First time

Supporting sentences

 

l  The last day

In total, there were eight paintings in the booth I was assigned. And, I’m not proud to say, I only sold one.

The exhibition lasted for five days, from Wednesday to Sunday. Normally, the weekends are the days that most deals are made. Therefore, I when I sold my first painting on the second day, my confidence hit the roof. I believed that the effort I was putting in the sales business was beginning to pay back. After that i began working even harder and thought that everything was within my handle.
But Friday and Saturday came and went. 
Nothing.
That wavered my ego a little bit but i was still positive that the last day, would be the day that most people would come and purchase paintings.
Sunday arrived.
The morning passed without anyone's inquiry about the painting. I started feeling a little unsettled, and fidgeted with my own hands. 
"It'll be fine," i told myself. "Nobody wakes up that early on weekends, give it a little time. And stop scaring yourself you idiot."
I didn't even had lunch for fear that i might miss any customers. But still, evening approached quietly and still, the paintings remain, unsold. Now panic was surging wildly in my veins, fear clutched my heart and i started screaming violently inside my head. I started desperately pushing the customers even more and almost forced a conversation with whoever was passing by. 
Until the very last minute, a spark of hope lingered in me. But it was cruelly taken when the doors of the exhibition closed.
I broke down and wept.
I couldn't even believe that this was happening. I felt as if i was trapped in a nightmare, helplessly clawing my way out. I was so confident that everything would be alright!
And for the first time of my life, I realized that I was wrong.

Topic 

The art of selling art

Main body 

Main idea

To share the experiences of selling paintings, the mistakes i made, and the knowledge i learned, and how i improved myself to become a better salesperson by observing the customers and the way others sell paintings.

Topic sentence 1

    I used to think that as long as i work hard, everything would go as i planned. But the first year of my selling experience totally proved it to be a huge mistake.

Supporting ideas

   * I am not a really hard working person. So when i tend to put effort into something, i expect to have incredible results.

   * It was my first time selling art pieces so i wanted to do a good job. I poured all of my energy and effort non-stop into persuading people and customers.

   * I was really exhausted and spent but i was happy cause i did my best.I was absolutely positive that i would sell a lot of paintings.

   * But then i was shocked and devastated about the horrifying results. I was so dumbstruck and upset that i cried, blaming everything for the unacceptable results. I was totally helpless.

Topic sentence 2

     I knew there must be some severe mistakes in my selling technique last year; therefore i observed others and changed my way of selling.

Supporting ideas

  * I learned that a salesperson is very much different from a guide, our goal is to make the deal, instead of telling everyone how amazing and important the painting is.

  * I began to select my customers: I only talk to the ones that i think are likely to purchase the artwork. 

  * By doing so, i began to check out people's clothing and their handbags and so on.

  * I improved a lot this year but i was still too hasty about talking people into buying art pieces.

  * The results were much better, but it still didn't meet my expectations.

Topic sentence 3

      Due to my experience of the last two years, i was more familiar with the way how business sales work.

Supporting ideas

  * I got even better at selecting customers. I not only looked at their clothing, but also at their accessories like their watches, jewelry or their glasses.

  * Most of all, i learned the art of talking. I used to be too hasty and talked too much to customers, hoping that the more information they get, the higher the chance of them buying the painting is. But now i learned to talk them into buying art at a slower pace, so that they could admire and think. When the time is right, i'd say a few words to enhance their determination of purchasing.

  * I even contacted outwardly towards customers, reminding them about the art works that they liked.

Topic 

The art of selling art

Main body 

Main idea

       To share the experience of selling paintings, the mistakes i made, and the knowledge i learned, and how i improved myself into becoming a better salesperson by observing the customers and the way others sell paintings.

Topic sentence 1

    Since it was my first year of selling art, i was really excited and wanted to do a good job.

Supporting ideas

   * Inexperienced as i was, i had high hopes about the results.
   * So i poured all of my effort into talking and persuading every single person that passed by, even the          teenagers and the one's who brought cameras with them.
   *  I was really exhausted but felt good at myself for doing such a "good job" and looked forward to the results.
   * Due to my lack of experience and technique, the results were far from my expectations.

Topic sentence 2

     I knew there must be some severe mistake in my selling technique last year, therefore i observed others and changed my way of selling.

Supporting ideas

  * I learned that a salesperson is very much different from a guide, our goal is to make the deal, not telling everyone how amazing and important the painting is.

