Negotiating When Buying Antiques and Collectibles
Negotiating when buying antiques and collectibles is one area many dealers don't spend much time thinking about.
Oddly we tend to just forget the deals we don't make, forget the times we overpaid for something, and think only about the times when we did really well. We antiques dealers just don't talk much about our mistakes.
When we ignore our mistakes we loose the ability to learn from them. Keith and I have spent years talking with each other about our mistakes with the idea of improving our negotiating skills.
We've read books on salesmanship and body language, and then gone out and applied the techniques to buying antiques and collectibles.
Now you can not only learn from our mistakes, but from our successes as well.
This is a transcribed recording of two long time antique dealers discussing how they negotiate when buying for resale. We're talking about buying toys, but the strategies will work for any type of antiques and collectibles.
We both run ads to get people with collectibles to call us. The interview starts from when the phone rings and goes all the way through the purchase. This material will work in any situation where you are buying or selling something.
While reading the interview, you'll learn:
How to use Caller Id to screen prospects.
The importance of listening rather than talking when negotiating.
How to get a seller to leave the item he wants to sell in the condition he found it. This prevents him from damaging it with harsh cleaners, while leaving the item dirty and unattractive when you look at it.
How to tell when a seller has been shopping the item around or researching the value online. Knowing this allows you to lower your offer and make more money.
How to screen out people who aren't serious about selling their items.
A simple sentence that changes a sellers expectations and makes him more likely to complete the deal.
Using the theory of abundance to remove excessive enthusiasm that can cause you to overpay for items.
How to overcome emotion and maintain a focus on profits so you don't overpay when excited by something really rare or desirable.
How to set an appointment to meet on a later date while lowering the chances of the seller calling other buyers before your meeting.
Why setting an appointment in a range of time - say from 3:15 to 3:30 - and then showing up at 3:30 makes a seller more likely to sell.
Exactly what you should do when you ring someone's doorbell so you can put the the seller at ease and get him talking.
Why you should always wear clean and presentable clothes when out buying antiques and collectibles.
How to subtly point out flaws and damages that lower the value of an item without causing the seller to become defensive.
How to increase the seller's desire to sell while lowering his expectations of how much is enough to get him to part with his treasure.
Where you should stand in relation to the seller when you make an offer and other body language tips.
Why you should NEVER do an appraisal. Instead you make a "fair offer."
How making a "no regret offer" prevents you from paying too much while increasing the seller's desire to complete the deal.
How to "read the seller's pocket" so you know his expectations.
How to make the owner talk you into buying rather than trying to talk him into selling.
How to tell when a seller is lying about having a higher offer.
And much more. . .
After reading this interview, you'll become more introspective and more aware of the seller. You'll be able to close more deals - many of them at lower prices. Your profits will go up, as you improve your skills buying antiques and collectibles.
Originally sold for $23.47 on a CD, this interview is now available as a transcript in a PDF file for only $9.00. You'll save 14.37, but get the same valuable information.
After Paying with PayPal - you can use a credit or debit card - click on the return to merchant link to come back to IWantCollectibles and download the interview.
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If you are unsatisfied with this ebook for any reason your money will be cheerfully refunded. To get a refund just forward the confirmation email sent to you by PayPal when you purchased the book within 56 days, or your email address and the date of purchase to firstname.lastname@example.org and your money will be refunded. You can keep the interview even if you request a refund - just for spending the time to it look over.
PS If you're a fast reader, you'll be able to read the entire 96 minute interview in much less time. You can even print it with your printer so you can mark areas you find relevant to your negotiating mistakes.
PPS This interview talks about negotiating from the buyer's point of view. My interview How To Sell At Antiques Shows And Flea Markets talks about negotiating from the seller's point of view.
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