A distressed seller is a person having a hard year, not a number on a list. The wholesalers who close the most deals are almost never the smoothest talkers — they are the best listeners.
Lead with their situation
Before price, understand the why. Are they behind on payments? Moving for a job? Did they inherit a house they cannot maintain? The reason for selling shapes everything, including what they actually need from the deal — which is often speed and certainty more than top dollar.
Talk about the number last
When it comes up, be straight. Explain what you can do and why, and never lowball with a story you cannot back up. A fair offer honestly explained beats a lower one dressed up.
Let silence work
After you make an offer, be quiet. The instinct to fill the pause with justifications is what talks sellers out of deals. Say your number, then let them think.