What sellers often miss
Many owners assume a signed LOI means the difficult negotiations are over. In reality, buyers and sellers continue negotiating through diligence, working capital discussions, definitive agreements, escrow provisions, indemnification terms, and closing mechanics. The leverage may change, but the negotiations continue.
The takeaway
Exclusivity should accelerate a transaction, not weaken your position. Select buyers carefully, negotiate critical terms before signing an LOI, maintain business performance throughout diligence, and rely on experienced advisors to protect your interests. The strongest sellers understand that leverage does not disappear after exclusivity begins; it simply takes a different form.
Terms this chapter uses
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