Direct Marketed and Have a Lead, NOW WHAT?

Hello BP, I am curious about your process for dealing with sellers.  More specifically, how are you negotiating with sellers?  What questions are you asking to qualify over the phone, and then specifically, when you are in the house, what questions are you asking and what things are you pointing out in order to support your offer...your offer today?  I feel like there is plenty of information out there about sourcing leads, but not much about what happens next.  Ie. Best practices when it comes to actually trying to close the deal.  All advice would be much appreciated undoubtedly.  Thanks in advance.