By New England Landmark Realty LTD
Selling a home isn't just about putting a price tag on a property. It's an emotional process, and sellers often find themselves locked in a painful cycle of price reductions when the market isn't biting. Worse, they're not negotiating with buyers—they're negotiating against themselves. And they're losing. Here's a breakdown of the stages of grief that sellers go through as they continuously slash the price.
- Denial: "My House is Worth More Than This"
It all starts with confidence. The seller believes they've set the right price. After all, it's their home, filled with memories and renovations that should drive up its value, right? In reality, this is when the seller starts negotiating against themselves. Buyers aren't paying attention, and the house sits. The longer it sits, the more the seller loses leverage, though they refuse to admit it.
- Anger: "Why Aren't They Offering More?"
When no reasonable offers come in—or worse, the offers are way below the asking price—the seller starts feeling betrayed. "How can they offer so low? Are they trying to steal my house?" No one is trying to rob the seller, but the market has already spoken, and the seller doesn't want to hear it. Every day with no offers tightens the noose, and the seller, in a fit of frustration, prepares for a price cut. Here's where they start negotiating against their expectations, which never ends well.
- Bargaining: "Maybe a Small Drop Will Do the Trick"
At this stage, the seller makes a small concession—a minor price reduction, thinking it will reignite interest. But the buyers aren't fooled. They're watching the price movements, and the seller has already lost the upper hand. The house sits a little longer, and that "small drop" suddenly becomes the first in a series of losses. Instead of controlling the deal, the seller is now caught in a spiral where they keep conceding ground—again, to no one but themselves.
- Depression: "What If We Never Sell?"
The fear sinks in. The house isn't moving, and that original dream of cashing in on years of equity has faded. Now, the seller is negotiating against their own fear and desperation. The market's gotten colder, and instead of standing firm, they're lowering the price again. This stage is where the seller realizes they're losing—and badly. It's no longer about getting a good deal; it's about salvaging whatever's left.
- Acceptance: "It's Time to Get Real"
After multiple price cuts, the seller finally hits the bottom line. They've slashed the price so far below their original asking that the only party who "won" this negotiation was the market. What started as a robust and hopeful position has crumbled into one painful truth: the sellers have been negotiating against themselves, and the final price feels more like a defeat than a sale. At this point, the seller wants to close the deal and move on.
When you repeatedly lower your asking price, you're not negotiating with buyers. You're negotiating with yourself—and losing. Every cut chips away at your initial expectations and shifts power to the buyers, who know the longer your home sits, the more desperate you become.
For a deeper dive into selling your Vermont home, check out our comprehensive guide: Selling Your Vermont Home: The Ultimate Seller’s Guide.
About The Author
Meet Tony Walton, owner and principal broker at New England Landmark Realty, your expert guide to Vermont's real estate scene. Discover personalized market reports, connect with our superior team of local Agents and Brokers, and access valuable resources for buyers and sellers. Delve into Tony's bio and kickstart your real estate journey today with New England Landmark Realty. Find his team at VTMove.com or call 802-253-4711 for personalized service and expert guidance.
