Presentation: When you look at your yacht you recognise all her features good and bad and only you see your yacht. That chip in the gelcoat on the coachroof reminds you of a comical incident a couple of years ago trying to get the outboard stowed before weighing anchor after a particularly good weekend. That chip to a potential purchaser represents a boat yard bill!
Always take a second, unbiased opinion it is an old cliché but remember first impressions are lasting impressions. A £200.00 refit could add £2,000.00 to the sale price.

Location: You keep your yacht on a swinging mooring in a picturesque estuary, the yacht club only offers a ferry service during the hours of daylight on weekends from May to the end of August. You have a potential buyer who would like to view on a Friday because he has an appointment to view another yacht on Saturday. You don your wellies, get the dinghy out of the compound, launch it down the muddy slip and Rollocks! You have left them at home.
This may be an extreme example but even if you keep your yacht in a well run marina, how far is it from your home or work and how many times will you have to show her before you agree a sale?

Negotiation: You have a successful business or have a decision making position in a multi-national company - you understand the principles of negotiation. Somebody suggests you should reduce your asking price because the upholstery in the saloon needs replacing. The fact is, it is still a good selling price but what did he mean that; the original, orange leatherette is in as good a shape as the day it was fitted in 1973!
It is too easy to get emotional about a yacht that has served you and your family well for many seasons. It is also true that some buyers will find it hard to get to the point of negotiation with the owner of a yacht for the very same reason.