Books by Todd Bingham


Instructions:	Each article from the book, "The Ten Minute Sales Trainer 2" 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 ARTCLE MINIMUM. ONLY THREE BUCKS EACH!!

Article One	How Do Our Customers Behave? "...In selling 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 Two	The Framing Customer's Mindset "...I wonder...what the results might be of a study focused on the number of customers who enter a frame shop with a work of art under their arms to be framed...and leave without placing an order..."
Article Three	What To Do With All These Personalities Our Customers Have? "...when a customer comes into our place of business, they have chosen a style of behavior to exhibit..."
Article Four	Taking Another Look At Closing "...I try to provide material in response to what people say they want. And what we all want is to close sales..."
Article Five	Using Technology to Sell in a Gallery? "...I feel I’ve also kept up with technology as it’s impacted our business and I still have the same opinion: people want to buy art from other people..."
Article Six	The Viewing Room Issue Revisited "...I routinely get emails or letters confirming my theories that the use of viewing rooms puts dollars to the bottom line..."
Article Seven	Retail Customers -- Who Are They? Part One "...as a sales trainer, I have concluded that one of the biggest obstacles to sucessful sales is the belief that the customer is a separate and distinctly objectionable aspect to our business lives..."
Article Eight	Retail Customers -- Who Are They? Part Two "...if we present our wares to all of them in the same manner, stating our case exactly the same way every time will fall on at least some deaf ears, just by sheer percentages..."
Article Nine	Framing Fiasco Fuels Firestorm “Bingham, I need a favor...” (Uh, oh) “...one of my customers just called to say a print of yours that she purchased from us has been damaged.”
Article Ten	Why Should we All Say the Same Thing? "When I do sales training for a specific company, among the recommendations I make is usually this one: write out a sales manual, particularized to your business’ circumstances..."
Article Eleven	COMMISSION BREATH — LISTERENE FOR THE SOUL? "...It is quite a daunting task to succeed in convincing some veteran salespeople to come around to the concept of working as a team..."
Article Twelve	Case Study #3 — Retailer in Peril "The first thing I noticed when I entered the gallery was the back wall. Actually, I could see that and everything else in the entire gallery from the doorway..."
Article Thirteen	Never Carry Business Cards ..."That’s it. Just toss them straight up, allowing them to flutter to earth, in any random manner..."
Article Fourteen	The Best Way To Display Sculpture? "...Customers need a “Wow zone”. They respond positively when they encounter an area at the entrance of the gallery in which they see something that stops them in their tracks .."
Article Fifteen	Discounting -- That Old Thing Again? "...Do your customers ask for discounts? Do they seem to do it even more readily than they used to? Is it even more prevalent now than ever...?"
Article Sixteen	Sale or a Discount -- What's The Difference? "...The essential problem with selling for less is that it erodes the confidence of the purchaser in both the product itself and the purveyor of the product..."
Article Seventeen	Where Can I Find A Good Salesperson? "...To state the obvious, to have good salespeople, you gotta hire ‘em first. This is one of the most trying and frustrating activities in all of business..."
Article Eighteen	The Framer's Personality "...there is a lot about the average frame shop owner’s day to day approach to customers that bears commendation. Actually, we can learn quite a bit from the framer..."
Article Nineteen	The Parable of Two Women "...As she hurried down the hall, late for her appointment, She noticed the sculpture standing at the entrance to the gallery..."
Article Twenty	Discounting — Do it? Don't do it? Part One "...My opinion is that discounting is NOT the activity of selling something for less..."
Article Twenty One	Discounting — Do it? Don't do it? Part Two "...discounting, in the near term at least, is a good thing for the artist and perhaps the publisher, but for you, the retailer? Mmm, not so much..."
Article Twenty Two	What's That They Say about "Assume"? "...There was a recent article in the business section of the newspaper which suggested that “salespeople should never assume..."
Article Twenty Three	Assumptive Selling "...This elemental aspect to selling that seems to evaporate so easily in trying times is something I call ‘assumptive selling.’"
Article Twenty Four	Is Selling Sculpture Different than Selling Flat Art? "...I’ve been challenged a couple of times on my position that presenting a sculpture to a first-time sculpture buyer is no different than that of a first time flat-art buyer..."
Article Twenty Five	Can an Artist Sell His/Her Own Work? "...one glaring truth has surfaced with some regularity: the relationship between artist and art gallery is usually very tenuous and often times short-lived..."
Article Twenty Six	Is Display Important When Selling Sculpture? "...the salesperson puts him/herself at a disadvantage if, when presenting a sculpture in a gallery setting, the work of art is not moved into a viewing room..."


