在某些时候，每个企业主都需要考虑出售自己的企业. This means you’ll need to be ready to overcome a range of obstacles, 因为出售业务的过程可能既混乱又耗时. 对于那些以前没有经历过这一过程的人来说尤其如此. 让365备用把注意力转向365备用失败的一些关键原因.
Buyers, like sellers, 带着365备用流程应该如何工作的各种先入为主的概念进入流程, as well as what they consider to be “a great deal.“出售企业所涉及的心理因素不应被忽视.
Sellers need to understand the specific wants and desires of the buyer as well as their own psychology.
Even serious buyers may have highly unrealistic expectations regarding various aspects of a business, ranging from its price to its opportunities for future growth. In some cases, they may stall due to the fact they are not quite ready to buy a business and see no urgency in the matter.
买家也会受到外界的影响，比如顾问、朋友和家人. In short, sellers may discover that, for all practical purposes, buyers may actually be several people who are forming a collective opinion on issues regarding the business.
销售者自己的心理在生意是否成功的过程中扮演着重要的角色. 许多卖家在没有完全理解所涉及的内容的情况下就进入了这个过程. This factor, of course, underscores the tremendous importance of working with professionals months, if not years, before you actually place your business on the market. These professionals should include an M&A Advisor or Business Broker.
Another major obstacle is that many sellers have unrealistic expectations about both price and the time frame in which their business can be sold. 卖方在进入销售过程时应该睁大眼睛，并有现实的期望. Be sure to establish a fair price. 同样重要的是要明白，找到买家可能需要一年或更长时间.
Acts of Fate
卖方应该记住，有许多“命运的举动”可以破坏一笔365备用. A deal may seem like everything is moving along without problems, only to discover at the last minute that the buyer isn’t able to secure the needed funds as expected.
重要的是，在最终达成协议之前，各方都要意识到这一点, problems can still arise. In fact, they can arise from unexpected directions. But it is difficult to anticipate and spot every potential disruption. The complexity of selling a business is one of the main reasons why so many business owners opt to work with a brokerage professional.
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当谈到最终达成协议时，成功的谈判是问题的核心. It only makes sense to think about how to improve your communication skills and to choose a Business Broker or M&A Advisor who is well versed in the art of negotiation.
Cultivating Win-Win Situations
实现各方共赢至关重要，这涉及到许多方面. It’s essential to understand what the other party is seeking and to help them also feel as though they succeeded in the deal.
One tried and tested strategy is to lead people through a series of “yeses” by starting with topics and points that can be agreed upon and then working forward. In the beginning of this negotiating strategy, “是”可能来自于让其他人在可能被视为琐碎的事情上达成一致. However, this step works to create the right climate for moving forward so that yeses can be obtained on more important issues.
Maintaining the Flow of Information
The flow of information is a critical aspect of the negotiation process. For this reason, 买卖双方进行谈判时，最好是通过经纪专业人士, rather than conducted directly.
The simple fact is that otherwise there are too many variables and opportunities for something to go wrong, ranging from egos getting in the way to miscommunications. When you choose a qualified Business Broker or M&作为一名顾问，你将能够信任那个人以获得最佳结果.
Understand One Another
It is important to keep the other side talking and show that you understand their perspective and the issues they may have. 这样才能鼓励合作，提前化解阻力.
Ultimately, great negotiations stem from proper strategy, preparation, proper education, enhanced communication, and understanding the other party’s needs. When you and your Business Broker or M&A Advisor foster good communications with the other party, 这将增加达成你们所寻求的那种合作的机会. 这反过来又大大增加了实现双赢结果的机会.
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Created in 2012, the IBBA and M&A Source Market Pulse Survey was created to provide business owners and their advisors with a clear understanding of ever-changing market conditions.
Through this survey, it is possible to gain clarity on businesses being sold in Main Street (values $0-$2MM) and the lower middle market (values $2MM -$50MM). Scott Bushkie曾与IBBA和M&A来源，并自报告开始以来继续发挥关键作用.
A core finding of the IBBA and M&A Source Market Pulse Survey for Q2 was that there has been a big shift between the turmoil of 2020 and the climate of 2021. Across the spectrum of sizes and price ranges of businesses, 卖方现在在出售业务方面有优势，或者至少处于一个更好的位置. This is quite different from the situation in 2020.
The market has shifted towards being a seller’s market for a variety of reasons including the fact that many private equity groups are now looking for ways to grow their money. Acquiring an existing business has become an increasingly attractive option to buyers due to the current labor pool conditions.
买家现在将现有公司视为绕过吸引人才的一种方式. Instead, they can secure that talent via acquiring a new business. 简而言之，许多买家希望通过购买而非有机建造来满足他们的人才需求.
