Approach to buy land (rural)

[Emmanuel Marquez]

Good day Biggerpockets community,

I'm a newbie real estate investor looking to make an approach to an older folk that has expressed his interest in selling his property (not to me to my grandfather thru the owners sister which is also part owner [this is an inheritance property]).

I've been meditating and contemplating on how to approach the phone call (he lives 1500 miles away) and I believe I have the words to make the connection with the owner. I shall start with an introduction of who I am (the man knows my grandfather and has done business with him in the past, to my knowledge they're good acquaintance's), next I will let him know how I got his phone number (willingly from his sister that explicitly gave my grandfather his number to call him), from there I will let the conversation flow.  

My main concern is price, should the topic be touched on the first contact or should I let the idea of the sale simmer? If he touches the topic and comes up with a price higher than I was expecting how would I go about pushing him towards something more preferable for me? (thinking of talking on the cons of the property like the lack of development or amenities and having him agree with those points) 

I'd love for any input/tips/words of wisdom on the call I'm going to make, what to look out for, words to avoid, etc... 

Thanks a bunch,

Manny Manito