Posts Tagged "negotiation"

6 Things Your Prospects Fear

»Posted by on Sep 30, 2011 in Customer Relationships, Sales & Marketing, Sales Training | 0 comments

  When you approach a person with a business proposition, product or service, they evaluate every bit of information you dole out with just one question: “What’s in it for me?” If you initiated the contact, your prospect is probably cold as ice.  Not only do they think they don’t need your product or service, they don’t trust you either. Their distrust is based on six fears. 1.  They fear you. This is a trust issue.  Your first job is to help them realize that you’re just like them.  You’re a regular person.  You’ve been in their shoes.  But even better, you are someone who is...

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How To Work With A Broker To Buy A Business More Easily

»Posted by on Aug 4, 2011 in Buying A Business | 0 comments

One of the most important services business brokers perform for our clients is screening and qualifying prospective buyers.  Unfortunately, many buyers are their own worst enemy when searching and negotiating for a business acquisition. “My advice to the individual buyer,” says Frank Orlando, an experienced Milwaukee business broker, “is to spend some time developing your search criteria and be realistic and honest with yourself, the brokers you speak with, and the potential sellers you engage. “For most individual buyers the purchase of a business may be the largest single investment of their...

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