Name
Company
Street
City,State, Zip
Email address:	carefully
CC number:
Expiry:

	This form will NOT debit your account. It is for data gathering only. Mo will contact you if she needs more information and will not debit your account until you have successfully downloaded the files. If you would prefer to speak to her directly, call 800/697-8935 9:00 a.m. to 5:00 p.m. PST

Instructions:

Each article from the book, "The Ten Minute Sales Trainer 2" 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 ARTCLE MINIMUM. ONLY THREE BUCKS EACH!!

Article One

How Do Our Customers Behave?

"...In selling 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 Two

The Framing Customer's Mindset

"...I wonder...what the results might be of a study focused on the number of customers who enter a frame shop with a work of art under their arms to be framed...and leave without placing an order..."

Article Three

What To Do With All These Personalities Our Customers Have?

"...when a customer comes into our place of business, they have chosen a style of behavior to exhibit..."

Article Four

Taking Another Look At Closing

"...I try to provide material in response to what people say they want. And what we all want is to close sales..."

Article Five

Using Technology to Sell in a Gallery?

"...I feel I’ve also kept up with technology as it’s impacted our business and I still have the same opinion: people want to buy art from other people..."

Article Six

The Viewing Room Issue Revisited

"...I routinely get emails or letters confirming my theories that the use of viewing rooms puts dollars to the bottom line..."

Article Seven

Retail Customers -- Who Are They? Part One

"...as a sales trainer, I have concluded that one of the biggest obstacles to sucessful sales is the belief that the customer is a separate and distinctly objectionable aspect to our business lives..."

Article Eight

Retail Customers -- Who Are They? Part Two

"...if we present our wares to all of them in the same manner, stating our case exactly the same way every time will fall on at least some deaf ears, just by sheer percentages..."

Article Nine

Framing Fiasco Fuels Firestorm

“Bingham, I need a favor...” (Uh, oh) “...one of my customers just called to say a print of yours that she purchased from us has been damaged.”

Article Ten

Why Should we All Say the Same Thing?

"When I do sales training for a specific company, among the recommendations I make is usually this one: write out a sales manual, particularized to your business’ circumstances..."

Article Eleven

COMMISSION BREATH — LISTERENE FOR THE SOUL?

"...It is quite a daunting task to succeed in convincing some veteran salespeople to come around to the concept of working as a team..."

Article Twelve

Case Study #3 — Retailer in Peril

"The first thing I noticed when I entered the gallery was the back wall. Actually, I could see that and everything else in the entire gallery from the doorway..."

Article Thirteen

Never Carry Business Cards

..."That’s it. Just toss them straight up, allowing them to flutter to earth, in any random manner..."

Article Fourteen

The Best Way To Display Sculpture?

"...Customers need a “Wow zone”. They respond positively when they encounter an area at the entrance of the gallery in which they see something that stops them in their tracks .."

Article Fifteen

Discounting -- That Old Thing Again?

"...Do your customers ask for discounts? Do they seem to do it even more readily than they used to? Is it even more prevalent now than ever...?"

Article Sixteen

Sale or a Discount -- What's The Difference?

"...The essential problem with selling for less is that it erodes the confidence of the purchaser in both the product itself and the purveyor of the product..."

Article Seventeen

Where Can I Find A Good Salesperson?

"...To state the obvious, to have good salespeople, you gotta hire ‘em first. This is one of the most trying and frustrating activities in all of business..."

Article Eighteen

The Framer's Personality

"...there is a lot about the average frame shop owner’s day to day approach to customers that bears commendation. Actually, we can learn quite a bit from the framer..."

Article Nineteen

The Parable of Two Women

"...As she hurried down the hall, late for her appointment, She noticed the sculpture standing at the entrance to the gallery..."

Article Twenty

Discounting — Do it? Don't do it? Part One

"...My opinion is that discounting is NOT the activity of selling something for less..."

Article Twenty One

Discounting — Do it? Don't do it? Part Two

"...discounting, in the near term at least, is a good thing for the artist and perhaps the publisher, but for you, the retailer? Mmm, not so much..."

Article Twenty Two

What's That They Say about "Assume"?

"...There was a recent article in the business section of the newspaper which suggested that “salespeople should never assume..."

Article Twenty Three

Assumptive Selling

"...This elemental aspect to selling that seems to evaporate so easily in trying times is something I call ‘assumptive selling.’"

Article Twenty Four

Is Selling Sculpture Different than Selling Flat Art?

"...I’ve been challenged a couple of times on my position that presenting a sculpture to a first-time sculpture buyer is no different than that of a first time flat-art buyer..."

Article Twenty Five

Can an Artist Sell His/Her Own Work?

"...one glaring truth has surfaced with some regularity: the relationship between artist and art gallery is usually very tenuous and often times short-lived..."

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 ARTCLE 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