The galleries that continue to do well -- despite economic turns -- are those that are committed to ongoing training. If you want your business to succeed, you need to remember that there is only one thing between your customer and the sale -- the salesperson. It doesn't matter how wonderful the art is, it won't sell itself.
Our seminar addresses selling challenges which are specific to the art gallery industry. How to sell artwork. Not widgets. Not cars. Not pharmaceuticals. Selling artwork is different than selling widgets.
This workshop will create a program of continuity and a linear, logical approach to selling artwork which enables your salesperson to successfully make a case for why your customer should buy from you today. Not later. Not tomorrow. Today.
We focus on how to create a favorable buying decision while staying within the boundaries of ethics and honor. We do NOT teach your salespeople how to eat raw meat for breakfast. If you are in the market for predatory, manipulative sales techniques, we are not your best choice.
THE SEMINAR SYLLABUS
  • The greeting
  • Gaining rapport
  • Creating confidence
  • Earning the right to sell
  • Creating the 'collecting' consciousness
  • Creating a compelling presentation
  • Presentation delivery skills
  • Viewing room concepts
  • Working the Sales floor during an opening
  • How to make fluid TO's
  • Getting the customer into a viewing room
  • Platform selling skills
  • Viewing room concepts
  • Closing the sale
  • Trial closing, pre-emptive closing final closing
  • Follow up
  • Creating solutions for objections
  • Farming, prospecting
  • Discount negotiations
  • Packaging, upselling, secondary selling
  • Creating continuity in the sale team