Selling a business is a big deal—financially, emotionally, and personally. So when it doesn’t go the way you hoped, it can feel frustrating, confusing, even a little deflating.
If your business was on the market and didn’t sell, you’re not alone. In fact, most businesses don’t sell on their first attempt. But here’s what I want you to know: that doesn’t mean your business isn’t valuable. It usually just means the sale strategy missed the mark.
I’ve worked with a lot of business owners in your shoes, and I want to walk you through some of the most common reasons deals fall over—so you can see what might have gone wrong and, more importantly, how to turn it around.
Pricing: Too High, Too Low—or Just Off
One of the biggest pitfalls is pricing. Many owners either overprice (based on emotion or comparisons that don’t apply) or underprice (hoping to attract quick interest). Either way, the wrong price sends the wrong message—and buyers walk.
The goal isn’t just to slap a number on it—it’s to justify that number in a way that makes sense to a buyer and a lender.
Financials That Don’t Tell the Right Story
Messy or unclear financials are a deal killer. If a buyer can’t easily understand how the business makes money (and how much of it), they won’t move forward.
Mixing personal and business expenses, missing records, or vague reporting can all raise red flags—even if your business is genuinely profitable.
Marketing That Doesn’t Speak to the Right Buyer
A lot of business listings are generic and forgettable. Worse, some are too public and end up causing unnecessary disruption inside the business.
When marketing fails to highlight your business’s strengths—or worse, leaks to the wrong people—you miss out on qualified, serious buyers who would have been interested.
The Wrong Buyers Waste Time
Sometimes the wrong buyer looks like the right one—until they back out months down the line. Whether they couldn’t secure funding, didn’t have the experience, or weren’t serious, they end up wasting your time and momentum.
A big part of selling successfully is getting your business in front of people who are ready and able to buy—not just curious window-shoppers.
No Deal Structure, No Deal
Even when a buyer is interested, deals often stall because there’s no clear path forward. Buyers need flexible terms—transition periods, seller financing, or staged payments. If that’s not on the table, the conversation often ends too soon.
If You’re the Business, Buyers Get Nervous
If everything runs through you—clients, processes, supplier relationships—buyers see risk. They worry about what happens the day you walk away.
That’s not a knock on how you’ve built the business. It just means the value needs to be transferred in a way that gives buyers confidence it can run without you.
So, How Do You Turn This Around?
This is where I’d like to introduce Keppel Brown—a business sales specialist who helps owners relaunch their business for a successful sale. Whether it’s your first time selling or a second attempt after a failed listing, Keppel’s process is built to fix what went wrong.
He doesn’t just list your business—he repositions it. He helps clean up the financials, structure the deal, attract the right buyers, and guide the sale across the finish line. With his team at Vendi, and the wider support of The Network, you’ll have a proven strategy and a trusted guide every step of the way.
If you’re ready to give your business sale a second shot—with the right strategy this time—Keppel’s the person you want in your corner.
You can book a free strategy call at www.vendi.co.nz. No pressure. Just a conversation to explore your options and map out your next move.
