I want to think it over!

How many times have you heard this from a potential customer? More importantly, how often have you said "OK"? Let me tell you exactly what happens when you do that. The potential customer leaves and falls immediately into a black hole that transports them to another dimension, and by the time they arrive, they've forgotten all about you and your art. You've wasted a golden opportunity.

'I want to think it over' is an objection, and every objection is a buying sign. When you know how to overcome objections, you will sell much, much more art, but let's start with this most common of objections.

Instead of immediately saying OK, handing out your card, and giving up, try saying this instead. "Of course. I understand completely. If you don't mind me asking, what is it that you want to think over?" Then wait for the customer to answer. Do not say anything at all. Let the silence work for you. And, yes, it can be very uncomfortable, and you'll feel that you have to say something, but don't.

The customer will respond. It may take a few minutes, but they haven't walked out, and you can still make that sale.

Now depending on what the answer is, you now have the opportunity to address that concern, and move forward. You'll probably get one or two more objections that you have to respond to, but remember every objection is a buying sign.

What was the objection that stumped you? The one you had no idea how to answer.

#sales #artsales #sellingart

Michael Rocharde