The Transaction

Wednesday, 25. November 2015

Being the salesman and the purchaser of the same branch, theoretically both will be understood better; therefore, to announce themselves and to identify themselves the same as integrant of group of the other can, or not, to be more convenient. A trader if communicates better with another trader, this is certain. Therefore, he is allowed to assume that the transaction of purchase it will be finished with more rapidity and/or satisfaction between the parts. On the other hand, if you are doctor, and will be buying a hardware store, something you are detached there, therefore hardly both the parts will be able to be understood in some degree of razoabilidade. Before you answering & ldquo; sim& rdquo; , she is necessary to reflect regarding its implications. On the other hand, to answer & ldquo; no& rdquo; it can be an interesting exit. The book approaches as if to ahead locate of these two options.

Presentation of the initial numbers of the business Normally, the guideline of the meeting will be established in two questions: . value of the sales; b. financial movement of the company: invoicing, expenditures and profit of the operations. Of any form, it gives attention to the supplied numbers, takes note, it makes many interrogations sufficiently, at last, goes deep. The ideal, and independently of the form as these information had been passed to it, is to present its proper ones questionings, notadamente in the relative question to the financial aspects. Therefore, this is the recommendation number two: before the meeting, it prepares its list of questions on the numbers of the business. One asks must immediately be made: how it was arrived at this value of sales? Which the used criterion? It is important to understand well this question. Later, you will collate the logic used for the selling side with the method that you will use.

The book deals with this in a specific chapter, therefore the subject requires a bigger development. Supply of information Is understandable that, in the initial contacts between a person interested in buying a company with the owner, who desires to vender it, this not disponibilize the information in details, as desired for that one. It is permissible that, in this first instant, this can be acceptable, that is, that it does not have answers to the interrogations immediately ece of fishes to the table. However, it is waited that the salesman reveals disposal how much to take care of the requests, to answer the doubts, and to clarify obscure points of the business. From there, we evaluate if it is enough to wait the supply of the answers, if we must contenting in them with generic numbers, and believing them, or if she is necessary to infer that & ldquo; it has something that the other does not want abrir& rdquo;. If not to receive the data requested, or will have delay in receiving them, two questions if they evidence: & bull; the owner of the company does not have the minimum idea of its proper business; & bull; or he wants to hide something. Inside of this perception, it is necessary to above apply different strategies for each one of the alternatives, what enough he is clarified in our book. In article of same heading – part 2 – we will go to give continuity to this topic.

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