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1. Helping Others Make Educated Decisions By: Ron Zimmerman, Jr. June 2010

3. We are all salespeople

4. Buyers need help

5. Selling 101

7. Former Vice President/Director of Finance at McDaniel Automotive

8. Sold everything from $45 Million licensing deals, to automobiles, to insurance

10. Anyone who has, or has ever had, a boyfriend or girlfriend

12. In many cases, the customer is there for a reason—they have a need

14. Afraid of: Making a poor decision, looking too easy, looking like an idiot, paying too much

15. Customer may be asking themselves:

16. Is it proper to buy in this setting?

17. Is negotiating acceptable?

18. Is this a good value—or will my friends think I am stupid?

19. What is the real value…is this too much?Buyers need help making a decision

21. Your art may speak for itself; but if you don’t get the customer engaged, it will be speaking to itself

22. Be yourself!!!

23. Remember that you are just helping the customer make an educated decision

25. Build Rapport

26. Needs Assessment

27. Build Value

29. Needs to feel comfortable—does not need to be cheesy

30. Examples:

31. Do you have a space picked-out for this piece?

32. Does this piece match your décor?

33. Alternate examples (Warning: May be cheesy):

34. Did I meet you at the (Fill in the last show here)?

36. People LOVE talking about themselves

37. You need to listen

38. Do NOT dominate the conversation

39. Lightly sell yourself and your achievements

40. Ask questions; however…

41. People do not like feeling interrogated, or being “sold”

43. These are key questions that will help you recommend a course of action

44. These questions should be asked during casual conversation—discretely

46. People buy from people they like

47. Highlight your expertise and your experience

48. If you painted a picture for Peyton Manning’s wife’s foundation’s janitor’s cousin’s, tell the customer

49. Don’t minimize your experiences

50. Convey your motivation or creation process

51. Tell them the story

52. Don’t be afraid to get a little personal—remember, they are now your friend

53. However, stay away from TMI

55. You can spend endless amount of time with a customer, make a friend, and come away with nothing if you don’t ask for the sale

56. Use the information that you have received from the customer to make a proper recommendation

57. IE: Based on what you have told me, this piece will be perfect for you (insert justification). Do you want me to have them wrap it up for you?

58. IE: Sounds like it is simply a decision of “A” or “B”. Which do you prefer?

60. Be comfortable in your conversations

61. Put everything in your own words—no scripts

62. Be friendly

63. People buy from people they like

64. Smile—not fake…people can tell the difference

65. Laugh

66. The two most powerful lubricants in this world is humor, and booze; since it is not advisable you to get your customers drunk, make them laugh

67. Ask for the Sale

68. Persistence (not pushiness) wins the race