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Successful Acquisitions by David Braun

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The Call Structure

It may take some persistence to get owners on the phone in the first place, but once you do, I recommend a three-step process for capturing their interest and keeping them engaged.

First, you must establish credibility. As I’ve mentioned, you are probably not the first one to approach the owner about selling her company. Within the first minute of the call, you must impress her with your knowledge of the business. Once she senses that you have put in the time and effort to learn about her company, you will be set apart as someone with credibility.

Then, you need to draw the owner into a two-way conversation. Briefly outline your understanding of the company and why you think the combination of the two companies would be a good ...

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