What Buyers Need to Stop Saying

I had a buyer/seller call go off the rails within the first 5 minutes.

The key to closing a deal is building a rapport and trust between the buyer and seller.

This buyer was young, but he had a financial backer who was going to help him acquire a business.

I start every buyer/seller call the same way. I ask the buyer to introduce themselves, tell a bit about their background, and why they are interested in this business.

The buyer’s intro was going well until he said he wanted a “boring" business and this one seemed like a great fit.

The seller does not think he has a boring business. The business paid for his house, put his kids through school, paid for his vacations, and now will fund his retirement.

The buyer never recovered on that call and the seller lost interest in working with him.

The terminology of buying boring businesses is widespread and primarily used by folks trying to make it seem easier than it is.

Running a business is never boring or easy.

If you’re a buyer, remove it from your vocabulary completely. These are businesses with strong, consistent cash flow and ongoing demand. That’s what you really want.

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