Table of Contents
| Chapter 1 |
Preparing for the Marketplace |
| |
Making a commitment
Preparing to sell
Prospecting
The three P's
Overcoming roadblocks
The payoffs
|
| Chapter 2 |
Why People Buy Art |
| |
Motivations
An ideal product
|
| Chapter 3 |
Client Rapport |
| |
Attracting and keeping clients
Three-part formula
The handshake
The hidden dimension: distance
Tone of voice
Dress for success
|
| Chapter 4 |
Sales Skills |
| |
Four skill levels
|
| Chapter 5 |
Word Power |
| |
14 power words
Negative words
Increasing your vocabulary
Describing colors
Describing artists
|
| Chapter 6 |
Phone Power |
|
Using the phone
Making sales calls
|
| Chapter 7 |
Listening Power |
| |
Ask questions
Listen
Tie-downs
Listening skills
The power of the pause
Stories sell
|
| Chapter 8 |
Connectors |
| |
18 ways to connect with clients
Handling rejection
|
| Chapter 9 |
Closing |
| |
Test closing
Closing a sale
The puppy dog close
What selling art requires
|
| Chapter 10 |
Overcoming Objections |
| |
Five steps to overcoming objections
Emotion vs reason
I want to think it over
Cost concerns
Managing common objections
|
| Chapter 11 |
After the Sale |
| |
Referrals
Thank-you notes
|
| Chapter 12 |
Sale Venues |
| |
Art fairs
Open studios
The viewing room
Networking
Gallery floor selling
|
| Chapter 13 |
Setting Sales Goals |
| |
Successful attitude
|
| Chapter 14 |
Resources |
| |
"How To" list
Client profile
Client information sheet
Telephone log
|
