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How to Handle Radio Silence

Gaps and delays in communication from interested buyers, previously highly engaged, are usually disconcerting for sellers.  Many negotiations go through a period of slow or no communication.  We usually perceive these silent periods to be an ominous preview of the coming attraction of “not interested”, but sometimes, it just takes a buyer or the buyer’s team time to reach a decision. 

Often, the sale of the business is a true life changing moment for the seller, and the fruition of decades of work, while for a large strategic buyer, its just Wednesday. Conversely, for reasons unknown to the buyer, a previous “not interested” response by a corporate buyer can suddenly turn to rapid yes after a prolonged silent period when something has changed in their company, or they need to meet a fiscal year strategy.   Knowing when to push for a response and when to wait is part of the art of negotiation.  Our business advisors can help read the tea leaves to determine a path.  While we can never know with certainty, being in the market place every day helps reduce the emotion to make better negotiating decisions.

Barry Mingo
Barry Mingo
As Chief Compliance Officer of Transworld Business Advisors of Minnesota, I am responsible for ensuring our contracts, agents, and accounts are all handled and managed according to Minnesota State Law. As Real Estate Broker, I oversee all commercial real estate sales and acquisitions. In both roles, I rely on my skills as a hard worker, ambitious leader, and creative problem solver to accomplish whatever tasks lay before me. Being a business owner since 2004, I bring a time-tested combination of expertise, professionalism, energy, and determination to everything I do.

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