What Makes a Seller Credible to a Business Buyer

Steven Smith, Managing Partner at Business Transfers & Strategies, recently joined Jennifer Fox and Eric Sigman on their podcast Transaction Talk to discuss what makes a seller credible in the eyes of a business buyer.

Steven has spent more than 20 years working on the buy side of small business acquisitions. In this conversation, he breaks down how sellers build or lose credibility during the deal process. Topics include:

• How buyers evaluate trust through consistency of information and professional preparation
• The importance of seller responsiveness during the courting stage, and how it affects lender confidence
• Clean financials: why they matter and what buyers are actually looking for
• Disclosing business shortcomings early, and why it tends to protect deals
• Honesty and mutual respect as practical deal mechanics

The episode runs about 33 minutes.

Listen to the full episode on Transaction Talk.