If you are in the market to sell your horse, there are certain things you can do to close the sale. The deal itself is usually made up of 2 sides. The seller – the person selling the horse, and the buyer – the person who wants to buy the horse.

The deal itself is made up of:

1. The person wanting to sell

2. The person willing to  buy

3. The closing of the sale.

Closing the deal is often the most difficult part of a sales cycle. Once you have made the decision to sell and a prospective buyer has identified the horse as a likely candidate, closing the sale is necessary.

How to Seal the Horse for Sale Deal

Get the deal nailed down and in writing as quickly as possible. As soon as the prospective buyer has agreed, get the deal in writing and signed. This avoids second thoughts and cold feet from creeping in. If your prospective buyer says, “yes”, then move quickly toward a written agreement. Take a look at this billofsale.

Do not cave to the prospective buyers schedule. They may commit when it suits them but it is in your best interest to get the deal done now. Create a sense of urgency to get their commitment. Offer a trial if they purchase before the end of the month, waive commissions if they get the money into your hands by Thursday, or, provide board for a month to get a commitment. You can sweeten the deal if it makes sense.

Sometimes people will only commit to the purchase if they know there are other people considering the horse. Let prospective buyers know if they don’t do the deal with you, you have others who will be making the deal. This may require bluffing, but it lets people know you are serious about selling this horse and you will not wait while they decide their options.

Generate interest in the horse. It may be the horse’s latest and greatest placings at a horse show or even what siblings have done. If you can show the horse itself or its relations are the next up and comer then who doesn’t want a piece of that?

The Actual Closing of a Horse For Sale

Each side of the sale must be in a winning situation. The seller wants to have his horse sold at an appropriate price and the buyer want to get a horse for an appropriate price. The sticking part is where the prices meet.

Listen to the prospective buyer and hear what he is saying. What can you solve for the prospective buyer by selling him your horse? Identify it and focus on it.

Know where your bottom line is and what you are willing to accept.

Ask the prospective buyer questions such as:

Will this horse fit the need of your client?

Yes. My client needs to have a horse which will be able to show 3’0″ hunters and possibly move up to jumpers as she gets more experience.

By identifying the need of the client you have established several things.

• You are interested in what they want so you won’t show them horses which will not suit.

• You can use this information to tailor how you present the horse.

Is this horse in the price range which is suitable for your client?

Yes. Our price range is ….

Once again you have established an understanding of the clients needs.

After there has been a commitment, then continue on to getting the deal in writing and finish the details of the deal.

What are some deal closing must haves when you are buying a horse. Although I hate giving a horse away on trial, I always like to have a horse on trial for at least a week. This way I can see if it really is the horse they say it is.

Let me know what deal breakers you have had to deal with. I’d love to hear from you.
~Laura