Negotiating Tips

Many people hesitate to have garage sales because they aren’t comfortable dealing with shoppers or they lack confidence in their negotiating ability. The first step in overcoming these doubts is to realize that it’s not a matter of win or lose. You want to sell and the buyer wants to buy. It’s like a friendly chat over coffee. You bat the price back and forth in a friendly way until you both agree and it’s a done deal. True, 95 percent of garage sale shoppers will want to talk you down. They’re bargain hunters, and that’s why they’re there, to get the best deal they can. You know that, so you anticipate and plan for it. One technique is to price your goods a little high so you can come down. For example, if you have a lamp that you feel will sell for $10, price it at $15 so that the buyer will feel she got a bargain by talking you down. If you reach an impasse, offer to split the difference. She offers $8, you counter with $12, and then you offer to split the difference at $10. Many shoppers will go along with that. The keys to remember are: Keep it friendly, don’t get too serious, and don’t forget it’s not a win-lose contest. That way, you’ll have a lot of profitable fun.