Books by Todd Bingham

Each article from the book, "The Ten Minute Sales Trainer" is available as a single download.

Look over the article/chapter titles in the list below; check the coresponding box for each article you would like; fill in your personal information at the bottom of this page;

(NOTE: We apologize, but if you want articles from both volumes, you'll have to fill out the personal info form at the bottom of each page.....sorry)

Once your order is processed, we will return an email to you with the specific download links for each article as A DOWNLOADABLE DIGITAL PDF DOCUMENT

PLEASE NOTE!! WE HAVE A THREE ARTICLE MINIMUM: ONLY THREE BUCKS EACH!!

'SELL' Is Not A Four Letter Word

"...one of the most frequent obstacles I encounter (in sales training) is the salesperson's mindset...do they have some 'opinion' about selling?..."

Everybody's In Sales. Even Non-selling Personnel

"...everyone in your company will affect your sales to one degree or another. Even the shipper....everyone should be made to understand that..."

Increase Framing Ticket Frequency & Size by 'Selling'?

"..you shouldn't have to 'sell' framing, right?...the customer should just be able to walk up to a framing design counter, point to the frame he wants and that's it..it just doesn't work that way, does it?.."

Discounting: Who Does the Negotating?

"...I recommend you make it a policy that no one but the gallery director should discuss discounting..."

Discount Create Backdraft From Consumer to Artist

"...what is it about the art gallery business and discounting? Can you imagine if you said to your dentist, 'yeah, great work, Doc. What's your best price on this?..."

The Conditional Sale

"...well, the customer says he wants it, except (insert objection here)..."

The Rejection Factor

"...you hire a salesperson who knocks 'em dead for three months.....then suddenly, that stellar sales person's sales begin to fall off..."

The Mysterious Ingredient to the Successful Sale

"...a customer came into the gallery and fell in love with a work of art...we're talking passionate!...but was unable to make a decision and left without buying it. She bought it somewhere else .."

Compeition is Good; Competition is Healthy

" when we operate from abundance and sharing we create more abundance. When we operate from scarcity, we create scarcity....”

Preventing Job Burn-out

"...selling is hard. Really hard...it ain't for the faint ..how do we keep excited about it?..."

Why Don't Frameshops Have Viewing Rooms?

"..sometimes the conventional method of doing something becomes just that—conventional..."

Viewing Rooms—How Are They Viewed?

"...in the art gallery business an issue which is loaded with controversy and hotly debated is the viewing room...closing rooms...the killing floor?...should you have one?..."

Is Selling Sculpture Different than Selling Flat Art?

"...they say that if you can sell widgets you can sell anything...it would follow that that statement would have to apply to flat art and sculpture, right?..."

The Barnum and Bailey of Selling Art

"... if people don't need art, what makes 'em buy it? .."

Balancing a Customer's Ideas With Good Frame Design

"...I have often wondered what the result might be of a study focused on the number of customers who enter a frameshop with something to be framed, and leave without having placed an order...?"

How Does Our Typical Customer Behave?

"...in sellling artwork, in selling anything, we will only achieve our objectives if we know about what we're selling and to whom we're selling it..."

The Venerable T.O. Matches Salespeople To Customers

"...in large galleries all across America, it happens: the mismatching of salesperson to customer...often it goes unnoticed..."

Closing the Sale with Framing

"...a sales mentor of mine once told me, 'Bingham, once the customer starts talking about framing, she owns it..."

The Artist's Opening: Hosting a Sale not a Freebie

"...at an artist's opening, there are certain activiities necessary that will optimize your sales potential on the Big Night......"

Art Salespeople: Okay No More Mr. Nice Guy!

"...salespeople need their skills honed and polished to close the challenging deals with those not-so-easy-to-deal-with customers....."

Show and Sell: Hosting an Artist's Opening

"... The viewing room can be the biggest bone of contention betweeen salepeople on the Big Night.’"

Display art: Does It Matter Where You Put It?

" ...One of the things an artist does not do well is hang his own artwork..."

Is Selling to Couples—Same or Different

"..in selling, there is something to be learned from the con man..."

Retail Customers: Who Are They?

"...as salespeople, what is our agenda? What if selling involved something unethical?..."

Getting up for Selling : Motivation?

"...I"m continually pointing out the burnout factor to gallery owners..be alert..."


