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Are you looking to acquire a business? Do you want to know what happens behind the scenes when you make that initial phone call to a seller?
In this video, Jonathan Jay speaks with Andy Harrington, an expert in influence and selling, about how to make that phone call as effective as possible.
They go beyond the usual belief that it's all about the money and explain how understanding the seller's motivation is key to tailoring your proposition. Andy emphasises that selling is not telling, but asking the right questions that help the other party reveal the truth.
He suggests that to be successful in buying a business, one needs to come from a place of empathy and understanding, genuinely caring about discovering the real challenges and problems.
The skill is in asking questions that get the person to reveal themselves, not only to you but also to themselves, and activating the problem in their neurology, making them more motivated to do something about it.
Jonathan Jay and Andy Harrington share tips on building rapport with the seller and getting them to open up about their story, which helps establish trust. They discuss the framework of questions to use, how to deal with reticence from the owner, and how to close the deal by booking a face-to-face meeting.
They also discuss the importance of understanding the pain points that motivate the seller to want to sell the business and how to use that knowledge to craft a deal that satisfies both parties.
If you're interested in business mergers and acquisitions, and how to purchase an established business, this video is for you! Watch it to learn more about acquisition strategies, business acquisition companies, and how to buy an existing business.
Whether you're a seasoned entrepreneur or a novice looking to break into the world of business, you'll find valuable insights in this video.
16 сен 2024
