Seller Stonewalling, Negotiating Suggestions?

[Alison M.]

I run into this fairly often and I imagine other wholesalers do too. I consider myself a pretty good negotiator but am always flummoxed by stonewalling sellers. What negotiating tactics do others use to get things moving again?

[Brian P.]

Sometimes you just need to make a statement like I'm sorry I am not thinking straight today, I thought you wanted to sell this property today but now I get the feeling you would like to keep it and your being kind enough to let me down gently. It's OK if you don't want to sell, I understand, or is there something your concerned about?

Note, many time this results from not building enough rapport before launching into your closing effort.