There are several layers of issues in this scenario unfortunately when addressing price. I am going to address price in this comment with the assumption that the estate has been properly probated, lean wavers were filed and buyer was well screened and qualified.
1. there is already a listing history of list price, which will need to be raised with same public visibility and attract new buyer accordingly. This is more important when there is a mortgage lender involved.
2. if the buyer is reliant on a mortgage, cash back at closing will not be possible for a whole slew of reasons. Also note that bank appraiser will likely note recent listing price history.
3. if buyer is able to purchase all cash without a mortgage, careful attention must be paid to buyer profile to make sure it's not an investor intending a flip. Also remember, all cash purchase does not exempt a buyer from having income, reserves, good credit and interview well
We recently dealt with a property that was listed by various brokerages for three years and had several turn downs. We are the most recent brokers hired by the seller. We made some minor suggestions and put the property in contract after raising price by over 140k WITHOUT concessions. Turned out the market could bare a higher price. It's difficult to zero in on reasons why a sale may face ongoing rejections, but it is my belief is that it's often a combination of factors, some can be very minor.
It is important to understand, that the corporation, selling shareholder and the buyer must be satisfied for a coop deal to take shape and make it to the table.