I am often asked by prospective business buyers how do sellers come up with their asking price. After 34 years in the world of buying and selling businesses, my answer remains the same: they close their eyes and throw darts. Obviously, it is a bit dramatic in some cases, but not always, and not in most situations, especially in the lower business for sale market. Buyers must keep in mind that what sellers think their business is worth rarely has anything to do with its actual value. Sellers typically go into the process of an exit with far more emotion than buyers. Their business is often their life’s work, their legacy, their purpose. When they come up with their price, they will factor i
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