- Written by: Nikolai Safonov
Example of a seller's intransigence
In the practice of INVMAG, there was a case of difficult negotiations. On one side was the salesman - a 75-year-old grandfather who was tired of running the company and wanted to sell it. Even if he had the strength, he wouldn't do it. Therefore, the position was: “I can sell or not sell.”
- Written by: Nikolai Safonov
Failure to sell a business
Mark S. (his real name was changed to preserve the client's confidentiality) was so annoyed that he couldn`t sleep. He had been trying unsuccessfully to sell his restaurant for six months.
- Written by: Nikolai Safonov
Pavel K. - business partner of Ilya Z. (real names were changed to preserve the client's confidentiality) drove him home from the airport. “I'm sorry your trip didn't go well,” he said sympathetically.
- Written by: Nikolai Safonov
How you can improve your negotiating position
First, formulate your competitive advantage. This includes the presence of a management team, the presence of a professional system for attracting clients, and the presence of an accounting system.
- Written by: Nikolai Safonov
This situation happened quite recently.
One of the INVMAG brokers was showing the restaurant to his client Pete I. (his real name was changed to preserve the client's confidentiality).
- Written by: Nikolai Safonov
Why is the first impression of a person so important?
Jack K. (his real name was changed to preserve the client's confidentiality) stood on the doorstep of a restaurant he wanted to buy. He wondered what went wrong in his meeting with the business owner.
- Written by: Nikolai Safonov
How can a salesperson get out of a rational direction?
Closing day. Part of the terms of the contract is that the seller leaves $25,000 in an escrow account to cover obligations that may appear after closing the deal.
- Written by: Nikolai Safonov
Common manipulation
The second most common manipulation is the creation of feelings of guilt. It might look something like this: