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A Manual For Art Sales - Fundamental Sales Methodologies for Selling Art in Any Context
This book has beginnings as far back as 1985. It was first published by Art Business News in 1995. Since 1998, in association with Art World News the book has been published and distributed by TBFA and we are proud (and amazed) to say we have sold & shipped this book to clients in SIXTEEN DIFFERENT COUNTRIES. "A Manual For Art Sales" covers the basic sales interaction between a salesperson and a customer from the moment of the greeting through the close of the sale. A firm basic foundation for any art salesperson! Even and especially, those jaded veterans. This book offers a linear, logical progression in the presentation and closing of an art sale.
Book is available three ways: 1) as a soft-cover, bound book, 2) a digital eBook--read onscreen ONLY, 3) a high resolution 'printable' PDF download file (we will send the PDF link to you via email after PayPal notifies us). Our printed, spiral bound NEW WORKBOOK, contains extra pages with questions about each chapter and a place for written notes. It is only $35 plus s/h. Also available as a spoken word audio series.)
New to art sales? This is how the pros do it! Want to increase your potential? This is what you need to know!
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Painting the Picture -- Creating the Art Sales Presentation
From Todd: "I started on Painting the Picture because of the dealer requests I got for help in creating a compelling and exciting sales presentation. In my previous books, I had advised against handing a salesperson a written presentation because my experience was that they would only repeat it in front of a yawning customer and create sleep -- not sales. I started to see that salespeople and sales managers alike could use help with basic platform selling skills, techniques and methods for composing their own fabulously interesting presentations which would help move the customer to the place where we would like them -- which is the brink of a favorable buying decision.
Book is available three ways: 1) as a soft-cover, bound book, 2) a digital eBook--read onscreen ONLY, 3) a 'printable' high resolution PDF download file (we will send the PDF link to you via email after PayPal notifies us). Our printed, spiral bound NEW WORKBOOK, contains extra pages with questions about each chapter and a place for written notes. It is only $35 plus s/h. Also available as a spoken word audio series.)
This book will give you the tools you need to compose irresistible sales presentations for any work of art, any artist.
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The Yes Train -- Industrial Strength Techniques for Closing the Sale
"These tools were developed over 30 years
of
studying this gnarly concept: Closing the Sale. Far and away the most misunderstood, abused, and
underestimated part of selling. This book is all about one thing: CLOSING THE SALE. With industrial
strength techniques -- meaning, this is how the professionals in our industry do it. This book
will dissect the process, evaluate what is useful and what works against you and teach you how
to be your own 'closing coach' so you know the most appropriate method for closing each and every
individual sale—because even though it's the same activity each time, every sale is different.
Each customer is different.
Book is available three ways: 1) as a soft-cover, bound book, 2) a digital eBook--read onscreen ONLY, 3) a high resolution 'printable' PDF download file (we will send the PDF link to you via email after PayPal notifies us). Our printed, spiral bound NEW WORKBOOK, contains extra pages with questions about each chapter and a place for written notes. It is only $35 plus s/h. Also available as a spoken word audio series.)
"The Yes Train" will optimize your potential to close every sale.
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The Personality Paradigm -- Retail Customers: How Do They Act? What Do They Want?
"If you're saying the same things about the same art to whomever comes into your place of business, you are seriously limiting your possibilities. Each customer has a specific behavioral or "personality" style that they use. Personality styles are recognizable and can be predictable. Statements of 'benefits' don't resonate the same way with all customers. The professional salesperson will tailor his or her presentation and interaction such that it will have the greatest possible impact on that specific customer. (Available as a perfect bound, printed book at $50.00; in the new, workbook format at $35.00; a 'printable' PDF download, also at $35.00; as well as an eBook in PDF format, READ ONLY, $25.00. Also available as a spoken word audio series.)
This book is not for beginners. It's for those who have been selling for awhile and who want to expand their view of the art customer and what makes 'em tick.
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Increasing Your Art and Framing Sales -- Sales Management, Marketing, Sales Promotion for the Art and Framing Industry
This book examines the more sophisticated areas of art sales such as viewing room techniques, tandem selling and T.O.s. (Don't know what a T.O. is? Okay, you need this book). There is quite a bit on hiring, training and teaching sales staff to sell; more on sales management and motivation, prospecting and farming. It examines nearly every aspect of running a retail art gallery business (such as openings, PA's, display merchandising, etc.) all from the standpoint of the sale. It all stems from the sale, anyway; without sales, there is no gallery. We've sold this book to gallery owners, publishers, framers and salespeople. Even (to their credit) artists who, rightly, just want to know what makes a gallery work so they can deal with them better. (Available ONLY as a full length book or eBook in PDF format (we will send the PDF to you via email after PayPal notifies us), $50.00, $35.00)
This book will give you an eye-opener about how the average commercial art gallery works and better equip you to compete.
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Hiring and Training Art Salespeople
This material has been assembled from a wide array of my materials and experience over the last 30 years. It reinforces much of what was discussed in my third book, "Increasing your Art and Framing Sales." I felt that a focus on the challenge of finding and keeping our salespeople would be a welcome addition to our library of Audio sales training workshops. (Available as AUDIO files only. 3 CD set, $40.00; Download now only $29.00)
This audio training series contains advice, wisdom and direction on hiring (and keeping) racehorse salespeople.
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