Selling your business should be the culmination of decades of work—the moment you and your family finally realize the reward of everything you’ve built. Unfortunately, many owners fall victim to a costly buyer tactic called retrading. Retrading happens when a buyer reduces the purchase price or changes the terms after you’ve already signed a Letter of Intent (LOI). It’s one of the most common ways sellers lose millions at the finish line.This blog reveals the sophisticated buyer’s playbook: how they win you over early with flattery, present a big headline number in the LOI, and then drag out due diligence until you’re emotionally and financially committed.