Let me tell you something most business owners learn the hard way:
It’s not just about finding a buyer. It’s about getting the right deal.
Over the years, I’ve sat at the negotiation table more times than I can count—sometimes as a seller, sometimes advising one, and sometimes helping close complex multi-party acquisitions. One thing I’ve seen time and time again?
Deals don’t reward the loudest voice. They reward the most prepared mind.
I’ve seen two sellers with similar businesses walk away with very different results, one with a life-changing exit, and the other with regrets. The difference? How they negotiated.
Why So Many Business Owners Leave Money on the Table
Let’s not sugarcoat this—buyers are not there to do you favors. Sure, they’ll smile. They’ll act excited. But behind the scenes, they’re analyzing every flaw they can find—looking for leverage, pushing valuations down, and testing how far you’ll bend.
If you walk into negotiations unprepared, too emotional, or unsure of your limits, you could be giving away tens or even hundreds of thousands without realizing it.
What Smart Sellers Do Differently
Here’s what I’ve learned—and what I teach entrepreneurs we work with at SellAnyBiz.com :
- Know Your Real Value Numbers don’t lie—but most sellers don’t know how to tell their business’s story through data. Know your revenue, growth potential, margins, and what makes your company a valuable opportunity.
- Control the Narrative You can’t let the buyer drive the conversation. Position your business as a smart, strategic buy—not something they’re doing you a favor by acquiring.
- Leverage Interest Got multiple buyers circling? Let it be known (strategically). Competition sharpens offers. People always want what others want.
- Master the Pause; One of my favorite tactics: silence. If a buyer lowballs you, don’t respond right away. The quiet puts pressure back on them—and they usually blink first.
- Set Your Walk-Away Point; Before the deal talk even starts, decide: what’s my bottom line? If the offer drops below that, you walk. That quiet confidence often brings them back to the table—with a better number.
Here’s My Best Advice
Selling a business is emotional. You’ve built it, nurtured it, sacrificed for it. But the negotiation table is no place for emotion—it’s where you play the game strategically.
The best negotiators don’t accept deals. They create them.
Ready to Sell on Your Terms?
If you’re thinking of selling your business—whether next month or next year—start thinking like a negotiator now.
Learn more at SellAnyBiz.com
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