In this week’s episode, Jonathan Jay introduces Inner Circle member Martin, one of the sharpest negotiators in the business buying world. What follows is a complete masterclass on negotiation — packed with practical insights, real-world stories, and strategies you can put into action right away.
Martin pulls back the curtain on how to approach deals with confidence, credibility, and control. From mindset techniques to financial structuring, from role-playing negotiations to managing seller expectations, this session is full of wisdom you won’t find on YouTube.
Mindset first: Why self-belief is the foundation of every successful deal — and how to build it.
Confidence counts: How to position yourself as the “safe pair of hands” sellers are looking for.
The art of control: Why asking great questions is the fastest way to take charge of a negotiation.
Truth over bluffing: Why admitting “I don’t know” can actually increase your credibility.
Sales skills matter: Why selling is at the heart of deal-making, and how to improve fast.
Smart financing: Understanding the difference between asset finance and invoice finance — and why cash flow trumps profit in the early stages.
Avoiding rookie errors: The dangers of making offers without knowing the numbers.
Spotting skeletons: A simple but powerful line to uncover hidden problems before lawyers get involved.
Creative structures: How to handle sellers who overvalue their businesses — and still get the deal.
Emotional buy-in: Why every seller makes decisions with their heart before their head.
If you’re serious about buying businesses, this episode will give you the tools to negotiate with confidence and close deals that others would walk away from. Martin’s energy, storytelling, and practical frameworks make this one of the most valuable sessions we’ve ever shared.
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Links & Resources Mentioned
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And if you’re serious about buying your first (or next) business, book your free clarity call today: dealmakers.co.uk/clarity
