What is Deal Fatigue?
The Short Answer
Deal Fatigue explained simply
Deal fatigue is a real problem in business sales. It happens when the buying or selling process takes too long or becomes too complicated. Think of it like running a marathon – if it goes on forever, you get tired and might just give up. For buyers, it can mean endless due diligence requests, slow responses from the seller, or constant renegotiations. For sellers, it might be dealing with multiple buyers who aren't serious, repeated requests for the same information, or a buyer who keeps changing their mind. This exhaustion can make people walk away from a good deal.
Real-World Example
The Never-Ending Negotiation
Imagine a buyer, Sarah, who has been trying to acquire "The Daily Grind" coffee shop for six months. The seller, Mark, is slow to provide financial documents, and his lawyer keeps finding new issues. Sarah has already spent thousands on legal and accounting fees. She starts to feel like the deal will never close and begins to look at other opportunities, eventually withdrawing her offer. This is deal fatigue in action.
Why this matters
Deal fatigue matters because it kills deals. When buyers or sellers get tired, they lose motivation and trust. This can lead to good businesses not being sold or good buyers walking away. Keeping the process efficient and clear helps everyone stay engaged and focused on closing the deal.
Keep the deal moving. Set clear timelines and stick to them. Good communication and quick responses prevent frustration and keep everyone focused on the finish line.
Keep the deal moving. Set clear timelines and stick to them. Good communication and quick responses prevent frustration and keep everyone focused on the finish line.
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