An edition of Selling Art 101
(2009)
Selling Art 101, 2nd Edtion
The art of creative selling
2nd edition
by Robert Regis Dvorak
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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.
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Selling Art 101, 2nd Edtion: The art of creative selling
September 5, 2009, Artnetwork Press
Paperback
in English
- 2nd edition
0940899965 9780940899964
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Book Details
Table of Contents
Chapter 1 Preparing for the Marketplace
Making a commitment 14
Preparing to sell 15
Prospecting 16
The three P’s 19
Overcoming roadblocks 20
The payoffs 24
Business cards 26
Pricing work 27
Chapter 2 Why People Buy Art
Motivations 30
An ideal product 33
Chapter 3 Client Rapport
Attracting clients 38
Keeping clients 39
ABC formula 40
The handshake 42
The hidden dimension: distance 44
Tone of voice 46
Dress for success 47
Body signals 48
Chapter 4 Sales Skills
Four skill levels 52
Chapter 5 Word Power
14 power words 56
Negative words 61
Increasing your vocabulary 62
Describing colors 65
Describing artists 68
Art jargon 70
Chapter 6 Phone Power
Using the phone 74
Making sales calls 77
Chapter 7 Listening Power
Ask questions 80
Listen 82
Tie-downs 85
Listening skills 87
The power of the pause 89
Stories sell 92
Taking notes 93
Chapter 8 Connections
18 ways to connect clients to the art 96
“Anything’s possible” mental attitude 103
Chapter 9 Closing
Test closing 106
Closing a sale 108
The “puppy dog” close 113
What selling art requires 115
Chapter 10 Overcoming Objections
Five steps to overcoming objections 120
Emotion vs reason 122
“I want to think it over” 124
Cost concerns 126
Managing common objections 128
Chapter 11 After the Sale
Referrals 136
Thank-you notes 138
Chapter 12 Sale Venues
Art fairs 142
Open studios 144
The viewing room 149
Networking 150
Gallery floor selling 152
International sales 156
Chapter 13 Setting Sales Goals
Have a successful attitude 160
Write down your goals 161
Chapter 14 Personal Psychology
Handling rejection 168
Chapter 15 Selling Art in Any Economy
Gallery selling 174
Trading and bartering art 176
Chapter 16 Finding an Art Gallery
Selecting a gallery 180
Courting a gallery 181
Chapter 17 Resources
Rental-lease agreement 184
Client profile chart 185
Client information sheet 186
Communication log 187
Edition Notes
2nd edition
The Physical Object
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History
- Created April 29, 2008
- 12 revisions
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| August 21, 2020 | Edited by ISBNbot2 | normalize ISBN |
| November 13, 2019 | Edited by ImportBot | import existing book |
| January 18, 2011 | Edited by AMillarBot | move edition notes from title to notes field (2nd edition) |
| August 10, 2010 | Edited by IdentifierBot | added LibraryThing ID |
| April 29, 2008 | Created by an anonymous user | Imported from amazon.com record |