People have different styles for sure.  Adaptation, perhaps particularly for the anxious seller, could be a key for success.

Overwhelming a buyer can push him away, thinking this business is too difficult for me or, if not too difficult, just way more than what I was interested in.  Among the roles a broker can have is to secure information, seller willing, when it is asked for; organizing information in a fashion that makes sense; and preparing the seller for the potential push for information.

Some sellers are discouraged when a potential buyer does not ask for tons of information.  Some are overwhelmed when much is required.    Others are resentful that a buyer requests things that suggest the buyer does not trust them.  This is an exercise in proof for the wise potential buyer.

Sellers, be prepared.