When I posted this anonymous quote, “I like compliments but I prefer cash” it received a whole lot of “likes” on the Artists Who THRIVE Facebook fan page.
Why? Because most artists can relate to this sentiment. Before I received Sandler sales training this dynamic used to really frustrate me. I’d think, “If you love the painting so much, and since you’ve been talking to me for over an hour, why the heck don’t you buy it!”
That was before I knew how to take control and qualify a sales prospect. Before this, they were in control and I was ruled by the tyranny of hope that they would buy from me. Now I know to start probing earlier in the conversation with “test close” questions like:
· “Tell me about your art collection?”
· “What rooms in your home or office would benefit from a piece of original art?”
· “Would you like to take this painting home today?”
Notice that each question gets increasingly direct and to the point. Do you want it?
We all admire things that we can’t have or that we are just not prepared to buy. I had the money to purchase the hand crafted yellow pearl diamond earrings that I was admiring last weekend from the jeweler at the Sausalito Art Fair last week.
And I could have justified this purchase. I have been longing for the right pearl earrings since I saw Dutch painter Johannes Vermeer’s masterworks “The Girl with the Pearl Earring” and it was my birthday yesterday.
But I have higher priorities for $3400 right now, regardless of the jeweler’s desires and needs for my money.
The lesson. If someone is genuinely admiring your work but they don’t buy, don’t take it personally. This is one of the four principles of the Four Agreements by Don Miguel Ruiz.
Did you enjoy this article?
I understand you now. Thanks Ann.
Don’t rush establishing rapport.
Thanks for answering Ann but I don’t understand. Don’t rush establishing rapport, or rush asking qualifying questions?
As soon as you have established a rapport, don’t rush this, start qualifying prospects.
Great post Ann. Artists who want to sell their artwork just cannot take someone not buying their artwork personally. It would take too great a toll on the psyche! I view each interaction with a person viewing my art as an opportunity for them to buy- maybe not at the moment but maybe sometime in the future. And even if they don’t buy, it’s also a chance to ask them to refer to me to people they know who might be interested in my work. (which I know you do too).
I do have a question for you. At what point in the conversation do you start qualifying people? Thanks.