Selling Art 101, 2nd Edtion
Subtitle: The art of creative selling
Edition: 2nd edition
Publisher: Artnetwork Press
Published: September 5, 2009
Place of publication: Nevada City, CA
Language: eng
Format: Paperback
Number of pages: 192
ISBN-13: 9780940899964
Subjects: Internet - World Wide Web; Business & Economics; Reference; Business/Economics; General; Art / General; Sales & Selling - General
Description: this book is for artists, reps and galleries. For most of us the skill of selling art needs to be learned. This book provides easy-to-approach techniques that will save years of frustration. The right attitude, combined with the information in this book, will take an artists career to a new level.
Notes: 2nd edition
Table of contents: title: Chapter 1	Preparing for the Marketplace; title: Making a commitment 	14; title: Preparing to sell 	15; title: Prospecting 	16; title: The three P’s	19; title: Overcoming roadblocks	20; title: The payoffs 	24; title: Business cards 	26; title: Pricing work 	27; title: Chapter 2	Why People Buy Art; title: Motivations 	30; title: An ideal product	33; title: Chapter 3	Client Rapport; title: Attracting clients 	38; title: Keeping clients 	39; title: ABC formula	40; title: The handshake 	42; title: The hidden dimension: distance 	44; title: Tone of voice	46; title: Dress for success 	47; title: Body signals 	48; title: Chapter 4	Sales Skills; title: Four skill levels 	52; title: Chapter 5	Word Power; title: 14 power words	56; title: Negative words	61; title: Increasing your vocabulary 	62; title: Describing colors 	65; title: Describing artists 	68; title: Art jargon	70; title: Chapter 6	Phone Power; title: Using the phone	74; title: Making sales calls	77; title: Chapter 7	Listening Power; title: Ask questions	80; title: Listen	82; title: Tie-downs 	85; title: Listening skills 	87; title: The power of the pause	89; title: Stories sell 	92; title: Taking notes	93; title: Chapter 8	Connections; title: 18 ways to connect clients to the art	96; title: “Anything’s possible” mental attitude 	103; title: Chapter 9	Closing; title: Test closing	106; title: Closing a sale	108; title: The “puppy dog” close 	113; title: What selling art requires	115; title: Chapter 10	Overcoming Objections; title: Five steps to overcoming objections	120; title: Emotion vs reason	122; title: “I want to think it over”	124; title: Cost concerns	126; title: Managing common objections	128; title: Chapter 11	After the Sale; title: Referrals	136; title: Thank-you notes	138; title: Chapter 12	Sale Venues; title: Art fairs	142; title: Open studios 	144; title: The viewing room 	149; title: Networking 	150; title: Gallery floor selling	152; title: International sales	156; title: Chapter 13	Setting Sales Goals; title: Have a successful attitude	160; title: Write down your goals 	161; title: Chapter 14	Personal Psychology; title: Handling rejection	168; title: Chapter 15	Selling Art in Any Economy; title: Gallery selling 	174; title: Trading and bartering art 	176; title: Chapter 16	Finding an Art Gallery; title: Selecting a gallery	180; title: Courting a gallery	181; title: Chapter 17	Resources; title: Rental-lease agreement 	184; title: Client profile chart 	185; title: Client information sheet 	186; title: Communication log 	187