  * I began to select my customers, only talking to the ones i think that are likely to purchase the artwork. 

  * By doing so, i began to check out people's clothing and their handbags and so on.

  * I improved a lot this year but i was still too hasty about talking people into buying art pieces.

  * The results were much better but it still didn't meet my expectations.

Topic sentence 3

      Due to my experience of the last two years, i was more familiar with the way how sales business works.

Supporting ideas

  * I got even better at selecting customers. Not only looking at their dressing, but also at their accessories like their watches, jewelry or their glasses.
  * Most of all, i learned the art of talking. I used to be too hasty and talked too much to customers, hoping that the more information they get, the higher the chance of them buying the painting is. But now i learned to talk them into buying art at a slower pace, to let them admire, to let them think, and when the time is right, i'd say a few words to enhance their determination of purchasing.
  * I even contacted outwardly towards customers, reminding them about the art works that they liked.

Topic

The art of selling art

Main idea

    To share the experience of selling paintings, the mistakes i made, and the knowledge i learned, and how i improved myself into becoming a better salesperson by observing the customers and the way others sell paintings.

Outline

    First year

*inexperienced
*did not know the techniques of selling
*tried very hard and worked myself out
*results weren't good as expected

   Second year

*observe others
*learned how to select customers
*marketing
*but was still too hasty
*results were pretty good but not satisfying enough

   Third year

*did a better job at selecting customers
*learned the art of talking techniques
*kept myself at a calm pace, improved the "hasty me"
*remembered customers names and looks and contacted them outwardly

   Teacher Hazel thought that i could add my own feelings into the project to make it more personal. She also advised me to talk about the customers and analyze the marketing. It would be more interesting for the customers to know about these.

Customers

My first year

    I worked non-stop, talking to everybody that passed , whether they were students, children or people with cameras, and at that time i felt very proud of myself for working myself out. I'm not a hard working person, so when i really put my effort into something, i expect to have something big in return.
   Yet i sold few paintings that year.
   Never had i felt this frustrated and helpless. I worked harder than all the grown ups around me , but the results i get were heart achingly horrible.

Attitude

beginning
*angry, sad, upset,shocked
*blamed the paintings i sold are not as attractive as others

afterwards
*calmed down
*think
*observe others
*asked others for advice

Outline

My first year

My experience and my mistakes
*I poured all of my effort in selling and persuading, hoping that i could make the people see the good parts of the painting.
*I didn't select the customers and talked to whoever passed by.
*I ended up exhausted and I missed the real customers that i should've aimed for.
*I felt really depressed and down until i realized what mistake i've done.

The interesting customers i've met and talked to

The artist

My second year

My experience and my mistakes

The things that i did well

New things i learned

My third year

How i select my customers

The things i improved

Interesting customers

Afterthought

Topic 

The art of selling art

Main idea

    How my experience of selling art pieces and my observation of the different types of customers connects with the real sales business.

Outline

What to look out when you receive a painting:

Types of painting

*whether its abstract, comic, portrait 

*price ranges, whether its inexpensive, normal or highly expensive

*size: if the painting is tiny or if the painting is a floor to ceiling size

*where can it be hanged? Some paintings are made for bedrooms and some are for offices

Marketing

*Adults or children

*Male or female

*Older men or younger men
*Made for a specific type of customers

What to look in a customer:

Customers
*Male or female
*Old or young
*Formally dressed or not
*Clothing brand
*Expensive accessories
*Whether he/she has a camera
*Whether he/she has company, and what kind of company

Talking to the customer

Know what the customer's problem is
*High prices
*Not enough space
*Not satisfied enough with some parts of the painting

 BNSC商業談判研究中心

行銷人員在與客戶互動時，不斷的從客戶端接受到各種不同的訊息，有些是對銷售有直接幫助的購買信號（Buying Signal），有些則是阻礙銷售的警戒信號（Warning Signal）。
高手懂得察言觀色，在行銷過程中會小心翼翼的觀察客戶的一舉一動。當客戶透露出購買信號時，行銷人員會耐心等待，然後伺機跟進，營造成交的氣氛。一、客戶是否專注聆聽（Attention）：注意客戶的眼神
二、客戶是否不斷的問問題（Repeat Ask）：針對客戶問題找答案。
三、注意客戶的身體語言（Body Language）：不是監看，而是禮貌性觀察。
四、客戶徵求第三者意見時：同時觀察第三者散發出來的信號。
五、提出要求（Ask Deal）：這是百分之九十九的購買信號，千萬不要讓煮熟的鴨子飛了。
六、注意假動作（Deceive Signal）：避免誤判購買警訊為購買信號。

