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Cash In: Final Negotiations

July 5, 2015

Here are my thoughts on Final Negotiations for a significant sale. Let’s say there is no breakthrough. They’re at $320K and you are at $520K. You can’t agree and neither side sees reason to move. You either have to do something creative or you need to stop. Here are some tactics that might be useful […]



Cash In: More Negotiation Tactics

July 5, 2015

There are many thoughts regarding negotiating a significant sale and we’ve covered a number of them. However, that’s not all. Here are some more of my thoughts on negotiation tactics. The Exchange-Exchange Negotiation Tactics You’ve supplied a lot of information to the buyer already. That’s normal. But realize some buyers ask for more as a ploy […]



Cash In: Feelings

July 5, 2015

There’s one factor influencing all of us when we negotiate a significant sale and that is we’re human. We have feelings. And several human feelings affect all significant transactions, specifically fairness, relationships and trust. Here are some truisms as it relates to them. Fairness Feelings All parties to negations want to be fair, we just […]



Cash In: Price Objections

July 5, 2015

Most price objections are highly predictable when haggling over the selling price of your business with a buyer. First is their desire to set a low reference point and your desire to set a high one. In our last article, we discussed the classic flinch. Here are other tactics and tendencies you need to know […]



Cash In: The Offer

July 5, 2015

You will run into common offer objections when selling your business as sure as the sun will come up tomorrow. Yet many never prepare for them. Like what? “Your price is too high.” Duh. Here are some thoughts on that and more. Since the vast majority of businesses sold are sold by brokers, they will […]



Cash In: Don’t Talk to a Buyer Yet

July 5, 2015

If we’re armed with an objective valuation of our business, understand our worst case scenario and we have our three essential business selling numbers (walk away or minimum price, target price and asking price) then we’re ready to talk to potential buyers, right? Nope. Don’t talk to a buyer yet without a couple of legalities, […]