CHAPTER   7

Pillar I: Leverage Your Company’s Competitive Advantage

If we were evaluating your company’s ability to sell for an Outrageous Price, at this point we would have already identified your company’s competitive advantage and identified one possible buyer for your company. It would now be time to determine if there is a link between what your company has to offer (its competitive advantage) and what the buying company might gain or the pain it might alleviate through acquiring it.

To justify paying an Outrageous Price, a buyer must benefit in one of two ways: The buyer must either (1) anticipate tremendous gain from its purchase or (2) desire significant relief from the pain that the selling company is causing it.

Does your company’s ...

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