Make multiple offers or not?

[Jeff Fairchild]

A lot of the books I read say to make multiple offers, but my favorite book with guys who really know what they are doing says to not write up any offer until you're at the kitchen table. It says to figure out their situation and then ask them if they would be interested in a terms deal. Then if they say no, then make them a cash offer.

So is it better to just come to their house with a sheet of 3 offers, to make up the 3 offers at their kitchen table, or to hopefully get as many ppl as possible to just say yes initially to terms and get more of those deals?