We've all heard the statistics about the number of businesses that fail to sell.  There are many reasons for failure. Sellers can be unreasonable about the price.  They can be unprepared or uncooperative.  They may be ambivalent about selling and anxious about what comes next.  

I became interested in this topic after learning about business sales that were fraught with difficulty, or even worse, went down in flames.  And sadly, I’ve seen my share of advisors who were confident in their ability to manage their clients’ emotions, only to turn around and blame themselves or their client if the process unraveled.  I see no benefit in blaming anyone.  The sale of a business is a huge undertaking and all the parties involved have a responsibility to communicate clearly and manage the emotions that emerge in themselves and others.

I’ve had exit planners, business brokers, and other advisors approach me about situations that left them scratching their heads.  Wouldn’t it be helpful if you had a clearer sense of what was going on with your client?

I’ve distilled decades of practice as a psychologist into a concise 15-minute webinar designed to help you have more productive discussions, get beyond emotional barriers, and overcome some of the challenges that can derail a sale.  

Topics covered in this 15-minute webinar include:

• A framework for thinking about your client’s experience of selling their business, focusing on their Motivations for leaving, their Emotions about leaving, and their Future after leaving.
  
• Stakeholders or Sales Stoppers: Dealing with the seller’s fear about conflict with key people.
  
• Questions to help assess your client’s psychological readiness to sell.
  
• Why you shouldn’t ask your clients, “Why . . . ?”
  
• Addressing seller ambivalence and last-minute cold feet.
  
• How to get stalled or derailed conversations back on track.
  
• Tips for talking about difficult subjects.
  
• How to respond when clients raise emotional topics.
  

Introductory pricing: My XPX colleagues can download the webinar here for a limited time for just $19.95