Nothing but negotiation

The Gap Partnership

Firms should ascertain seriousness of buyers during initial sales negotiations

Businesses should raise the issue of funding early on

04 October 2010

Companies should ascertain the seriousness of a potential buyer during the initial stages of sales negotiations, it has been claimed.

Many firms who are looking to sell an asset may receive interest from buyers who do not intend to make a formal bid or are simply researching the market.

Simon Burge, writing for, advised firms to "weed out" these parties and begin the first meeting with a set of basic questions.

The issue of funding should be raised in order to gauge how the other side plan to raise the capital to facilitate the purchase.

He said: "If they look you straight in the eye and give you a very credible answer, you'll know right away that they are business worthy and are there to have a serious discussion.

"If you trust your intuition and your business sense, you'll know whether you need to try to press these folks for more information as to whether they are a credible sales lead or whether you really need to end this meeting as quickly as possible." 

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