9:39 Negotiation

Why Business Sellers Resist Deferred Consideration (And How To Fix It)

Guest: Martin

About This Interview

Martin reveals the negotiation tactics taught inside the Dealmakers Mastermind to overcome seller objections during a business acquisition. One of the biggest sticking points in any deal is Deferred Consideration, when part of the purchase price is paid over time from the future profits of the business.

But as Martin explains, most sellers don't reject the idea because it's a bad deal… they reject it because they're uncertain, emotional, or simply need reassurance.

What You'll Learn

The difference between a genuine objection and a "buying question"
Why confidence dramatically reduces seller resistance
How to bring sellers into your long-term vision for the business
How to position deferred consideration as protection for the seller
The subtle negotiation psychology that moves deals forward
The "Pepsi or Coke" choice-close technique used to gain agreement

Dealmakers is a community of ambitious entrepreneurs who buy and grow businesses through acquisitions. Within the Mastermind Programme, members learn real-world negotiation, finance, and acquisition strategies from Jonathan Jay and experienced business owners and dealmakers such as Martin.

Keep Learning

Master the art of negotiation and learn how to buy businesses without risking your personal cash.