Remember guy's we are buying a
Project here, NOT a
Boat!
Now for the lost art of bargaining...
The definition of a
Fair Exchange is when both the Buyer and the seller are
Equally Unhappy.
The Buyer thinks he paid a little too much, and the Seller thinks he should have gotten a little more!
Rule #1.
He who talks the most looses!
If the seller keeps explaining every detail about the item, He appears desperate to sell and is at the mercy of the buyer.
The same principal applies to the Buyer.
Ask the seller "NO" questions.
The more questions he keeps answering "NO" to, the less the boat becomes worth in his mind.
Ask if the Motor has been run recently, "NO"
Do not ask if it cranks, The answer may be "Yes, but it didn't have any gas." (That adds Value in his mind.)
You do not know how much he really wants, He may just want to get rid of it and any money is just frosting.
Do not let him know how much you are willing to pay... Wear your Poker Face.
Make your offer and then keep your mouth shut. DO NOT Explain yourself.
The silence is deafening. He will want to reply quickly without thinking too much, just to break the silence.
After the counter offer, Keep your mouth shut for at least a 10 count.
Use the silence to your advantage; He may counter his own counter offer.
Start low, Way too low, You can go up, but you can't go back down.
If you start at $500 and he say's OK... You offered too much.
Its sounds like this....
You... $500
Silence.
Him... I have $5000 in it and really need to get that back.
Silence.
Him... Ok, I could come down to $4000 but that’s about it.
Silence.
He just went from 5000 to 4000 and you have done nothing!
You... $750 (Only come up a little at the second offer.)
Silence.
Him... Man your killing me, can't you come up to something reasonable like maybe $3000?
Silence. More silence.
You... would you consider $1500. (Come up a lot at this point)
Silence.
Him... $1500 is way less than I was hoping for.
Silence.
Him... How about $1700, and I'll throw in a spare gas can?
Silence.
You... You have a Deal!
You might have been willing to go with the $3000 offer, but don't let him know it.
Notice that he has nothing to complain about; he won in his mind, because he is the one that came up with the $1700 number.
And, You have nothing to complain about because you are the one that actually accepted the offer.
The Golden Rule of Money ...
He, Who Has the Money, Makes the Rules.
Never forget that, as the buyer, you hold the money, and are the one that is in control of the sale.
You are the one that will make the decision to buy, or not buy, and how much will be exchanged.
The seller's only decision is to take the offer or keep the property.
NEVER forget this point.
A good salesman knows he is in the position of weakness, but he also knows that most buyers do not understand that they hold the high ground, and keep sticking their heads up.
Keep your head down, and your mouth shut!
And make sure the Admiral know the battle plan!
Remember this the next time you go to buy a car!
Haggling is a lot art in today’s society, but a lot of fun to do, or even watch, when done well.
Watch PAWN STARS to see it done well. You will occasionally see a seller that knows the game.
Mostly you will see sellers getting their heads shot off!
Take close note of how the silence works.
