My first class of the ASMPNY's Sandler Sales Training began last week and I'm really excited for what is to come. Bob Heiss has been training people in the Sandler method for years, and I can already see how valuable this will be for all of us in the class. I plan on blogging about this for the entire length of the class, so keep checking back. The class meets every other Monday.

We began by naming our biggest problems/fears:
*underselling yourself (talking about money)
*cold calling
*fear of negotiation (being too needy)
*worried about rejection/being too aggressive

As Bob explained it, prospects (client) have a default psychological system. They lie to you since they initially don't trust you. Maybe they give you the real budget, maybe not; maybe they fish around for specific information from you. Therefore you have to ask questions and talk about how you can solve their problems. But the common thing is for the photographer to give away too much information. Then the client can take that information and shop it around to others, so that you may end up losing the job. Your willingness to give out lots of useful information before you've closed the deal has worked against you.

When you talk with a client you need to close. "Every close is visible," said Bob. You need to be able to tell what is real and what is not when talking with a prospective client. Are they just trying to get you off the phone? Do they tell you to call back? Have you asked them the right questions to make the close go in your favor?

That's the most interesting thing to me: the psychological aspect of dealing with getting the work. I can see that to understand what people are really saying, by asking the right questions, the pressures and fears fall away and you can deal from a non-personal perspective. That way you can be clear and unemotional in your dealings. After all, it isn't personal.

You need to know what is driving people to reach out to you. According to Bob, the number one thing that drives people is pain. They come to you because their status quo isn't working. It's your job to figure out what's not working for them and show how you can relieve their pain.

Maybe the best thing I took away from this first class was what to do when you've been repeatedly reaching out to someone and gotten no response. Bob suggested leaving a final message (email or phone) telling the person you realize there must have been a delay in the project and it isn't personal, you'd just like to know.

I had a situation like that,m and applied his suggestion and BINGO! I got back an email right away telling me what was going on. Wow!

I can't wait for my next class on Monday.
2

View comments

  1. Hi...Your post really got me thinking man..... an intelligent piece ,I must say. Get more information about Sales Training .

