Anticipate situations that might raise a perception of risk. There is an entire chapter in the book devoted to this subject. What Each Type Will Pay To attract the right buyer, you have to recognize the four types. They buy for strategic reasons such as economies of scale and market share. With backgrounds in corporate America, these buyers examine a business closely.
Size is less important than opportunity.
These buyers, maybe a group, may review a hundred businesses before selecting one. They will not pay prices based upon projections. So they will not pay top dollar. This group expects terms or the ability to finance the buy. They are primarily interested in purchasing a job.