Another reason that now is a good time for sellers is that many buyers are looking to leave corporate America. This situation has likely been accelerated by the pandemic and people seeking to control their own destiny. The increase in global uncertainty has made the idea of becoming a business owner increasingly attractive.
从2020年到2021年的气候变化凸显了IBBA和M&A Source Market Pulse Survey. Through this revealing survey, it is possible for business owners and their advisors to gain a clearer understanding of market conditions and what to expect.
最终，每个企业主都必须将企业控制权移交给其他人. There are many options for how this can play out. 它们的范围包括将企业出售给潜在买家或出售给竞争对手, to turning your business over to a family member. It is key that you start thinking about these options years before you end up in a situation where you actually have to sell.
Working with a Business Broker or M&A Advisor is one way to determine what sales options are optimal for you based on your specific situation. Let’s explore some of the variables you’ll want to consider when you decide to transfer your business to a family member.
将企业转移给家庭成员有一些显著的好处. No doubt topping the list of advantages of going this route is the fact that the transfer can be considered a gift. 这种方法的一个好处是，你可以减少房地产税. Depending upon how the agreement is written, you also may be able to maintain some control over the business. For many business owners, this factor can be a big advantage.
One issue you’ll want to explore when opting to transfer your business to a family member is seller financing. 卖方融资是一种常见的做法，当它涉及到购买和365备用网站一般. 这种类型的资金在转移给亲属方面更为常见.
卖方融资开启了实施私人年金的多种选择. 私人年金可以在很长一段时间内分散支付. This could be a win-win situation for both you and your relative. 由于持续的支付，你将获得长期的收入流. 反过来，这个决定可能会让你的亲戚在经济上更加现实.
Keep in mind that if you sell your business to a relative, this in no way negates the need for a buy-sell agreement. Even when you are dealing with your most trusted family members, legal agreements must be firmly in place. 买卖协议是一种非常有价值的工具，可以保护所有相关人员.
This contract clearly outlines all aspects of the arrangement. 你的买卖协议应该包括这些关键信息，包括企业的价值, amount being paid, information on which employees will be retained, the current business owner’s level of future involvement, and much more.
Working with Professionals
Ultimately, there are a range of potentially powerful benefits associated with transferring a business to a relative. While it is true that you can expect the IRS to closely evaluate the sale, this should not dissuade you from considering this option. Business Brokers and M&A Advisors are experts at buying and selling businesses, and they understand the specifics of transferring a business to relatives. Working with professionals early in the selling process can help you gain tremendous insight into the best way to proceed.
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经过几十年的辛苦工作，卖掉你的公司会是一段令人兴奋和有回报的时光. Yet, 许多企业主忽视了关注与销售相关的法律问题的重要性. 在这篇文章中，365备用将探讨卖家最容易犯的三个错误.
1. Use an NDA
The first critical mistake that business owners should be guarding against is skipping the use of a non-disclosure agreement. Simply stated, a business owner should always make sure that a non-disclosure agreement is in place before disclosing to any buyers that a business is on the market.
保密协议的立场是一种宝贵的方法，可以限制谁知道或不知道你的业务正在出售. After all, the last thing any business owner looking to sell his or her business wants is for competitors or employees to learn confidential information.
2. Hire an Attorney
许多企业主犯的第二个关键错误是他们不与律师合作. There is no way around the fact that if you are selling a business, or for that matter anything of significant value, you need to work with a lawyer experienced in the area of sales.
企业主习惯于自己做很多事情，并在工作中学习. 毫无疑问，这是一种让他们受益多年的性格特征. However, when it comes time to sell your business, “在职培训”或依靠自己的直觉是没有任何空间的. One of the best ways that you as a business owner can protect your future is to work with a lawyer when selling your business. In fact, a Business Broker or M&A Advisor can be a vital resource for helping you to find a proven lawyer with a background in the buying and selling of businesses.
3. Get a Letter of Intent
A third significant mistake that business owners frequently make when selling their business is that they fail to get a letter of intent. 与保密协议类似，意向书是出售业务过程中的关键法律文件. All too often business owners will skip requesting a letter of intent out of fear of slowing down the process and potentially disrupting a deal.
The letter of intent is designed to both clearly spell out expectations, while simultaneously protecting your interests as a business owner. 当买方签署意向书时，这表明他或她正在认真对待这个过程. This will protect you from wasting your time.
买卖一家企业的过程在很多方面都很复杂. Whether it is dealing with human psychology, organizing your books, 考虑潜在买家可能希望看到的信息, or addressing a wide array of legal issues, it is a complex and time-consuming process. Working closely with a Business Broker or M&顾问是你增加成功销售机会的最快方法之一.
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