What Makes a Good Seller?

When it comes to selling your business, your mindset matters just as much as your financials. The right attitude can speed up the process, strengthen buyer confidence, and ultimately help you close the deal. Here are key traits that make a business owner a great seller:

• Be likable and positive.
Buyers want to work with people they trust—especially if you’ll remain involved during the transition. A positive, collaborative attitude goes a long way.

• Set realistic expectations.
Work closely with your M&A advisor to understand fair market value and what competitive offers look like in today’s environment. Unrealistic expectations are one of the top reasons deals fall apart.

• Stay organized and responsive.
Keep your financials clean, respond quickly to buyer requests, and have documentation ready. An organized seller builds confidence and keeps the deal moving.

• Support the buyer through the transition.
Buyers want reassurance that you’ll help them succeed after closing. Showing your willingness to support onboarding and knowledge transfer can make your business more attractive and reduce perceived risk.

Being prepared, positive, and realistic sets the tone for a smooth, successful sale.