The Letter Of Intent you accept will be the best deal you will ever get. Your selling memorandum, your recast financial statements, all your follow up communications with buyer and your tour of the facilities should all serve to justify your asking price. If the buyer has any objections or concerns about your asking price you want them to express them now rather than later.
THE SELLERS' RATIONALE FOR DEMANDING THE LOI. This position expressed by one representative of a seller, a Swedish_based broker, in a recent exchange with this writer's office regarding the seller's offer wherein the prospective buyer's mandate resisted the broker's insistence that the prospective buyer must first sign an LOI, pretty much sums up the traditional rationale offered by sellers and/or their agents for having an LOI: "Buyer who is serious, ready and able to purchase [crude oil], will sign [an] LOI and all the necessary documents that protect the rights of the Brokers and proceed. There is nothing to lose in signing those documents. This is how it is usually done and this is how it should be."