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Home | Sales Skills
 
Sales Skills

Equine Business Sales Success

"Internalize the Golden Rule of sales that says: All things being equal, people will do business with, and refer business to, those people they know, like and trust."
- Bob Burg

Whether you are actively involved buying and selling horses for your self and your customers or you simply want to grow your customer base, developing

In this department you will find articles, tools and videos to help you better understand and improve your sales process and boost your sales.

good sales skills is essential for your success. 

15 Ways to Improve Your Customers' Horse Buying Experience
15 Ways to Improve Your Customers' Horse Buying Experience Want to sell more horses? Improve your customers buying experience. Buyers tend to experience high stress levels when making a buying decision, high stress levels negativley impact decision making. By following these guidlines you can help buyers feel more at ease and help them to . . . More
WEBINAR REPLAY!- Smart Sales Skills For Horse Professionals
WEBINAR REPLAY!- Smart Sales Skills For Horse Professionals Whether you are actively selling horses or simply want to grow your customer base, understanding the sales process is essential for your success. During this seminar, professional sales coach, Jeff Johnson will explain the key principles behind making "the sale" and share techniques for improving your own sales skills. This webinar "translates" top mainstream sales practices into sensible applications for your horse business. . . . More
Members Session - Getting the Customers You Want - Qualifying Equestrian Leads: Time Saving, Profit Generating Tips
Members Session -  Getting the Customers You Want - Qualifying Equestrian Leads: Time Saving, Profit Generating Tips Sales success often comes down to timing and fit. Not every customer is a good fit for your business (or horse) and even if they are, they may not be ready to make a decision. If you are not sure where the customer stands, its hard to make the next move. This session will teach you how to identify the best customers and when they are ready to buy. These skills will not only increase your confidence (and success rate) they will improve your customers buying experience. . . . More
Horse Sales Calculator
Horse Sales Calculator Buying and selling horses can be complicated. Many things go into the decision making process - talent, suitability, emotions, timing, marketing and more. With all this going on it's easy to lose track of the financial piece. Use this calculator to help you price sales horses, do projections on prospects, identify peak value and the best time to sell. . . . More
How Can an Equine Escrow Company Help You?
By Jill R. Elsey, Attorney At Law
When it comes to business transactions regarding the sale of a horse, especially those that encompass large sums of money, the proverbial handshake just isn't enough. Protection for both the buyer and seller, along with trainers and agents, requires a more thorough documentation process. . . . More
Equine Syndicates, Partnerships and Private Sponsorships - How Can They Benefit Your Career?
Elisabeth McMillan
Equine Syndicates, Partnerships and Private Sponsorships - How Can They Benefit Your Career? Syndicates and partnerships have long been a part of the racing world. Today, with the costs involved in purchasing and developing top level competition horses, equine syndicates and partnerships are becoming more popular in all disciplines, particularly show jumping, eventing and dressage. . . . More
Horse Business Features vs. Client Benefits Are you Making this Costly Mistake?
Elisabeth McMillan
Horse Business Features vs. Client Benefits Are you Making this Costly Mistake? The difference between "Features" and "Benefits" is one of the most important concepts to understand in order to make your horse business more profitable. Unfortunately, this critical business concept is often overlooked or misunderstood. As a business owner, you build features into the products or services that you offer so that you can sell the benefits. In other words, clients "buy" benefits not features. Because the client buys the benefit rather than the feature, it is important . . . More
How Much Horse Business is Lost Through Lack of Follow Up?
Elisabeth McMillan
How Much Horse Business is Lost Through Lack of Follow Up? It has been estimated by marketing guru, Jay Conrad Levinson that nearly 68% of mainstream business that is lost, is lost due to lack of a proper follow up. And while this number already seems quite substantial - it may be even higher for horse businesses. . . . More
Make Your Sale Horse Shine! - First Impression Insights From a Potential Buyer
Andrea Monsarrat Waldo
Make Your Sale Horse Shine! - First Impression Insights From a Potential Buyer You have a horse for sale and you think he's fabulous. But in the world of Equine.com and Facebook, how do you make yours stand out from the rest? You'd be surprised at how low-tech the answers can be. Advertising, training, competition record, fancy movement, breeding--all of these are significant. But there are seemingly small but equally important details that can make or break a sale . . . More
Questions for an Equine Law Practitioner - Avoiding Liability When Selling a Problem Horse
Julie I. Fershtman, Attorney at Law
Questions for an Equine Law Practitioner -
Avoiding Liability When Selling a Problem Horse Dear Ms. Fershtman: My gelding is a champion show horse. I have to admit, he's pretty dangerous. He needs the most experienced of handlers. He's sometimes charged after the people who enter his stall. He's tried to kick. He pins his ears. Nobody has been hurt yet. Can I sell . . . More
Selling a Horse on Installment Payments? Know the Pitfalls Before You Leap
by Julie I. Fershtman, Attorney at Law
Selling a Horse on Installment Payments? Know the Pitfalls Before You Leap Whether you are a lending institution or a horse seller, the business of extending credit can be risky. The horse seller, the bank, and the credit card company have much in common when they agree to extend financing to someone -- all of them are undertaking a risk that the buyer will make payments faithfully and honor all obligations. But that is where the similarities end. . . . More
The Top 10 Sales Mistakes Horse People Make & How to Fix Them
E. McMillan
Good salesmanship is an art and a pleasure to experience. Poor salemanship is like listening to someone elses kid learn how to play the drums - not an expereince you'd like to repeat! Find out if your sales techniques make you a maestro or a menace? . . . More
Horse Business Newsletter: Understanding Buyer Psychology Means More Horse Sales Success
Elisabeth McMillan
Horse Business Newsletter: Understanding Buyer Psychology Means More Horse Sales Success Whether you run a large scale sales horse barn, breed, train or ride - most equestrian professionals are involved in the sales process. Even the trainer representing the buyer will often find themselves in a selling position when they suggest their client purchase one horse over another. And while this article focuses on selling horses, the principles contained in it also apply to selling services like boarding, training, breedings and lessons. Basically no matter what type of horse . . . More
Horse Bill of Sale - Example
This Sample Bill of Sale is for a very simple straight forward sale. As with any legal documment you should have your lawyer review it to be sure it is suitable for your needs. . . . More
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