When negotiating the sale of your horse, try to keep all aspects simple. We are trying to achieve an overall feeling, a ‘package’ that the purchaser can’t live without! In order to do this, we need to step back from the ‘car salesman’ ideal and step into the shoes of the buyer.

How would I feel if someone was pressuring me into a sale? Pressuring people into giving an answer on whether or not to purchase a horse can and more often than not, will turn people away from the deal.

Be confident in your product as the energy you display will be a major contributor to clenching the deal. Confidence will assist in assuring buyers that you are a genuine person, selling a genuine horse for a genuine reason. 

The pricing of your horse will generally determine how long it will sit on the market. It’s important to analyze the sale figures of similar horses when determining a sale price for your own. There are often advertised prices on horses that have no reflection of the price in which it actually sold for! Maybe ring some people who sold similar horses and ask if they mind telling you what the actual sale price or price range was. Most people won’t have a problem with disclosing such information, especially if you ask them for a price range.

As you have now researched the proposed selling price of your horse, you should be confident selling your horse for the set amount. With this in mind, be prepared to negotiate a little for the final selling price. This negotiation may stem from an issue arising in a veterinary check, or simply some concerns the purchasers may have. Completing the sale in an effective, confident manner will ensure that both parties walk away satisfied.

Not all transactions are successful. You may have sold the horse, banked the cheque and spent the money, however if the new owners of the horse are unhappy with the performance, then you might like to step in and help. This would be an incredibly moral act as you don’t have an investment in the combination…. Or do you?

Word of mouth is the best advertising by far. If the new owners have encountered a problem with the horse, why not offer to help them out? Maybe you help them out by recommending they try something different? Maybe its by giving them some assistance at one point? Or maybe its by a totally different method, but the principal is the same – differentiate yourself from everyone else with superior after-sales-service!

Buying and selling horses can be enjoyable when done well. Keep yourself focused on your long term goal and don’t jeopardize your reputation by acting dishonestly. Enjoy your negotiation and remember to look after your clients.

1. Be confident in what you are selling. If there are any uncertainties in respect to vices or your feeling as to suitability, then advise the clients appropriately.
2. Analyze the market in respect to pricing – not just what the advertised price of a horse is, but the actual sale price. This is important as it sets a benchmark for you to work from.
3. Be prepared to negotiate a little – It gives the purchaser a feeling of achievement when you accept an offer
4. Remember that it’s better to sell a horse for slightly less money today than the same money in six months time!
5. Its important to make the process enjoyable for the purchasers. Don’t pressure them into making quick decisions, rather encourage them to see the bonuses of owning your horse!