most important concept in negotiating on any money aspect of the deal (price, trade, down payment, etc..) is to consistently “use your numbers, not theirs.” When your customer objects to a money issue, if you innocently say, “what were you thinking or what do you think is fair?” You have allowed the customer to take control. Always first use a credibility building statement such as “that’s a little surprising to hear because we never miss an appraisal by much.” Then proceed to use your numbers such as “what realistic figure did you have in mind – more like $_____?” This sends a psychological message that the customers’ counter offer needs to be close to our original figures. -> Return back to Mar-Kee Group Home