Selling your home is an exciting step, but the moment an offer comes in can feel daunting. Should you accept, reject, or try to push for more? The truth is, you don’t have to take the first number a buyer puts forward. With the right approach, negotiating can help you achieve a better price or stronger terms, without losing the sale.
This guide walks you through the key considerations when an offer is presented, so you can negotiate with confidence.
Related: How to make an offer on a property?
Why would you want to negotiate an offer?
The UK property market has experienced noticeable fluctuations over the past couple of years. Buyer confidence has shifted in response to changes in mortgage rates, living costs, and wider economic conditions, while many sellers have adjusted their expectations to reflect current demand.
Despite this uncertainty, homes are still selling, and estate agents continue to see steady levels of activity. For sellers, this creates an important opportunity. Rather than accepting the first offer that comes in, a well-judged negotiation can help you secure a stronger price or more favourable terms, without putting your sale at risk.
Related: Guide to selling a flat
Key things to consider when negotiating with a buyer
Work with your estate agent
Your estate agent is your first line of support. They’ll advise you on whether an offer is fair, too low, or worth considering with conditions. They can also handle conversations on your behalf, helping you avoid direct pressure and keeping negotiations professional.
Research the local market and property insights
Before making a decision, look at what’s happening locally. Is demand strong in your area? How long are similar homes taking to sell? If properties like yours are going under offer within weeks, you’ll be in a stronger position to push back against a low offer. If sales are slower, you may want to weigh up a buyer’s reliability alongside the price.
Think about your buyer’s circumstances
Not all offers are equal. A cash buyer can move quickly because they don’t need a mortgage. A first-time buyer isn’t waiting to sell another property, which avoids the risk of delays. Buyers who are already in the middle of selling their own home, however, may be dependent on their sale completing first. In these cases, the process can take longer, and there’s a greater chance of hold-ups. That’s why an offer that’s a little below your asking price could still be the best choice if the buyer is chain-free and motivated.
Related: How much mortgage can I get?
Use other buyers’ interests to your advantage
If more than one party has expressed interest, you may be able to create competition. This doesn’t mean playing buyers against each other unfairly, but it does allow you to hold firm on your asking price or encourage a best and final round of offers.
Think about extras: furniture, appliances
Sometimes negotiations aren’t just about the house price. Buyers may be willing to pay more to include furniture, white goods, or even garden equipment. Offering these items, or asking extra for them, can help bridge a gap between what they’re offering and what you want.
Make sure your home remains prepped for sale
Until contracts are exchanged, nothing is final. Keep your home tidy and market-ready in case you need to relist or welcome new buyers. A well-presented property helps maintain your leverage and reassures current buyers they’re making a sound decision.
Prepare for the worst-case scenario
Not all deals reach completion. Surveys can sometimes uncover issues that buyers use to renegotiate the price, often referred to as a price chip. This can range from small adjustments to more significant reductions if major repairs are identified.
Knowing your bottom line in advance helps you respond calmly and confidently, rather than making rushed decisions under pressure.
Common negotiation scenarios
What is a cheeky offer on a house?
A “cheeky offer” is an informal way of describing a very low first offer from a buyer. It isn’t based on a set percentage and depends on local market conditions and the property itself. Sellers shouldn’t take it personally; it’s usually just a starting point for negotiation.
How much below the asking price is reasonable?
In today’s market, buyers often open with 5–10% below the asking price. If you’ve priced your home realistically compared to local sales, you’ll be in a strong position to negotiate back towards your asking price.
What does “offers in excess of” mean?
This phrase signals to buyers that you expect offers above a certain threshold. If your property is listed at offers in excess of £250,000, for example, you’d hope negotiations start at that point or higher.
When should you make a counteroffer?
If the initial offer is close but not quite right, a counteroffer lets you keep the buyer engaged. For instance, if your home is listed at £300,000 and a buyer offers £285,000, you could counter at £295,000. This shows you’re flexible, but not willing to undersell.
What to expect when selling an unmortgageable property?
If a property is advertised as ‘cash buyers only,’ it’s usually because it’s un-mortgageable (for example, it may need significant work). While this limits your pool of buyers, those who remain can often complete quickly, so price and speed of sale both become part of the negotiation.
Are you looking to sell?
Negotiating doesn’t have to feel like a battle. With the right preparation, clear goals, and expert support, you can steer the conversation in a positive direction and achieve the best possible outcome.
If you’re thinking about selling, our local estate agents at Nicholas Humphreys can guide you every step of the way, from setting the right asking price to managing offers to finalising the sale. Book your free, no-obligation valuation today.
