From the selling step all the way through the Manufacturer approval process, everyone is required to be fair, logical and understood, keep a level head and always be friendly.
Learning how to establish your blue-sky value, is the first most important step. A properly established blue-sky value can be explained, the gut feel approach will leave you at a loss for explanation. You will find that you will need to come back and validate this value assessment as different phases of the transaction transpire. In a first-time seller or sale-by-owner example; a common approach is using a multiple of earnings. This would likely leave money on the table or in a counteroffer, miss the purchase opportunity. For such an important event, selling a dealership, I recommend you be thorough and explore your options. You don’t know what you don’t know!