Choose Proceedable Buyers

I came across shameless MSM clickbait recently. Middle-England likely rushing to discover eight insider tricks for getting the lowest price for your new home.

Negotiation generally is not a skill I see in sharp supply throughout salesteams.

Mainly as it is a scarcely 'taught' proficiency.

Indeed, earlier in the century I noted the trend grow for the salesperson to be removed from the process the moment negotiations became apparent. Replaced by a crack team, typically including legal, commercial and delivery oversight.

Despite still on occasion having its place, along with the other bountiful merits, I'm glad the evolution to 'rental' style payments has seen such approach recede.

One tip that certainly caught my Sales antennae focused on how beneficial it is to be judged as attractive by the seller.

In the property market jargon, this is apparently the extent to which the buyer is deemed proceedable.

Price, it appears is but one method of attraction. There is another. To be seen as proceedable being that powerful force.

Examples listed include having paperwork showing all the procedural necessities lined up. From lawyers to financiers to surveyors. And could you arrange for the latter to come around next Tuesday?

With this, "you will give yourself a huge advantage over rivals". Getting not only your deal, but also at the (discounted) price you seek.

Flip this around.

It works from our viewpoint too.

How committed are these buyers to our cause, exactly?

Is the payment sufficiently authorised?

Where's the clamour from all those affected, directly and indirectly, by what we bring?

What resource has been properly earmarked to help success?

Are all these verifiably in place?

If they're not, then what's the chance of our promises being fulfilled?

Do we really want a client that doesn't start from a firmest of foundation?

Tough decision time.

If they're not truly proceedable, then maybe face forgetting them as a customer at all. Let alone one demanding discount.