The Bible Edge
Everyone needs an Edge, Believers can have the Bible Edge
Proverbs 20:14
It is naught, it is naught, saith the buyer: but when he is gone his way, then he boasteth.
You’ve heard the saying “buyer beware,” this verse tells us “seller beware.” Many sellers have fallen for this ploy, it’s probably as old as the world is old. A person has an item for sale. As the potential buyer examines the item the buyer starts listing all the reasons why the item is not worth very much, perhaps even to the point of saying the item is worthless, or naught. But once purchased the buyer begins to brag and boast that they obtained such a good deal on a wonderful item!
Herein, the Bible gives sellers an edge, A Bible Edge. So, let’s consider what a seller should do when selling an item.
One, know that the buyer will try to lower your estimation of the value of the item. They will say it is out of date, or too this, or too that, or even broken and worthless to them. But they keep looking, don’t they? If they were really not interested, they would leave or they would begin looking at another item. For example, suppose you are selling an automobile. If the buyer really thinks it is as bad as they say it is, they will not even consider buying it. The fact that they keep looking, examining, and “kicking the tires” means that they are interested no matter what they say.
This brings us to the second thing a seller should do. Stop listening to them. Oh, you may hear their words, but let their actions speak louder than words.
Third, do not be drawn into the mistake of trying to defend, or overcome every objection the buyer points out. There probably are problems with the item, but then every similar item that anyone else is selling probably has the same issues. The buyer most likely will not be able to find a perfect item anywhere for any amount.
Last, know the value of the item you are selling; determine the lowest price you will accept and do not go below that, you will regret it later. In every negotiation there is emotion, do not let your emotion, most likely fear of not having another potential buyer, cause you to make a poor decision and sell the item below that which you know it is worth.
Here is an extra edge in negotiation. If a buyer offers you a lower price, you reject it, then they respond saying, “Meet me halfway,” don’t, unless that is the bottom price that you had predetermined you would accept. They are moving up, let them. The fact that they made an offer means they are invested in the purchase already. For example, if you are asking $1,000 and they offer $600, splitting the difference means you will sell the thing for $800. If they will pay $800, they will probably pay $850, or even $900. With every concession they try to get you to make they will bring up more issues that they believe are wrong with the item. But, think about it, if it is so bad why offer anything for it? Right? Right!
So, sellers beware! This verse is played out every day. Get an Edge, get the Bible Edge.
William Howe, Ph.D.