Castles in the Sky Don’t Close Deals

Many entrepreneurs begin the sales process with ambitious ideas – often influenced by success stories in their network or media reports about spectacular exits. But not every company is a tech startup with exponential growth. Unrealistic price expectations or incorrect assumptions about buyer interest quickly lead to frustration – and, in the worst case, to the failure of the process.

An experienced M&A advisor helps assess your position realistically – based on market comparisons, transaction data, and buyer feedback. This doesn’t mean lowering expectations – it means sharpening them. Those who know what’s possible can negotiate more effectively and make better decisions. Communication with potential buyers also becomes clearer and more credible when your goals and expectations are realistic.

A good sales process is not a wishful thinking exercise – and it’s certainly not a fire sale. It thrives on a healthy balance between ambition and feasibility. Those who calibrate their expectations correctly increase the likelihood of closing – and their satisfaction with the outcome.