The subject of selling companies is inundated with information and instruction, but unfortunately, a significant portion of it lacks real-world deal-making experience. Consequently, it becomes challenging for business owners to make informed decisions and maximise their returns on the most important sale they will ever make.
At INSIGHT, we firmly believe that selling a company requires a proactive sales and marketing approach, therefore over the next eight blog posts we are taking each of the eight principles that stem from that conviction. These principles are not just theoretical but have been repeatedly tested and validated over our extensive history of selling companies in a significant number of industries.
Principle Three - Sell the Future

Remember, a buyer is not interested in your company's past. They're only interested in its future potential.
What will your business look like once the buyer applies their financial resources, sales skills, and efficiencies? The best buyer is usually complementary, meaning they can promote your products and services to their clients and vice versa - this creates leverage points in negotiations.
So, when you sell your company, you should never sell what it looked like last year or what it will look like next year or in three years under your ownership. Instead, focus on what your business will look like under new ownership, with fresh investment, energy, ideas, and enthusiasm. This is what buyers are interested in, and this is what will help you achieve the best possible deal.
For further information you can read our guidebook:
Comments