The Power of Labeling in Seller Negotiations

[Jeremy Beland]

Wholesalers & House Buyers: If you’re struggling to connect with sellers, overcome objections, or close more deals—this simple negotiation hack from Never Split the Difference will change the game!

Sellers ghosting you?
Getting the “I need to think about it” response?
Conversations feel transactional instead of trust-building?

The Fix? LABELING.

Labeling is a powerful strategy that helps you acknowledge and verbalize the seller’s emotions, making them feel heard and understood. When done right, it:

• Builds instant rapport
• Reduces seller resistance
• Uncovers hidden motivations
• Puts you in control of the conversation

How to Use Labeling with Sellers

Instead of arguing, convincing, or pressuring, try using phrases that label the seller’s emotions:

• “It sounds like you’re feeling overwhelmed by this situation.”
• “It looks like selling this house is an emotional decision for you.”
• “It seems like you’re unsure about what the best next step is.”

Why this works:
✔️ People want to feel understood.
✔️ When you label their emotions, it reduces their resistance.
✔️ It makes them trust you more—because you “get” them.

Labeling in Action: Real-Life Seller Scenarios

Seller Hesitation on Price
Seller: “I was hoping to get a little more for my house.”
Wrong response: “Well, based on the market, this is the best offer you’ll get.”
Labeling response: “It seems like you’re concerned about leaving money on the table.”

Seller Seems Distrustful
Seller: “I just don’t know if this is the right decision.”
Wrong response: “I promise this is a great deal for you.”
Labeling response: “It sounds like you’re worried about making the wrong choice.”

Seller is Emotionally Attached to the House
Seller: “I’ve lived here for 30 years… this is hard for me.”
Wrong response: “I understand, but let’s focus on the numbers.”
Labeling response: “It sounds like this home holds a lot of memories for you.”

See the difference?
Labeling doesn’t try to convince—it acknowledges. And that builds trust and influence.