If bid prices are too low, we are not qualified to do our job or failed to market the auction correctly. The ability to understand the needs and situations of others is known as empathy. Usually, this begins on the very first visit with a prospective seller as they explain their need for our services. Most people are attached to the things they own or have acquired and the attitude of the professional hired has much to do with the outcome of the auction. When a seller has not need or legitimate reason to sell, experience teaches the auction will be difficult.
Sellers facing true crisis are always better prospects for an auction.
Of course, when the auctioneer cannot relate to their problems, the auction may not find success. People expect us to be able to understand their problems and know how to deal with them. Auctions include many emotions of life and successful auctioneers know how to deal with them. Having the ability to empathize with others comes from the experiences of life, they cannot be taught. Until you have faced a similar situation, it is not likely the needs of others can be effectively dealt with.