How to avoid sabotaging your own business sale

For many business owners, selling their company is one of the most significant financial and emotional decisions they will ever make. Despite the importance of the moment, too many owners inadvertently undermine their own success by making avoidable mistakes during the sale process.

At Seachange Advisory, we’ve seen first-hand how even the strongest businesses can falter at the point of sale—not because of poor fundamentals, but because of poor preparation or missteps along the way. Here are some of the most common pitfalls, and how to avoid them:

1. Going to Market Too Soon

Owners often make the mistake of testing the market before their business is truly ready. Without the right preparation—financial, operational, and strategic—you risk leaving significant value on the table. Buyers will quickly spot weaknesses, and once credibility is damaged, it’s hard to rebuild.

How to avoid it: Take the time to properly prepare your business. This includes assessing saleability, tightening financial reporting, and ensuring key value drivers are clearly demonstrated.

2. Letting Emotions Get in the Way

It’s natural to feel deeply attached to a business you’ve built. However, emotional decision-making can derail negotiations—whether it’s overreacting to perceived criticisms, rejecting reasonable offers, or letting pride dictate terms. Deals are most often lost not because the numbers don’t work, but because emotions run unchecked.

How to avoid it: Recognise that the sale process is both commercial and personal. Surround yourself with experienced advisors who can act as a buffer, keep discussions objective, and help you separate sentiment from strategy.

3. Focusing on Price Alone

Chasing the highest offer can blind an owner to other critical factors—such as deal structure, cultural alignment, or the ongoing security of staff and customers. The “best” offer isn’t always the one with the biggest number.

How to avoid it: Work with advisors who can evaluate both financial and non-financial terms, and help you identify logical, motivated purchasers who are the right fit for your business.

4. Failing to Maintain Business Performance

Once a sale is in motion, owners sometimes shift their focus to the deal itself, neglecting day-to-day performance. Any dip in revenue or profitability during the process can spook buyers and reduce value.

How to avoid it: Stay disciplined. Continue to run the business as though you’re keeping it. Consistency is critical to sustaining confidence throughout due diligence.

5. Withholding or ‘Polishing’ Information

A lack of transparency—or worse, presenting an overly rosy picture—will almost always backfire. Buyers will uncover issues during due diligence, and surprises at this stage can kill a deal outright.

How to avoid it: Be upfront. Anticipate buyer questions and address potential concerns before they become problems. This builds trust and strengthens your negotiating position.

6. Trying to Manage the Process Alone

Selling a business is a complex, emotionally charged process. Many owners underestimate the time, expertise, and objectivity required. Without the right guidance, it’s easy to make costly mistakes.

How to avoid it: Surround yourself with experienced advisors who specialise in business sales. They will manage the process, protect your interests, and allow you to remain focused on what you do best—running your business.

The Bottom Line

Selling your business is too important to risk through unforced errors. With the right preparation, guidance, and objectivity, you can avoid self-sabotage and ensure your years of hard work translate into the outcome you deserve.

At Seachange Advisory, we partner with owners to discreetly manage the entire process—from preparation through to completion—so you can achieve not just a sale, but the best possible sale.

Thinking about selling your business? Contact us today to learn how we can help you avoid the pitfalls and maximise your outcome.