卖家常见问题解答

Surveys have shown that a seller who asks for all cash, receives on average only 70 percent of his or her asking price, while sellers who accept terms receive on average 86 percent of their asking price. 差别是16%! In many cases, businesses that are listed for all cash just don’t sell. 在合理的条件, 然而, the chances of selling increase dramatically and the time period from listing to sale greatly decreases. Most sellers are unaware of how much interest they can receive by financing the sale of their business. In some cases it can greatly increase the amount received. 和, 再一次, it tells the buyer that the seller has enough confidence that the business can, 事实上, 自己为自己买单.

When a buyer is sufficiently interested in your business, 他或她会, 或者应该, 以书面形式提交要约. This offer or proposal may have one or more contingencies. 通常, the contingencies concern a detailed review of your financial records and may also include a review of your lease arrangements, 《BET9平台》(如有), 或其他与业务有关的细节. You may accept the terms of the offer or you may make a counter-proposal. 你应该理解, 然而, 如果你们不接受买方的建议, 买家可以随时提取. 首先回顾, you may not be pleased with a particular offer; 然而, 仔细看它是很重要的. It may be lacking in some areas, but it might also have some pluses to seriously consider. There is an old adage that says, “The first offer is generally the best one the seller will receive.” This does not mean that you should accept the first, or any offer — just that all offers should be looked at carefully.

一旦你和买家达成协议, both of you should work to satisfy and remove the contingencies in the offer. It is important that you cooperate fully in this process. You don’t want the buyer to think that you are hiding anything. The buyer may, at this point, bring in outside advisors to help them review the information. When all the conditions have been met, final papers will be drawn and signed. 一旦关闭完成, money will be distributed and the new owner will take possession of the business.

A buyer will want up-to-date financial information. If you use accountants, you can work with them on making current information available. 如果你要请律师, make sure they are familiar with the business closing process and the laws of your particular state. You might also ask if their schedule will allow them to participate in the closing on very short notice. If you and the buyer want to close the sale quickly, 通常在几周内, unless there is an alcohol or other license involved that might delay things, you don’t want to wait until the attorney can make the time to prepare the documents or attend the closing. Time is of the essence in any business sale transaction. The failure to close on schedule permits the buyer to reconsider or make changes in the original proposal.

Business brokers are the professionals who will facilitate the successful sale of your business. It is important that you understand just what a professional business broker can do — as well as what they can’t. They can help you decide how to price your business and how to structure the sale so it makes sense for everyone — you and the buyer. They can find the right buyer for your business, work with you and the buyer in negotiating and along every other step of the way until the transaction is successfully closed. They can also help the buyer in all the details of the business buying process.

A business broker is not, 然而, a magician who can sell an overpriced business. Most businesses are saleable if priced and structured properly. 你应该理解 that only the marketplace can determine what a business will sell for. The amount of the down payment you are willing to accept, 连同卖方的融资条款, can greatly influence not only the ultimate selling price, 还有销售本身的成功.

It generally takes, on average, between five to eight months to sell most businesses. 记住，平均值就是这样. Some businesses will take longer to sell, while others will sell in a shorter period of time. The sooner you have all the information needed to begin the marketing process, 时间周期应该越短. It is also important that the business be priced properly right from the start. 一些卖家, operating under the premise that they can always come down in price, 相对他们的业务. This theory often “backfires,” because buyers often will refuse to look at an overpriced business. It has been shown that the amount of the down payment may be the key ingredient to a quick sale. 首付越低, generally 40 percent of the asking price or less, 成功销售的时间越短. A reasonable down payment also tells a potential buyer that the seller has confidence in the business’s ability to make the payments.