Once a buyer raises an objection — whether it’s the carpets, the kitchen, or something cosmetic — it’s time to shift from just listening to problem-solving. Flexibility is your best friend here.

Use your ABCs: stay open and keep the conversation going. If they say, “We’re not keen on the carpet,” don’t shut it down — get them talking:

“Totally understandable — how much do you think it would cost to replace it?”

Now you’ve got something to work with. Instead of getting stuck on price alone, offer options:

• “What if we took that amount off the asking price — would that help you move forward?”

• “Would you be more comfortable if we made the contract subject to the carpets being replaced before settlement?”

This kind of flexibility shows the buyer that you’re solution-oriented — and it often keeps negotiations alive when they’d otherwise stall.

You’re not just selling a home — you’re helping someone picture how it could work for them. That’s what makes deals happen.