If you’ve never sold a company before, chances are the person on the other side of the table has done it 20, 50, maybe 200 times. That experience gap can cost you millions—unless you know how to close it.
This week’s episode of Built to Sell Radio features Andres Lares, Managing Director of the Shapiro Negotiations Institute and author of Persuade: The 4-Step Process to Influence People and Decisions. Lares has advised Fortune 500 companies, negotiated professional sports contracts for teams such as the San Antonio Spurs and Cleveland Browns, and coached business owners through high-stakes exits.
In this conversation, you’ll discover how to:
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Recognize when a negotiation starts (hint: it’s before you realize you’re in one)
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Avoid tipping your hand too early—especially when asked, “Why are you selling?”
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Frame your industry positioning to justify a better multiple
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Push back on lowball offers without blowing up the deal
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Spot—and sidestep—the “proprietary deal” trap
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Handle emotional curveballs that derail sellers during long negotiations
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Structure an earn-out that doesn’t make you feel like an employee
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Use pacing, preparation, and alternatives to stay in control
Lares also shares the biggest mistake first-time sellers make—and how to keep that error from sinking your exit.
If you’re getting ready to sell, this is a must-listen.
Quote of the Week
The negotiation has already begun before you think it has.
Deals
Germany-based social casino developer WHOW Games GmbH has been acquired by DoubleDown Interactive Co., Ltd. (NASDAQ: DDI) for €55 million (~$64.7 million) in an all-cash deal, with up to €10 million in additional earn-out payments tied to performance over the next two years.
WHOW Games generated €41.8 million in revenue in 2024, giving the deal a revenue multiple of approximately 1.3x.
