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Paul

CHAPITRE 1 : DÉFINIR VOTRE ÉNONCÉ « POURQUOI VENDRE? »

Le parcours vers la vente de votre entreprise ne commence pas par des états financiers ou des modèles d’évaluation, mais par une seule question fondamentale : Pourquoi? Cette question ne vise pas à justifier ou à remettr...

YOUR BUYER DOES THIS EVERY DAY. YOU DO IT ONCE.

The research on who wins in a business sale negotiation is unambiguous. Here are the eight strategies that determine the outcome, and why most Canadian owners are on the wrong side of all of them.

WHO CONTROLS THE CLOCK CONTROLS THE DEAL

Research confirms that most concessions in any negotiation happen in the final stretch of available time. In a Canadian business sale, experienced buyers engineer the clock deliberately. Here is what that costs sellers w...

WHO CONTROLS THE PROCESS CONTROLS THE OUTCOME

Who controls the process controls the outcome

IN A BUSINESS SALE, SILENCE IS NOT EMPTY SPACE

The most underused tool in any negotiation costs nothing, requires no preparation and is available to every seller at every moment. Most Canadian business owners never use it because the discomfort of not filling it is m...

GIVE BUYERS OPTIONS AND WATCH WHAT THEY CHOOSE

Most business sale negotiations move one issue at a time. Research at Harvard Business School shows this is the worst way to structure a deal conversation — and that presenting multiple complete offers simultaneously pro...

SELL SMARTER: FIND WHAT BUYERS REALLY WANT

Most business sale negotiations get stuck because both sides argue over positions. The owners who get the best outcomes are the ones who stop arguing over what and start asking why.

DON'T LET EMOTION COST YOU THE DEAL YOU BUILT

The most common reason Canadian business sales collapse or lose value has nothing to do with price. It has everything to do with the owner being the wrong person to negotiate their own deal.

ANCHOR HIGH: WHO SETS THE PRICE SETS THE DEAL

The first number in a business sale negotiation exerts a gravitational pull on every number that follows. Here is what the research says about who should set it, when and why most Canadian sellers get this wrong.

THE NEGOTIATING SECRET CANADIAN SELLERS MISS

Why the ability to walk away credibly is the single most important source of leverage in a business sale, and why most owners surrender it before negotiations even begin.