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3 Reasons Why So Many Businesses Don’t Sell – And How to Make Sure Yours Does

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3 Reasons Why So Many Businesses Don’t Sell – And How to Make Sure Yours Does

It’s time for a second look at your operation to be sure you aren’t making these three big mistakes.

If you’re having trouble exiting your company, you’re far from alone. According to the Exit Planning Institute’s latest report, up to 80% of businesses on the market never sell. You may start to question if there’s something wrong with it. It’s almost never too late to fix the problems causing your stalled sale; most of your issues can probably be fixed with a detailed view of what’s going on.

So, if you think you’ve done all you can to prepare but you’re not getting any bites on your asking price, it’s time for a second look at your operation to be sure you aren’t making these three big mistakes: 

Many businesses languish on the sale block because their owners’ expectations are misaligned with the market. An owner will come in and say they want to sell for $1 million, and when the valuation comes in at a fraction of that, they decide they’d rather shut down than take less money. It happens a lot, unfortunately.

If you’ve spent your life building your enterprise and it has enabled you to support your family, it’s understandable that you might overvalue it. As far as you’re concerned, no price is high enough to compensate you for all the sweat equity you’ve poured into your company. 

But those emotional values aren’t a significant factor in how valuation is calculated. Often, an owner who struggles to sell just doesn’t understand that process or how the market dynamics work.


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