Selling #3.. Remove the painting from the sale.

We are showing our work at an Art Fair and we have researched the

the market we are in and well prepared with our product knowledge, our paintings are hung and looking beautiful.

We have a good variety of price points including our marque paintings that are high priced.

A couple enter our booth and begin to look around, they stop and look at one of your marque paintings and are admiring it, you go up and introduce yourself to them and they say how much they love the painting.

Before you have a chance to talk about the painting they ask the price.

Now I believe in putting the prices on the paintings so you already know that they are aware of the price. Most people do this if they are going to try and get a discount.

You give them the price and they think for a while and say,

“ The price is to high, can you lower it?”

The only answer to this objection is to prove quality and value. Because you have great product knowledge you are able to tell them the value of the painting, not only as a work of Art but also the emotional value of the painting.

Do not justify your price or defend it by talking about how much everything cost and how little you earn from it, they are not interested.

Talk about the value of the work.

At the end of your talk wait and see their response.

If nothing has changed and they still ask for discount you really only have two options.

Give the discount and they will be happy and be able to tell everyone that you discounted your work.

Or you can remove the painting from the sale.

This is what I mean by my statement always be leaving.

Do not be needy, remove the painting from the sale.

People want what they cannot have.

They chase what is leaving them.

First impressions count both ways, what was your first impression of the couple, are they well dressed, do they have on expensive jewellery, expensive shoes all this is important because if they have made expensive purchases in the past then you can be sure they will do it again in the future.

They have told you they love the painting, they are prepared to buy, but just not at your price and they look like they can afford it, so now it is time to remove the painting from the sale.

Remember.

People want what they cannot have.

They chase what is leaving them.

So at this point I would use the shame strategy.

With a nice smile just say, “ You look like a fine couple, you are very well dressed and friendly and you look reasonably well off.

You told me you love my painting and you would like to buy it and I thought that you would be able to afford it, so it is a real shame that it is priced outside your budget.

Can I show you one of my smaller beautiful paintings that may better suit your budget?”

Just smile and wait for their response.

You have removed the painting from the sale, it’s now full price or no price and you are prepared to leave.

This really does have an effect on the buyer because they are no longer in control you are, you have taken back your painting, said no to discounting and now control the situation and are now offering a painting more fitting for their budget

They will either say nothing and leave, or they will buy your painting or a smaller one.

If they do buy you will get a solid collector as you have demonstrated your total commitment to your product and they know your prices are true and stable.

Either way there is always another sale.

Your integrity is at stake, if they cannot afford it offer a painting at a lower price point that they can afford.

You can always remove your painting… full price is right price.

It is always your painting.

You can choose who you sell to.

You can stop the sale at any time.

NEVER be rude or arrogant.

ALWAYS be friendly, courteous, respectful, polite and smile.

REALITY is, it’s your painting sell or don’t sell, it is always your choice.