Most deals don’t die because the business is bad.
They die because communication breaks trust.
Here are the main ways they happen—and how to avoid them.
1. Silence makes buyers nervous
If a buyer asks for info and doesn’t hear back, they start guessing:
“Are they hiding something?”
“Is there another buyer?”
Guessing kills momentum. And once momentum dies, deals die.
Fix: You don’t have to have the answer right away — but you do have to say, “Got it, we’re working on it, and you’ll have it tomorrow.” That alone protects the deal.
2. Emotion instead of clarity
Sellers are emotionally attached. Buyers are financially attached.
A normal question like “Why did margins dip here?” can feel like an insult to the seller. Then it turns defensive. Then it turns ugly. Now trust is gone.
Fix: We translate.
“They’re not attacking you. They’re making sure the bank will lend.”
Once the tone calms down, the deal moves forward.
3. Too many people talking to the wrong people
When buyers, sellers, CPAs, and employees all start emailing each other directly, things get chaotic fast. One panicked message can blow up weeks of progress.
Fix: Controlled communication.
Structured channels. Clear summaries. No 11:30 PM “by the way” emails.
4. Surprises destroy credibility
Nothing scares a buyer more than late surprises:
“Oh, by the way, the landlord wants a personal guarantee.”
“Oh, by the way, that truck’s not included.”
When information comes up at the last minute, the buyer thinks, “What else haven’t you told me?” That’s when they either lower the offer or walk.
Fix: Say the tough stuff early, calmly, with a plan.
Honesty upfront builds leverage, not weakness.
5. Vague expectations after closing
Huge problem: nobody defines the transition.
Buyer thinks the seller will stay 6 months.
Seller thinks 2 weeks and goodbye.
That misunderstanding alone can blow up a signed offer.
Fix: Spell it out now.
How long are you staying? Paid or unpaid? What are you doing? Who are you introducing? Put it in writing.
The truth
Communication is not “soft.”
Communication is valuable.
It controls trust, timeline, price, and the likelihood that the deal actually closes.
At VR Business Sales Atlanta, our job is to:
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Keep both sides calm and professional
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Control the flow of information
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Remove confusion before it becomes drama
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Protect your value and get you to closing
Because the deal doesn’t just depend on what the business earns.
It depends on how the story is told. Let’s start the conversation….