Psst! This is part 3 of a 3-part series. Catch up on parts 1 and 2 before proceeding.

Smack dab in the middle of bra shopping, I decided I needed a whole bunch of new panties. My sales lady didn’t throw up her hands and forbid me to buy panties — she just rolled with the punches. She showed me the sizes and styles I would need, then let me get my underwear raid on.

The same rolling-with-the-punches concept applies to your portrait sales presentation!

If your grand collection presentation only prompts your client to make tweaks and swaps, not to choose a collection, listen carefully to what she’s trying to create.

Is she trying to reduce the number of gift prints?
To get two albums and no prints? To create a wall gallery on her own?
To design something spectacular for her husband’s office or her spare bedroom?

Listening to your client as she struggles with what she wants means that you’re capable of reaching a mutually beneficial place with her. If you’re just trying to force her into a collection — or a new push-up bra — instead of letting her buy what she really wants, the sales session will most definitely not go smoothly.

If, however, you help her purchase what she really wants — whether 5 new pairs of panties or a collection of 7 mismatched canvases for her bathroom — she’ll leave your presence with nothing but love.

This is an excerpt!  These and many other lessons await you in the free Sales Without Shame sampler, which you can grab right here.  If you’re already on the Sales Without Shame bandwagon, click here for purchase details.  The introductory price vanishes on June 8th.

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