Instructions:	Each article from the book, "The Ten Minute Sales Trainer" is available as a single download. Look over the article/chapter titles in the list below; check the coresponding box for each article you would like; fill in your personal information at the bottom of this page; (NOTE: We apologize, but if you want articles from both volumes, you'll have to fill out the personal info form at the bottom of each page.....sorry) Once your order is processed, we will return an email to you with the specific download links for each article as A DOWNLOADABLE DIGITAL PDF DOCUMENT PLEASE NOTE!! WE HAVE A THREE ARTICLE MINIMUM: ONLY THREE BUCKS EACH!!

Article One	'SELL' Is Not A Four Letter Word "...one of the most frequent obstacles I encounter (in sales training) is the salesperson's mindset...do they have some 'opinion' about selling?..."
Article Two	Everybody's In Sales. Even Non-selling Personnel "...everyone in your company will affect your sales to one degree or another. Even the shipper....everyone should be made to understand that..."
Article Three	Increase Framing Ticket Frequency & Size by 'Selling'? "..you shouldn't have to 'sell' framing, right?...the customer should just be able to walk up to a framing design counter, point to the frame he wants and that's it..it just doesn't work that way, does it?.."
Article Four	Discounting: Who Does the Negotating? "...I recommend you make it a policy that no one but the gallery director should discuss discounting..."
Article Five	Discount Create Backdraft From Consumer to Artist "...what is it about the art gallery business and discounting? Can you imagine if you said to your dentist, 'yeah, great work, Doc. What's your best price on this?..."
Article Six	The Conditional Sale "...well, the customer says he wants it, except (insert objection here)..."
Article Seven	The Rejection Factor "...you hire a salesperson who knocks 'em dead for three months.....then suddenly, that stellar sales person's sales begin to fall off..."
Article Eight	The Mysterious Ingredient to the Successful Sale "...a customer came into the gallery and fell in love with a work of art...we're talking passionate!...but was unable to make a decision and left without buying it. She bought it somewhere else .."
Article Nine	Compeition is Good; Competition is Healthy " when we operate from abundance and sharing we create more abundance. When we operate from scarcity, we create scarcity....”
Article Ten	Preventing Job Burn-out "...selling is hard. Really hard...it ain't for the faint ..how do we keep excited about it?..."
Article Eleven	Why Don't Frameshops Have Viewing Rooms? "..sometimes the conventional method of doing something becomes just that—conventional..."
Article Twelve	Viewing Rooms—How Are They Viewed? "...in the art gallery business an issue which is loaded with controversy and hotly debated is the viewing room...closing rooms...the killing floor?...should you have one?..."
Article Thirteen	Is Selling Sculpture Different than Selling Flat Art? "...they say that if you can sell widgets you can sell anything...it would follow that that statement would have to apply to flat art and sculpture, right?..."
Article Fourteen	The Barnum and Bailey of Selling Art "... if people don't need art, what makes 'em buy it? .."
Article Fifteen	Balancing a Customer's Ideas With Good Frame Design "...I have often wondered what the result might be of a study focused on the number of customers who enter a frameshop with something to be framed, and leave without having placed an order...?"
Article Sixteen	How Does Our Typical Customer Behave? "...in sellling artwork, in selling anything, we will only achieve our objectives if we know about what we're selling and to whom we're selling it..."
Article Seventeen	The Venerable T.O. Matches Salespeople To Customers "...in large galleries all across America, it happens: the mismatching of salesperson to customer...often it goes unnoticed..."
Article Eighteen	Closing the Sale with Framing "...a sales mentor of mine once told me, 'Bingham, once the customer starts talking about framing, she owns it..."
Article Nineteen	The Artist's Opening: Hosting a Sale not a Freebie "...at an artist's opening, there are certain activiities necessary that will optimize your sales potential on the Big Night......"
Article Twenty	Art Salespeople: Okay No More Mr. Nice Guy! "...salespeople need their skills honed and polished to close the challenging deals with those not-so-easy-to-deal-with customers....."
Article Twenty One	When Bad Things Happen to Good Art Dealers "...if you feel it's too much trouble to train your salespeople so you know what they're saying to customers, think again..."
Article Twenty Two	Show and Sell: Hosting an Artist's Opening "... The viewing room can be the biggest bone of contention betweeen salepeople on the Big Night.’"
Article Twenty Three	Display art: Does It Matter Where You Put It? " ...One of the things an artist does not do well is hang his own artwork..."
Article Twenty Four	Is Selling to Couples—Same or Different "..in selling, there is something to be learned from the con man..."
Article Twenty Five	Retail Customers: Who Are They? "...as salespeople, what is our agenda? What if selling involved something unethical?..."
Article Twenty Six	Getting up for Selling : Motivation? "...I"m continually pointing out the burnout factor to gallery owners..be alert..."
Article Twenty Seven	Retail Customers: Who Are They II? "....customers are not just obstacles to successful sales. I believe that customers who are walking in our doors are just us in different clothing..."
Article Twenty Eight	Selling Sculpture in a Home Show "...I'll be honest, as a salesperson the last thing I ever wantd to do was volunteer to bring a 90 pound sculpture out to the customer's house..."
Article Twenty Nine	Moving Sculpture to Sell it? Why Would You Do That? "...One of the more subtle and insidious (obstacles to sales) is the tendency on the part of customer and salesperson alike to regard sculpture as “part of the decor,” rather than the product offering..."
Article Thirty	TAKING (YET ANOTHER) LOOK AT CLOSING "...When I do consulting work for dealers, I will often arrive in a gallery and ask the client in what area they feel the sales staff needs the most amount of emphasis, and guess what they say? Sure, closing..."
Article Thirty One	IF YOU HAVE A FRAMESHOP SHOULD YOU SELL ART, TOO? "...I’m going to give you fifteen or twenty reasons why, as a framing retailer, you should expand your merchandise mix to include artwork, (if you haven’t already)..."
Article Thirty Two	Publisher and Retailer: The Ideal Relationship "...from the standpoint of sales, the relationship between publisher and retailer can vacillate between vastly disparate poles: from having no relationship at all, to working closely together hand-in-hand..."
Article Thirty Three	FARMING: SOMETHING TO DO WITH AGRONOMICS? " ...I’ve talked to art dealers who do not know what a farming call is. “‘Farming?’ You mean, “‘framing?’” they ask, thinking that I must have just misspelled it. No, not framing. Farming..."
Article Thirty Four	THAT’S WHAT HAPPENS WHEN YOU ASSUME! "...A fundamental process that is absolutely essential in selling. Especially these days, when selling art is getting, well...challenging!..."
Article Thirty Five	SELLING SCULPTURE TO FLAT ART BUYERS "...I don’t believe that the challenge of presenting a sculpture to a first-time sculpture buyer is any different than presenting a print or original to a first-time flat-art buyer..."
Article Thirty Six	WHY PEOPLE BUY ART: A BENCHMARK IN THEIR LIFE ..."I maintain one indelible truth about art: even though they might not have thought so at the time, the acquisition of a work of art for most collectors represents a high mark for them. A benchmark..."


