This can be very difficult for any seller. It is only natural to see one's own company in a most favorable light and overlook the blemishes or problems inherent in any business. Sellers need to approach their company realistically and tell the truth about everything. By recognizing the deficiencies of their business, sellers are in a much better position to deal with concerns of the buyer. In fact, the best way to handle any potential problem area is to bring it up in the very beginning and offer potential solutions at that time. Remember that buyers want to see solid management, good earnings, and growth - and they expect to be purchasing the future, not the past. Sellers need to know what buyers want and be ready for the questions before they ask. Here are some questions that may be asked from a potential buyer
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