The selling process starts with the discovery phase. As Alain Briot says, you discover what people want by asking the right questions
During a show, one of our competitors, who had been unable to close a sale, gave his business card to a customer and told him to call if he changed his mind regarding buying one of his photographs. Seeing this, and being aware that if the customer left the show he would probably never come back, I stepped in and did four things that eventually led to a sale.
First, after introducing myself, I asked the customer if he was ready to buy a photograph today if I was able to find one he liked. His answer was yes. Right off the bat I achieved…
Read this and many more articles in High Definition inside Issue 39 of Landscape Photography Magazine.