As a broker or intermediary in a transaction the goal is to really understand what gets a deal done.<\/p>\n
Sometimes that\u2019s easier than others because it\u2019s more about the deal and the numbers.<\/p>\n
Other times it\u2019s much harder because it\u2019s about personality and a persons inner desires and psyche.<\/p>\n
When selling a Business is more about the money or buying a Business is more about what\u2019s the multiple and a specific industry, it can become very complicated very quickly.<\/p>\n
You would think it\u2019s about the deal and it either makes sense or it doesn\u2019t. Generally speaking, you would think a buyer doesn\u2019t express interest in a business if he didn\u2019t want to buy a business and he wouldn\u2019t express interest in that business if he didn\u2019t want to purchase that business. And he or she definitely wouldn\u2019t move forward with an offer or LOI unless they really wanted it. Equally, a seller wouldn\u2019t want to sell if they weren\u2019t completely intent on exiting and if the right price came along they\u2019d do it in a heart beat.<\/p>\n
Well, that can change really fast. Forget market factors for a second which obviously can change a deal. We are talking about psychology when nothing else changes about the business or the market.<\/p>\n
A seller can get emotionally attached to the business midway through and not want to let go. They fight fears of what their life might look like around the corner. So even if they get their price or an attractive deal. Now they are internally combatting what\u2019s next.<\/p>\n
That could lead to all types of behavior such as playing hard ball. It might be about price. But In reality they might just be scared of what to do next.<\/p>\n
The buyer, also, might be hiding intentions or looking for something particular he is not transparent with.<\/p>\n
It\u2019s all about translating what the buyer is saying and the seller is saying.<\/p>\n
Its\u2019 not just copy and paste what each party says.<\/p>\n
It\u2019s about interpreting where the deal is.<\/p>\n
And then delivering the right message in the eyes of the buyer or in the eye of the seller based on what each person wants and says.<\/p>\n
That\u2019s the art of the deal.<\/p>\n
You have to go into the psyche of the person who says what they say and then understand how to convey each message properly.<\/p>\n
Sometimes you have to push back on the buyer before relaying to the seller, if you have good reason to with an unreasonable ask that you know in advance the other side will not accept.<\/p>\n
Sometimes you have to push back on the seller before relaying to the buyer, if you have good reason to with an unreasonable ask that you know in advance the other side will not accept.<\/p>\n
Sometimes you have to get the buyer to come up a little even though the seller wants you to come up a lot. This is not in a simplistic way always. Sometimes the seller counters at $3 million more and your job is to get the buyer up. And if you present $3 million more they just say no.<\/p>\n
So how do you keep the deal in play while getting a message across?<\/p>\n
This is the art of the deal.<\/p>\n
If you want to work together on a deal, we would love to get the opportunity to represent you and see how we can help you. Reach out to us through phone or email.<\/p>\n
Phone – (800) 773-1523<\/p>\n
Email – acquisitions@Jarbly.com<\/p>\n","protected":false},"excerpt":{"rendered":"
As a broker or intermediary in a transaction the goal is to really understand what gets a deal done. Sometimes that\u2019s easier than others because it\u2019s more about the deal and the numbers. Other times it\u2019s much harder because it\u2019s about personality and a persons inner desires and psyche. When selling a Business is more […]<\/p>\n","protected":false},"author":1,"featured_media":4226,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[36,286],"tags":[447,448,446,445,444],"class_list":["post-4234","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-acquisitions","category-acquisitions-sell-side","tag-get-a-buyer-to-come-up-in-a-ma-deal","tag-get-a-buyer-to-say-yes","tag-getting-a-buyer-to-come-up","tag-negotiating-a-deal","tag-the-art-of-the-deal"],"yoast_head":"\n