Moving a Deal Along with Empathy

When working with business buyers and sellers I’ve found those who demonstrate empathy to those on the others side get things moving faster (than those who simply approach it as a transaction).

This was recently highlighted by the actions of a client of mine. They noted how the other side wanted to proceed in the areas of pace, disclosure, relationship, and more. They quickly changed their process and focused on how the other side wanted to proceed.

And guess what? The relationship is incredibly solid and we’re ahead of schedule.

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