Talking to Sellers on the phone help

[Senay Baraki]

I have been talking to many sellers that call from yellow letter or bandit signs the last few months. The problem is that I am not doing a good job of finding out how motivated they are. When I do meet them they are always wanting retail price for their abandoned property. My questions is should I use a better script or should I just talk to them and figure out if they are willing to sell at a discount for a cash offer? What works best for you guys?