The Selling Process

It is necessary to have a deep and thorough understanding of each business before it can be effectively marketed for sale.

The business intermediary must understand the current business model. The business operations, the history as well as the growth potential of the business.

Aviation Business For Sale will provide the business owner with a Business Valuation to determine present market value.

The most accepted valuation of a business is based on assigning a multiple to the adjusted cash flow of the business.

There are business expenses that will determine as to whether  they should be included in the adjusted cash flow.

Adjusted cash flow should be calculated on the basis of the following equation.

Net income+owners compensation+owners benefits+depreciation and amortization+interest+non recurring expenses.

Accurate financials of the business combined with our knowledge of the industry will enhance the ability to sell your business.

Investigate Needs and Desires

Purchases are not random acts. Consumers buy to fulfill needs. Clients are complex and marvelous beings, and the better we understand them and their needs, the better we can position our products and services, and our company, to fulfill those needs. This leads to the prospect or shopper to become a customer or a client.

The depth with which we understand the prospect’s needs will help determine our success with our prospects. Merely a superficial understanding will yield less results than an understanding of depth and an appreciation of nuance and detail in the customer’s thinking. Therefore, we ask questions to uncover needs, and we discuss those needs and desires to develop a rich and thorough understanding of them, even if we have limited time with our shopper/prospect.

Most sales training will tell you that identifying and understanding consumers’ needs and desires is one of the keys to a successful sales career. But many salespeople don’t spend enough time on this step of the selling process because they’re so anxious to talk about their product or service, or show the shopper something. Ask good good sales questions. Then ask more questions. Investigate.

The Presentation

Now is the time for the focus to be on the product or service, the salesperson, or the salesperson’s company. This is where we match up our product to the shopper/prospect’s needs.

We explain the features of our product. “Features” are details and facts about the product, ideally with the individual consumers’ needs in mind. A feature might be any of the following: It’s available in 17 colors; you can get an extended warranty; It’s available in large or small; It is manufactured in the USA; we custom design all our products for our customers; It’s 1.1 carat; It has side airbags; etc.

We also present the benefits of the product or service. “Benefits” are what the features will do for the prospect/shopper. This is where value enters the mix.

A benefit could be any of the following: So you can match the color of the widget to the color of your decor; so you can be protected over the next three years should anything happen to your new computer, therefore saving you time and money and frustration; so you’re helping to keep Americans working and not frustrated with products that are made overseas with less quality craftsmanship; so the item is the perfect size for your needs rather than having to buy a widget from stock sizes that might not be right for you; so your fiance will have a diamond that is over that important 1 carat threshold that so many engaged women hope for so your fiance will be thrilled; so your not only protected with the front airbags in a crash, but also protection to the side can help minimize head injury and even death during a crash.

Closing the Sale

Everything we’ve accomplished so far is like the plans for a wedding: the proposal, the shower, the selection of the wedding date, arranging for the participants in the ceremony, acquiring a location, buying the cake and flowers and scheduling the musicians, creating and mailing invitations, selecting the attire, purchasing the rings, preparing the vows, etc.

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