Know Your Priorities
By John Kelly
The market is strong and sellers are receiving multiple offers, but the buyers they choose aren’t always the ones with the biggest checks. Would you take a lower price to ensure the buyer fit your culture? How about a million-dollar price cut if it meant the difference between years of seller financing vs. cash at close?
Sellers face these kinds of choices all the time. Deal structures should be carefully considered and evaluated, long before you reach the negotiating table. Whether or not you realize it, you’re positioning and negotiating from day one of a sale. If you don’t have your priorities figured out, you might give a buyer the wrong impression…and that can spoil a deal.