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The majority of business owners are planning on the proceeds from the sale of their business to fund their retirement. However, the 2013 State of Owner Readiness Survey revealed that more than 80 percent of business owners have no formal transition plan.

Historically, only 25 percent of businesses up for sale actually sell. Those odds are likely to become worse as millions of baby boomers attempt to sell their businesses over the next decade during the Exit Bubble.

Combine the lack of readiness with the historically low success rates for selling a business and you could be looking at the perfect storm for business owners. What follows are tips to increase your odds for a successful business sale:

Start Planning Now!

It is never too early or too late to start planning the sale of your business. You’ll need to become informed on the emotional aspects to anticipate, and educated on the numerous tactical complexities of the business sale process. This will help put you on a level playing field with buyers and increase the odds of a successful sale.

Most seasoned transaction advisors agree that one of the top reasons, if not the number-one reason, that business owners fail to sell their companies is they aren’t emotionally or financially prepared to exit their business. Talk to investment bankers or business brokers and you’ll hear plenty of stories about business owners backing out or blowing up the deal at the 11th hour.

Create a Clear Vision of What Comes Next

One of the biggest reasons businesses don’t sell is that business owners don’t have a vision of what they will do next. They can’t imagine not being the owner of “XYZ Company,” and the fear of the unknown causes them to walk from a deal at the last minute (cold feet).

For you, what comes next might involve working in a different occupation, dedicating more time to charity work or becoming a coach. Taking the time for this introspection early in the sale process greatly increases your odds of successfully getting to the closing table.

Be Armed With the Facts

It is natural that, as a business owner, you value your business higher than most buyers. You have spent years of blood, sweat and tears building your company and know it inside and out. Unfortunately, buyers don’t have that same level of understanding or legacy. Before buyers begin to ask questions, perform your own pre-sale due diligence on your business. View your business through the eyes of a potential buyer to identify impending issues and arm yourself with detailed facts about the business. Sellers who can answer detailed questions with facts and data (as opposed to opinion and anecdote) instill confidence in buyers and make the due diligence process easier.

Estimating the value of your business is definitely a worthwhile exercise. It provides you with an idea early in the process of what you might be able to achieve in a sale and whether it meets your financial goals at exit. Performing your own valuation may also help you learn more about your business’ value drivers and detractors, and how you might enhance its value.

Remember though, it is the buyer who determines what they will pay based on their objectives, motivation and perspective. Your valuation and the offered price may be very different, especially in the early rounds of negotiation.

So if this is the case, why go through the exercise of estimating the value of your business? Why not just hang a “For Sale by Owner” sign somewhere and then ask interested parties what they would pay? Or, what would be wrong with posting your business on eBay and conducting an online auction to sell it to the higher bidder?

You need to be able to help a buyer see the best in your business and, hopefully, value it as favorably to you as possible. By viewing your business through the eyes of the buyer and anticipating the buyer’s questions, you will be able to position your business in the most positive light possible and build credibility during the long negotiation process. This can only be done if you have completed a thorough valuation as a starting point.

Minimize Surprises

Surprises are fun for birthdays but not when selling a business. When dealing with a potential buyer, it is human nature to want to avoid discussing a negative issue such as a troubled customer relationship — especially for proud business owners who feel confident the relationship issues can be resolved. Buyers may not have that same confidence without the years of history with that customer. Instead, identify potential negative issues during your pre-sale diligence, and disclose them immediately while you still have negotiating power. Once you sign the letter of intent, a negative surprise in due diligence could result in a reduced purchase price or a failed deal.

Don’t Take It Personally

Due diligence is the most personal thing you will do in business, and it’s critical you don’t take it personally. Buyers routinely perform due diligence to confirm what you have told them and to find potential reasons to reduce the purchase price. This is standard business practice. Buyers question everything about the business and want facts to support the answers you have provided. You might feel like you are being attacked and a buyer is criticizing your business. By having a vision for your life after you sell, and by being prepared to answer the difficult questions, you can keep your emotions in check and get to the closing table.

You may not be planning to sell your business anytime soon, but you might find yourself needing to sell your business. An unexpected illness (yours or a family member) or a significant change in your financial situation may bring you to the negotiating table sooner than anticipated. Preparing yourself and your business now will increase your odds of a successful sale when the time comes.