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Instructions:

Each article from the book, "The Ten Minute Sales Trainer" is available as a single download.

Look over the article/chapter titles in the list below; check the coresponding box for each article you would like; fill in your personal information at the bottom of this page;

(NOTE: We apologize, but if you want articles from both volumes, you'll have to fill out the personal info form at the bottom of each page.....sorry)

Once your order is processed, we will return an email to you with the specific download links for each article as A DOWNLOADABLE DIGITAL PDF DOCUMENT PLEASE NOTE!! WE HAVE A THREE ARTICLE MINIMUM: ONLY THREE BUCKS EACH!!

Article One

'SELL' Is Not A Four Letter Word

"...one of the most frequent obstacles I encounter (in sales training) is the salesperson's mindset...do they have some 'opinion' about selling?..."

Article Two

Everybody's In Sales. Even Non-selling Personnel

"...everyone in your company will affect your sales to one degree or another. Even the shipper....everyone should be made to understand that..."

Article Three

Increase Framing Ticket Frequency & Size by 'Selling'?

"..you shouldn't have to 'sell' framing, right?...the customer should just be able to walk up to a framing design counter, point to the frame he wants and that's it..it just doesn't work that way, does it?.."

Article Four

Discounting: Who Does the Negotating?

"...I recommend you make it a policy that no one but the gallery director should discuss discounting..."

Article Five

Discount Create Backdraft From Consumer to Artist

"...what is it about the art gallery business and discounting? Can you imagine if you said to your dentist, 'yeah, great work, Doc. What's your best price on this?..."

