WLCCI

Understanding and Identifying the Seller’s Needs

Your needs are obvious to you — better price, no money down, etc. But what about theirs? The asking price and their initial terms more often than not are not their real needs or wants. Those are usually just the things that would safely take care of their real needs or wants.

You have to break through the veil and enter the place where the bottom line lies. This is never accomplished initially because they didn’t plan on telling you.
And they never will tell you until they first trust you. They will have to like and trust you before they tell you their secrets. It’s all personal relationships. Work on building trust and a relationship and the deal will be worked out. Try to skip the relationship and you don’t have enough money to buy what they’re selling.