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Successful Acquisitions by David Braun

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LEARN TO LOVE “NO”

I have rarely found an owner who, when asked if he would consider selling his business, immediately says, “Yes, I want to sell, and I want to sell now.” If you did actually get an immediate yes, this might well indicate weakness on the part of the prospect. Sometimes, I do hear, “Everything is for sale, except the wife and kids, for the right price.” Most often, though, the responses you are most likely to hear are “probably not,” “not right now,” or flat out “no, thanks.” When this happens, you may be tempted to give up and move to the next prospect. That would be a huge mistake. In fact, you should embrace every rejection, because if you listen carefully to the reasons, they can lead you to the hidden equation for which the ...

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