Here are some things I have learned from just being older, making good deals, making bad deals, being lied to, etc.
1) When I put a price on something and people start chiming in about how that's a great price, you won't have that one long at that price, that will sell real quick etc. They are not interested in buying and usually it is because they don't have any money. They would love to have what I'm selling but they ain't got no cash ( I just love double negatives ).
2) Next, the guy who comes in and the first words from his mouth are "Are you firm on your price?" could be a possible buyer but he is weak. OTOH, if he comes in and looks around make some minor small talk about some conditional items and then asks if I am firm on my price, I take that as a good sign I have someone who is sort of serious and he might have access to money. I can yes that yes I am firm but I now have wiggle room to say "well, maybe I can give up a little" and the dance for price discovery can begin.
If you have the only item for sale on the street you get to lead the dance. If you have competition like when it comes to selling tires you have to work harder. If it is the end of the month and your monthly nut is due you might get real price friendly just to raise some cash.
3) And then you have the guy who says you have a real POS and you are asking WAY too much and he will give this little bitty bit because it is such a piece of trash. I know he wants it bad and know nothing about how to negotiate. Take a hike, buddy. I don't like your attitude.
4) And then you have the "woudja takes. Such as, I am asking $3500.00 for this Gee-Whiz unit. And the other guy asks "Would you take $2500.00?"
Here is how that works: I say I will take $3500.00. He will hem and haw and eventually leave after wasting my time.
I will get sucked in and say "yes, I will take $2500.00. And he will either say, "OK, great, let me go home and talk to my wife." or he will say, "Well, ABC car sales down the street has the same thing for sale for $2200.00 and I know for sure I am being screwed with.
OTOH, I can be asking $3500.00 and the other guy can say, "I'll give you $2500.00." Now, that's an offer. I may not like his price but I have an offer I can work with. Even if he is low balling me, it is still an offer and I can work with that. I cannot work with a "wouldja take".
Would you take $2500.00? or I'll give you $2500.00. Make me an offer and keep the "woudja take" at home.
Some people get mad at low ball offers. I don't. Low ball me and I laugh and say I appreciate the offer but I can't go that low. but here is what I can do. I mean, you can't blame a guy for trying. You never get laid if you don't ask.
5) Or this guy: He is a serious buyer. "You know, I really like your XYZ. I'd like to buy it but I only have this much money. If you can take this amount I will buy it. Now, you have to decide. Take his money or let him walk. Or maybe you offer to finance the difference if it is not too much. Some times that will work. but usually you will wind up taking what he offered. But it depends on how hot the item you are wanting to sell is.
6) Semi-related to the above: "Don't worry about it. We'll take care of you." When you stop and think about it, "We'll take care of you." is the biggest BS statement of all time. What does it mean? How are you going to take care of me? What are you going to do for me other than try to reach deeper into my pocket?
When the auto mechanic tells you he will take care of you...RUN LIKE HELL away. Ask me how I know this.
7) Closely related to "We'll take care of you." is " I have a pinball machine for sale. It has been shopped. It has been completely gone thru."
Oh, Really now. What does "completely gone thru" mean? Did you check and replace any mushroomed solenoid plungers? Did you replace all the beaten up coil stops? Or did you just lift he play field and vacuum the inside and wiggle a couple of wires? And maybe just replace the most visibly worn rubber rings and wipe on a little bit of wax?
Just what did you do to that pin when you tell me your pin for sale has been completely gone thru?
But I digress. Buyers give off signals. Time wasters give off signals.
What signals did your prospect give off that indicated that you may have a sale?
When did you pick up on that some guy is just wasting your time? What signal did he put out that you finally figured out you were being screwed with?