Guide Selling a Business Meeting
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Meeting At the meeting, go over the selling pamphlet point for point with the prospect and elaborate on each point. If the explanations are very complicated, prepare illustrations or examples that will help the prospect understand. Present the prospect with the financials binder and the documents binder. Review the contents of these binders with the prospect. When you are done with the presentation, ask if there are any questions you can answer. If there are no questions, then and only then do you ask, “Are you ready to make a decision to purchase my business?” This is when you negotiate your asking price. At some point during this process, the prospect will ask you, “Is this your best price?“ Your answer should always be, “Of course, I would seriously examine the merits of any offer.” |