Tactic 26 of 99
The Flinch
Wince at the first number and watch it shrink.
What it is
When someone names a price, you react with visible surprise. A sharp breath. A pause. “How much?” You don’t argue. You just let your face say it’s too high. Most sellers would rather drop the price than sit in that silence.
Spot it
You name a fair price and get a gasp, a long pause or “Seriously?” with no reason given. Especially when the price is already reasonable.
Counter it
Don’t rush to fill the silence. Hold your number and give one reason. “That’s the going rate, and it includes the materials.” If they want lower, let them make an offer. Never bargain against yourself.