    ReplyDelete
ASMP NEW YORK RE-LAUNCHES "SHARPEN"
Member Spotlight: Mariette Pathy Allen
Inside the judging of the image 12 contest...
TONIGHT!
Cell Phone Photography Is Changing Our Culture
LETTER FROM ASMP PRESIDENT, JAMES CAVANAUGH
LETTER FROM ASMP PRESIDENT, JAMES CAVANAUGH
Bronx Masquerade curated by Yulia Tikhonova
Help support former ASMP NY President, Thomas Werner in the ASMP National Elections
Help support former ASMP NY President, Thomas Werner in the ASMP National Elections
What are the ASMPNY fine art portfolio reviews like? One word: Intense
What are the ASMPNY fine art portfolio reviews like? One word: Intense
1
ASMPNY's Fine Art Porfolio Reviews coming up quick
ASMPNY's Fine Art Porfolio Reviews coming up quick
Making People Love You Madly
Making People Love You Madly
The favorites of ASMP NY's Commercial Portfolio Reviews!
The favorites of ASMP NY's Commercial Portfolio Reviews!
Parsons alumni and photographer, Anna Skladmann
Art Basel Miami Beach, Scope, Fountain and Seven
1
Get Out of Your Cave #2
IMAGE 11 WINNERS
The continuing success of ASMPNY's commercial portfolio reviews!
IN THE WATER I AM BEAUTIFUL curated by Savannah Spirit (ONLINE EXHIBIT)
It's baaaaack.... Time for Our Members-Only Annual Portfolio Review!
Sandler Sales Training starts TONIGHT!
2
Do the opposite and you may just be ok...
Tomorrow night Sept 12th... 2001-2011 A Decade of Photography in the Aftermath of 9/11 8-10pm
1
NY Photographer, Michael Dweck, wins lawsuit for iconic image
NEW!! Bronx Center for Documentary Photography
Focus on Sales: Sandler Sales Training Level One - Fall 2011
Focus on Sales: Sandler Sales Training Level One - Fall 2011
Thank you Stella Kramer!
Thank you Stella Kramer!
2
ASMPNY'ers! Stay safe and dry during Hurricane Irene.
Willis E. Hartshorn director of ICP steps down due to Parkinson's
Film is not dead... yet, especially in NYC
Film is not dead... yet, especially in NYC
One of our favorite curators, Ruben Natal-San Miguel, accepting photo submissions
TONIGHT! Resource Television Presents: Brooklyn Rooftop Summer
ASMPNY's Summer Party on the Hudson
SAVE THE DATE ! ASMPNY Commercial Portfolio Reviews
1
Stephen Mallon's "A Bridge Delivered" in Bklyn this Friday
Manjari Sharma wants your support!
Sandler Sales Training Goes to The Next Level--by Stella Kramer
Sandler Sales Training Goes to The Next Level--by Stella Kramer
2
Image 11 Deadline Extended--by Stella Kramer
Show Us Your Stuff--by Stella Kramer
It's Time for Image 11--by Stella Kramer
Sandler Sales Training 4--by Stella Kramer
Sandler Sales Training 4--by Stella Kramer
Sandler Sales Training Week 3--by Stella Kramer
Sandler Sales Training Week 3--by Stella Kramer
Sandler Sales Training 2: Its All About Trust--by Stella Kramer
Sandler Sales Training 2: Its All About Trust--by Stella Kramer
Sandler Sales Training: A Front Row View--by Stella Kramer
Sandler Sales Training: A Front Row View--by Stella Kramer
2
Conversations on Fine Art Photography--by Stella Kramer
9
Let's Get Our Films to Verge--by Stella Kramer
Let's Get Our Films to Verge--by Stella Kramer
Fine Art Conversations--by Stella Kramer
1
Sandler Sales Training-Sign-Up Now!--by Stella Kramer
1
It's Party Time Tonight! Bring a Coat!--by Stella Kramer
TRENDS:A Hands-On Workshop--by Stella Kramer
TRENDS:A Hands-On Workshop--by Stella Kramer
The Reviewers Review the Free ASMP Portfolio Review--by Stella Kramer
1
Fine Art Blogging Panel Last Night--by Stella Kramer
6
Notes from the Underground - Moments in Seminar History
Notes from the Underground - Moments in Seminar History
Photoplus Expo 2010 has come to an end--by Stella Kramer
An observation from guest Alex Wright of Dripbook
An observation from guest Alex Wright of Dripbook
Presenting Work To Fine Art Community – Mary Virginia Swanson
Some interesting products so far at Photoplus Expo
Making Money In Stock Now--by Stella Kramer
Making Money In Stock Now--by Stella Kramer
End of Day 1 PhotoPlus Expo--by Stella Kramer
An Intro to HDSLR Cinema with Vincent Laforet
An Intro to HDSLR Cinema with Vincent Laforet
1
PhotoPlus Expo Is Coming to Town--by Stella Kramer
1
Free Braintrust Meeting Tomorrow!--by Stella Kramer
Free Braintrust Meeting Tomorrow!--by Stella Kramer
Sales Training Seminar--by Stella Kramer
Sales Training Seminar--by Stella Kramer
Upcoming Shows Worth Seeing--by Stella Kramer
1
Call for Photojournalism--by Stella Kramer
Call for Photojournalism--by Stella Kramer
3
Manjari Sharma: The Shower Series--by Stella Kramer
Chelsea Art Walk Tonight 5pm-8pm--by Stella Kramer
Flashes of Hope--by Stella Kramer
Last day to see MSF's Starved for Attention exhibition in New York!--by Stella Kramer
David Arky On Still Life and X-Rays--by Stella Kramer
RESTREPO Theatrical Release--by Stella Kramer
Heart for Haiti--by Stella Kramer
1
Robert Herman Talks About "The New Yorkers"--by Stella Kramer
2
Review 2010 is Here!--by Stella Kramer
Haiti Is Not Forgotten--by Stella Kramer
Julie Grahame is aCurator--by Stella Kramer
It's Going To Be A Big Photo Week--by Stella Kramer
It's All Happening This Week--by Stella Kramer
This Week's Events-April 26 - May 2--by Stella Kramer
What Do I Charge?--by Stella Kramer
This Week in Photo Land--by Stella Kramer
The End of Any Semblence of Reality--by Stella Kramer
The End of Any Semblence of Reality--by Stella Kramer
1
ROAD TRIP! Hasselblad and Resource Magazine go on Tour--by Stella Kramer
I'm a California Girl--by Stella Kramer
I'm a California Girl--by Stella Kramer
Image 10 Call for Entries--by Stella Kramer
3
Come Support Verge and Haiti--by Stella Kramer
Tell Me What You're Working On--by Stella Kramer
Tell Me What You're Working On--by Stella Kramer
Tonight and Tomorrow Around Town--by Stella Kramer
Barbara Alper and Sea Samba--by Stella Kramer
5
Picture
Picture
Blog Archive
links
Total Pageviews
Total Pageviews
153065
About Me
About Me
My Photo
I've been in the art and photography industry for 15 years as a photographer, curator and art consultant. I've been fortunate to work with ASMPNY as a portfolio reviewer as well as a panelist for photography events here in the city. Earlier this year my exhibition, "Hotter Than July" was reviewed by senior art critic of New York Magazine, Jerry Saltz. In the past I founded veaux.org, a site for emerging creatives with a gallery space in Chelsea as well as curator/consultant of exhibitions for the Hipstamatic iphone app. Currently I'm working on a project documenting the New York art world while curating exhibitions around the city.
Loading
Dynamic Views theme. Powered by Blogger. Report Abuse.