Negotiating within wholesaling

[Jonathan Grzeszczyk]

Soon I am taking a job with a wholesaling company on the acquisition side of the deal. Their business model is interesting and has a couple different exits strategies when getting a property under contract. So, coming in to the real estate field with no capital it seems like a good first step to get my feet wet and get a better understanding of real estate investing as a whole.

Since I will be on the buying side of the deal, obviously negotiating will be a big part of my job. Therefore, I have been trying to study up on techniques used to make good offers and over come objections. However, I have not found much on the subject relating to wholesaling. 

Pretty much everything I have seen and read is:

Find out the sellers motivation/problem and speak to solving that issue.

Give an offer but explain how you got your numbers.

Other than that, it seems pretty limited for negotiating information. For those of you who are wholesaling, what are some other ways you go about the negotiating phase? 

(Further context on the role, the business has solid marketing and network established. So, I will not be needing to source leads as much. Most of the work will be following up with warm leads already.)