經理人 MANAGER today

確認市場區隔：4個基本層次

當企業從大眾行銷轉向到小眾行銷（micromarketing）時，通常會從區隔（segment）、利基（niche）、地區（local area）和個人（individual）這4種由大到小的市場規模中，選擇其一。

 1.區隔行銷（segment marketing）
【定義】一個市場區隔是由一群擁有相同欲求、購買能力、地理位置、消費態度或購買習慣的人所組成。

【特徵】由於每個人的需求不同，企業的產品或服務應該具有彈性，包含「基本解決方案」及「任意選擇項目」兩個部分：前者提供的要素能夠滿足區隔內的所有成員，後者則要能滿足某些人的特殊偏好。例如飛機經濟艙的旅客皆可享用免費汽水，但想喝酒的旅客則需另外付費。

 2.利基行銷（niche marketing）
【定義】「利基」指的是一個需求特殊、而未被滿足的市場，定義的範圍較小。

【特徵】利基市場的競爭者較少，所以業者可透過「專精」來獲取利潤和成長，因為這個市場的顧客通常也願意支付較高的金額，來滿足自己的特殊需求。

 銷售心理學

• 表現豪氣型 快速決定、 看人買東西、需要被人注意 職業 : 公關 、銷售、 廣告、 演說家、 表演者 KEYPOINT: 1. 關心她們 2. 讚美他的意見 3. 需要稱讚 4. 主動先讓步，但是折扣不用多
• 平易近人型 做決定很慢、 看人買東西 KEYPOINT 1.  重視關係，多溝通多接觸 2.  提供”個人”的保證 3.  用不拘禮節的方式緩慢進行
• 分析型 決定快、看產品買東西、 專業知識強、關心準確度 職業 : 採購、會計人、系統人 KEYPOINT: 1.   用行動來證明 2.   提共可靠的、證實的、明確的證據 3.   不能耍花招 4.   提供公司保證 ( 缺乏安全感 )

如果客戶連續對你說了五次「對」，第六次他就很難說出「不對」。

當客戶連續同意了五次以後，第六個問題你便可切入「退休規畫」，由於他的思維模式已充分的被你引導，因此多半也會直覺的接受你的建議。

These are the books and information i found that can help me with my project

1. 你買這個做甚麼? 蔡康永和買畫的朋友們
http://www.books.com.tw/exep/prod/booksfile.php?item=0010478821

2. 商業週刊 945期   傾聽的力量
http://www.businessweekly.com.tw/EMagMainPage.aspx?id=926

3. 經理人 MANAGER today
http://www.managertoday.com.tw/?p=2545

4. 藝術家行情表
http://bid.artlib.net.tw/art_price?page=10&act=&search=

5. 商業週刊 728期   態度決勝負！
http://www.businessweekly.com.tw/EMagMainPage.aspx?ID=116

6. <銷售話術> 讓客戶進入消費瘋狂的十大說話要素
http://lifecoach.pixnet.net/blog/post/30735288-%E3%80%8A%E9%8A%B7%E5%94%AE%E8%A9%B1%E8%A1%93%E3%80%8B%E8%AE%93%E5%AE%A2%E6%88%B6%E9%80%B2%E5%85%A5%E6%B6%88%E8%B2%BB%E7%98%8B%E7%8B%82%E7%9A%84%E5%8D%81%E5%A4%A7%E8%AA%AA%E8%A9%B1

7. 銷售心理學
http://www.slideshare.net/kkjjkevin03/ss-168531

8. <銷售技巧> 連續五個YES的超級話素策略
http://lifecoach.pixnet.net/blog/post/29226801-%E3%80%8A%E9%8A%B7%E5%94%AE%E6%8A%80%E5%B7%A7%E3%80%8B%E9%80%A3%E7%BA%8C%E4%BA%94%E5%80%8Byes%E7%9A%84%E8%B6%85%E7%B4%9A%E8%A9%B1%E8%A1%93%E7%AD%96%E7%95%A5

9. BNSC商業談判研究中心
http://blog.yam.com/bnsc/article/3527811

10. 遠見雜誌 217期
 http://www.gvm.com.tw/Boardcontent_9856.html