Prioritise the seller’s desires
When you understand the real motivations for a seller putting their business up for sale, you can create an offer that is both emotionally and financially appealing, according to Jonathan Jay, founder of The Dealmaker’s Academy. In this short video, Jonathan shares:
- The real reasons business owners want to sell their business
- How you can leverage the emotional reasons a seller has for putting their business on the market to create a win-win offer
Prefer to read this? Here’s the transcript:
Hi, Jonathan Jay here from The Dealmaker’s Academy.
Now if you found out the real motivations of the seller, if you found out why they really really want to sell or why they want to sell to you and why they want to sell now rather than later, find out what those motivations are.
You can create an offer that fulfils those desires so let’s say for example, it’s not about the money, it’s more about the freedom, it’s about speedier transaction, it’s about being able to not come to the office anymore and you can make sure that your deal has an emotional foundation not just a financial one and this is where you get a more successful win win.
If you just let it be about the money then it becomes a financial transaction which is a lot less emotion.
What we want to do is, we want to tap into the emotions of why someones selling, we want to leverage those emotions that we actually give the seller what they want.
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