The Six Steps to Closing a Sale - Part VI

Don't Sell Past the Close

The Six Steps to Closing a Sale - Part VI

“An oil painting artist in his studio in front of an easel talking with a potential buyer in the style of Van Gogh” rendered by OpenAI’s DALL-E

This article series is a continuation of a theme that we talk about a lot. In fact, you might call it a key principle and it is this: artists need to think like a business. Artists are not only in the business of making art, but also in the business of selling their art. Many have mastered the creation process, perfected their technique, found their niche, and developed their style, but when it comes to running a business, particularly the business of sales, there are a lot of new skills to master. 

Putting on the sales hat requires that you get comfortable engaging in one or more difficult conversations with potential clients. These conversations revolve around budgets, finances, payments and the actual process of closing a sale. We have put together this article series to help artists during these interactions. By following the six steps to closing the sale, artists will be equipped to close more sales confidently.

The six steps outlined below are well researched and are utilized by designers, videographers, and others in creative fields. This series will cover the following topics:  We will begin with covering prospecting and qualifying potential clients. We will then talk about the approach, the presentation, overcoming objections, and the close. Then we’ll wrap this up with a little bit of encouragement.

Here are the topics we plan to cover in this series:

Previous Articles in Series:
1.  Prospecting
2.  Qualifying
3. The Approach
4.  Presentation
5.  Objections

Today’s article:
6.  Don’t Sell Past The Close

Planned for the next few weeks:
7. Recap

On to the update!

STEP 6:  Don’t Sell Past the Close

 As we wrap this up, there is one really important thing when it comes to closing the sale that you don’t want to do.  It’s so important that, In fact, I already mentioned it in the objections section. This one thing is probably the number one way a salesperson in any industry loses the sale. It is called “going past the sale” or “selling past the close.”