1) You should try and maintain control over how many works of art a customer is looking at, at any given point in the presentation. Bear in mind, too, that a work of art should not be brought into the viewing room on a whim. Anything that is in the viewing room SHOULD HAVE BEEN carefully qualified before hand.

Customers will often say, “Can I see the other one, too?” At which point the salesperson should say something like, “Certainly,” as she is grabbing the art from the wall and removing it from the room. Will they object? Sure. Will they say, “Wait, I want to see them together.” At which point we ask, “Oh, were you thinking of taking them both? Because otherwise, it’s a bad idea to try and evaluate how you feel about a work of art by seeing it against another. Better that you see them alone, on their own merits, in the best possible environment.

It’s trick, and sometimes., they’ll over rule you. But best practise is to have one work of art in the room at a time.

2) Here’s an ed on focusing a customer — http://www.toddbinghamfineart.com/blog/?p=195#more-195. Also, see my book, “The Yes Train,” for some help in focusing a customer.

But in the end, it sounds like you need some work on gaining and keeping control over the interaction. If you let the customer lead you around, by the nose, they will.

Get used to using the phrase, “Let me ask you, Mr. Customer, which of these do you like best so far? Just out of curiosity.” Whichever one(s) he doesn’t choose, remove from the viewing room and return to you prepared presentation. Don’t ask permission.

good luck!