FROM COURTING TO DATING
In this chapter, we’ve seen the importance of the first call and we’ve reviewed a methodology that ensures that you take advantage of the unique opportunity this initial contact represents. Preparation is key: You need to have a solid understanding of the business and of the market it is in, as well as of the owner’s possible motivations for selling. You should always go straight to the top and connect directly with the owner or owners. As for the conversation itself, the key is unfolding an enticing vision and not being discouraged by the first, second, or even third “no.”
Your success at this stage is contingent on your faith in the principle that every company is for sale for the right equation. Once you fully own that ...
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