Article Six

The Conditional Sale

"...well, the customer says he wants it, except (insert objection here)..."

Article Seven

The Rejection Factor

"...you hire a salesperson who knocks 'em dead for three months.....then suddenly, that stellar sales person's sales begin to fall off..."

Article Eight

The Mysterious Ingredient to the Successful Sale

"...a customer came into the gallery and fell in love with a work of art...we're talking passionate!...but was unable to make a decision and left without buying it. She bought it somewhere else .."

Article Nine

Compeition is Good; Competition is Healthy

" when we operate from abundance and sharing we create more abundance. When we operate from scarcity, we create scarcity....”

Article Ten

Preventing Job Burn-out

"...selling is hard. Really hard...it ain't for the faint ..how do we keep excited about it?..."

Article Eleven

Why Don't Frameshops Have Viewing Rooms?

"..sometimes the conventional method of doing something becomes just that—conventional..."

Article Twelve

Viewing Rooms—How Are They Viewed?

"...in the art gallery business an issue which is loaded with controversy and hotly debated is the viewing room...closing rooms...the killing floor?...should you have one?..."

Article Thirteen

Is Selling Sculpture Different than Selling Flat Art?

"...they say that if you can sell widgets you can sell anything...it would follow that that statement would have to apply to flat art and sculpture, right?..."

Article Fourteen

The Barnum and Bailey of Selling Art

"... if people don't need art, what makes 'em buy it? .."

Article Fifteen

Balancing a Customer's Ideas With Good Frame Design

"...I have often wondered what the result might be of a study focused on the number of customers who enter a frameshop with something to be framed, and leave without having placed an order...?"

Article Sixteen

How Does Our Typical Customer Behave?

"...in sellling artwork, in selling anything, we will only achieve our objectives if we know about what we're selling and to whom we're selling it..."

Article Seventeen

The Venerable T.O. Matches Salespeople To Customers

"...in large galleries all across America, it happens: the mismatching of salesperson to customer...often it goes unnoticed..."

Article Eighteen

Closing the Sale with Framing

"...a sales mentor of mine once told me, 'Bingham, once the customer starts talking about framing, she owns it..."

Article Nineteen

The Artist's Opening: Hosting a Sale not a Freebie

"...at an artist's opening, there are certain activiities necessary that will optimize your sales potential on the Big Night......"

Article Twenty

Art Salespeople: Okay No More Mr. Nice Guy!

"...salespeople need their skills honed and polished to close the challenging deals with those not-so-easy-to-deal-with customers....."

Article Twenty One

When Bad Things Happen to Good Art Dealers

"...if you feel it's too much trouble to train your salespeople so you know what they're saying to customers, think again..."

Article Twenty Two

Show and Sell: Hosting an Artist's Opening

"... The viewing room can be the biggest bone of contention betweeen salepeople on the Big Night.’"

Article Twenty Three

Display art: Does It Matter Where You Put It?

" ...One of the things an artist does not do well is hang his own artwork..."

Article Twenty Four

Is Selling to Couples—Same or Different

"..in selling, there is something to be learned from the con man..."

Article Twenty Five

Retail Customers: Who Are They?

"...as salespeople, what is our agenda? What if selling involved something unethical?..."

Once your order is processed, we will return an email to you with the specific download links for each article as A DOWNLOADABLE DIGITAL PDF DOCUMENT

PLEASE NOTE!! WE HAVE A THREE ARTICLE MINIMUM: ONLY THREE BUCKS EACH!!

Article
Thirteen

Article
Fourteen

Article
Fifteen

Article
Sixteen

Article
Seventeen

Article
Eighteen

Article
Nineteen

Article
Twenty

Article
Twenty One

Article
Twenty Two

Article
Twenty Three

Article
Twenty Four

Article
Twenty Five

Article
Twenty Six

Article
Twenty Seven

Article
Twenty Eight

Article
Twenty Nine

Article
Thirty

Article
Thirty One

Article
Thirty Two

Article
Thirty Three

" ...I’ve talked to art dealers who do not know what a farming call is. “‘Farming?’ You mean, “‘framing?’” they ask, thinking that I must have just misspelled it.
No, not framing. Farming..."

Article
Thirty Four

Article
Thirty Five

Article
Thirty Six