Read the Urgency

Their reason for selling is your leverage.

Some sellers just need quick cash.

Pick up on that urgency and you've found your edge.

Ask open, easy questions about why they're selling.

It builds a little rapport and quietly hands you the leverage that ends up setting the price.

Most of the time the price had less to do with the item and more to do with their week.

Ask why.

Before you talk numbers, learn their story. The leverage is usually hiding in it.