Why buy that painting? #3



Question? Do you have a suggestion for when they are connecting emotionally with the piece but their resistance takes the form of "I don't have a space for it."?

When faced with this situation which often happens you have to remind yourself that this is an excuse, as some people are afraid to commit to the sale.
The thing to do is to ignore a comment like that and keep them focused on the painting and keep using their imagination to build towards the sale.
People often feel they need to give an excuse, before they buy.
The reason is because it was your idea to sell it to them and so they make excuses, because when they buy it has to be their idea.
People do not like to be sold to, but they like to buy.
Always think about yourself in that situation and what you say when being sold to, analyse why you say what you say and you will learn a lot about buying, because that is what we want people to do, decide to buy.
Sometimes Artists when you get the first excuse you assume the sale is over, they have not said no just an excuse and they are still looking at the painting and talking.
Do not assume its over keep them engaged in the painting, you will be amazed how many then decide to buy and say I will take it without you asking for the sale again.
They want to decide and they want to buy, but they do not want to be sold to, it is the story we tell ourselves.
When you assume the sale is over you lose enthusiasm and your passion will subside, so always assume it’s on and ignore the excuse and even the first no.
This is easier said than done I know, because we don’t like to hear excuses and we take it personally, like we have been rejected, so learn to ignore excuses unless they walk away and are not interested any more.
Important if they do start to leave continue to connect with them and keep building the relationship, they will come back if they like you and like your work, talking with strangers is never time wasted if you have connected with them and a relationship is being built, friendship.
I would rather have a friend for life who will buy in the future, than a one off sale.
Always assume the sale is on until they walk out the door.






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