“When both parties are stubborn, the music stops, and no one gets what they want.”

When Selling a Business, Listening is Your Superpower

Pablo tossed and turned, unable to sleep. For six months, he’d been trying to sell his restaurant, but every offer fell flat like a failed soufflé. The investors? Uninterested. His price? Sky-high. But admitting defeat? Not an option. With a wedding on the horizon and dreams of a sun-soaked life in California, the pressure was mounting. If Pablo couldn’t close the deal soon, his happily-ever-after might just stay a daydream.

The Problem with Pablo’s Pitch

Pablo’s main issue? Not listening. In the negotiation dance, he was too busy leading to realize the buyer was tripping over their own steps. Buyers want to save money and secure that all-important green card, while sellers, like Pablo, want to squeeze every last euro from the deal. When both parties are stubborn, the music stops, and no one gets what they want. Pablo didn’t know it yet, but by focusing only on his own desires, he was missing the chance to reach a deal that could benefit both sides.

A Broker’s Insight: The Missing Ingredient

The solution? Call in the broker, the secret sauce of any good business deal. A broker can help Pablo see the buyer’s side of the story, offering a fresh perspective that can turn a deadlock into a handshake. Understanding the buyer’s motivation could help Pablo tweak his offer in ways that appeal to the buyer, without sacrificing his own goals. For example, instead of demanding full payment upfront, Pablo could offer a payment plan, sweetened with a little interest. This flexibility might be just what’s needed to close the deal.

Case in Point: The Beauty of Compromise

Take the story of Isabel and Marta. Isabel, the owner of a beauty salon, was selling her business for $500,000. Marta, a talented makeup artist from Seville, had $400,000—her entire inheritance. Isabel, rather than turning her away, offered a compromise: $400,000 upfront, $100,000 in two years, plus 20% of the salon’s profits for the next two years. A win-win. Marta secured her dream salon and the visa she needed, while Isabel walked away with more than she originally asked for. By understanding Marta’s position, Isabel not only closed the sale but also maximized her profit.

How to Sell Without Scaring Buyers Away

• Listen to Your Broker: They’ll help you understand the buyer’s motivation.

• Be Flexible: Offer terms that make the deal easier for the buyer without compromising your goals.

• Prioritize Balance: Both parties should feel like winners when the deal is done.

• Instill Trust: Show that you’re willing to work toward a mutually beneficial agreement.

For more questions about buying a business call us +1 (561) 867-7697