“I understand completely. I have art stored away in my house (said with a smile)! But I have always thought of fine art collections like my CD collection.” THEN: Said slowly and with sincerity and eye contact: “I believe that Art is Music For My Walls. My tastes and desires for music change and what is in my car today vs. a month ago or a year ago is often very different. And the art on my walls has that same impact on me and the rhythm of my life and my home.”

“I would encourage you to always collect anything that you know will move you, make your life more fulfilled. Art is so much more than an object on a wall. If you love what you are seeing here today by this artist, you need to own it. You WILL find a space for it. And as you know, you will be transformed by it every time you glance in it’s direction.”

This tact is always a way to at least get a yes or a no. In sales, we need to know what the REAL objection is. If they back-pedal after THAT, then…perhaps… it truly doesn’t meet the criteria of the professor: If it’s good enough, you’ll find a place for it.

Yes… there are some very strong suggestions in this presentation. Some adaptations would avoid such strong encouragement. It would obviously depend on the relationship at that moment.

By the way… if someone is looking at a very large piece and seems to be giving it any serious consideration, I always ask them this “qualifying” question worded as a compliment:

“This is one of the larger pieces by this artist and seems to effect everyone the same way. It is one everyone wishes they could own, but…few have a (said with a big smile) room large enough. So you have space in mind for a piece of this size?” (if yes) “How fortunate. Many who love this piece simply are not in your position. What room in your home?”

If they can start visualizing that piece in that room you are very likely to get them closer to ownership. Ask more questions about that room!

Mckenna