by Toma Haines

 

When I first became interested in antiques, I read an article on "Antique Shopping Do's and Don'ts" from a prominent antiques specialist. It advised, "Never show a vendor that you adore an item for sale. If you let them know you love it, you lose all room for negotiation." In theory this advice is spot on. If you're buying a new home, and you walk into a property, raising your hands in glee screaming "I love it!" then it seems ridiculous for you to ask for 20% off the seller's price as obviously you think it's worth the price that is being asked. The same theory can be applied to antiques shopping, but a friend who recently sold her house shook the bedrock of this "Never let them see you smile" rationality when she sold her house to the lowest bidder. Why? Because they loved it.

One couple came in and looked around, frowned over the marks in the kitchen wall indicating the children's growth and asked the seller to fix a spot marred on the wall due to some particularly vigorous games of table tennis. Days later their offer came, followed minutes later by another slightly lower offer from a second couple. This second couple had exclaimed over the geraniums, fawned over the sandbox, and laughed when they saw the "growth chart" on the wall. Their son stepped against the door frame and said, "Look dad, I fit!" as he indicated he was the same size as the seller's youngest child. When their bid came in lower than the first offer received, my friend and her husband agreed - they wanted to sell it to the latter couple for they knew that the house they had built, loved and outgrown would be loved just as much by the new family.

Hearing this story reminded me of an antiques dealer in Paris who sold me a beautiful Napoleon III period piece in Louis XV style. This small settee is one of my prized possessions but it was simply too expensive for my budget at the time of purchase. I "oohed and aahed" over it, exclaiming how the restoration almost seemed to be done with me in mind and then confessed that the piece was well beyond my means. The vendor winked and asked, "What is within your means, Mademoiselle?" After discussions, we reached an agreement whereby the vendor discounted the antique couch by 30% and accepted 3 post-dated checks in lieu of full payment all at once. He delivered the piece to my 6eme Paris apartment and admitted that this was the perfect home for the canap he'd spent so many hours restoring. In the end, had I not shared my enthusiastic interest, I would have never been able to buy the piece and would have spent years regretting "the one that got away"!

Antique dealers are often in the industry because it's their passion ... and while they need to make profits, most vendors I know would rather sell an item they've lovingly restored or collected to someone who shows their appreciation and excitement than to someone who brusquely asks for a discount as if implying they would be doing the vendor a favor by buying it. I've never had a poker face and, in fact, my genuine interest and adoration for antiques have won me more prized possessions and discounts than a gamble ever would have. When asked what advice I give antique shoppers wanting to get a bargain, I encourage shoppers to break the rules and run head-long into the antiques stall with glee and adoration! As my grandmother always says, "you can catch more flies with honey than with vinegar."

Happy Shopping,
Toma Clark Haines
The Antiques Diva

To read more exciting articles written by The Antiques Diva visit www.antiquesdiva.blogspot.com or to book a European Antiques Shopping Tour at www.antiquesdiva.com)