Just like any property sale, there are potential pitfalls that could slow down your sale, knock down your final price, or scare off potential buyers altogether.

At Smart Auction UK, we’ve seen it all. So here’s a round-up of the most common mistakes sellers make when selling commercial property—and more importantly, how to avoid them.

1. Overpricing the Property

It’s tempting to aim high and hope for the best, especially if your property has sentimental value or has performed well in the past. But commercial buyers are savvy and data-driven—they’re looking at yields, potential return on investment, and market comparisons.

How to avoid it:
Get a professional valuation from an expert who understands the commercial sector. Auctions rely on competitive bidding, and setting a realistic guide price can generate strong interest and often drive the final sale price higher than expected.

2. Poor Lease Clarity or Missing Documents

If your commercial property is tenanted, unclear lease terms or missing documentation can instantly put off buyers. Issues like short lease lengths, irregular rental payments, or a lack of formal agreements can cause concern.

How to avoid it:
Ensure your lease agreements are watertight, up to date, and included in your legal pack. Buyers want to know exactly what income they’re inheriting and for how long.

3. Waiting Too Long to Go to Market

Hesitating or trying to sell through private channels before committing to auction can lead to delays and missed opportunities. A vacant property may deteriorate, tenants might leave, or market conditions could change.

How to avoid it:
Strike while the market is right. Auctions offer fixed dates and quick completions—ideal if you’re looking to sell within a certain timeframe. The longer you wait, the more holding costs you could incur.

4. Not Preparing the Legal Pack Early Enough

Your legal pack is what gives buyers the confidence to bid. If it's incomplete or delayed, you risk losing serious interest—or worse, buyers pulling out post-sale.

How to avoid it:
Work with a solicitor early in the process to prepare a comprehensive legal pack. This includes leases, title documents, planning permissions, EPCs, and any other relevant reports. The smoother this is, the more likely buyers are to follow through.

5. Underestimating the Importance of Presentation

While commercial buyers are mostly interested in numbers, don’t underestimate the power of first impressions. Poorly presented or neglected properties can be perceived as higher-risk or more costly to take on.

How to avoid it:
Tidy up the space, clear out rubbish, and ensure any safety or maintenance concerns are addressed. A little care goes a long way when trying to attract serious bidders.

6. Choosing the Wrong Method of Sale

Private treaty can be unpredictable, especially in a fast-moving or uncertain market. Some sellers mistakenly stick with estate agents who don’t specialise in commercial property—or worse, who undervalue the power of auction.

How to avoid it:
Use a method that suits your property and your goals. Auctions work exceptionally well for commercial sales because they offer speed, transparency, and access to motivated buyers who are ready to proceed.

Final Thoughts

Commercial property sales come with their own set of challenges—but most of them can be easily avoided with the right advice and preparation.

At Smart Auction UK, we specialise in selling both vacant and tenanted commercial properties. Whether you’re a seasoned investor or it’s your first time selling, we’ll guide you every step of the way—from valuation and marketing to legal pack support and sale completion.

Want a no-obligation chat about your commercial property?
Get in touch today. You might be just a few weeks away from a successful sale.

Have a look at our properties for sale here. You can also learn how we can sell property for free!

Got a property to sell? Call us or send us an enquiry.