While we don’t generally get as many visitors to the gallery during the hot summer months, the ones who brave the 115 degree days usually do so because they are on a mission.
This was exactly the reason that brought the Johnson* family into Xanadu last week. The Johnsons had traveled all the way from Massachusetts for the sole purpose of buying a few new pieces of art for their walls. I had the pleasure of helping them acquire a stunning piece from Xanadu Gallery, a large vitreous enamel piece by Zingaro. The Johnsons loved the piece immediately, but wanted to peruse all of the galleries in the area, and before they left they asked for my best offer.
After they were out the door, I admit that I felt a little discouraged. Was there something else I could have said to convince them not to look any further? As the day passed, I saw the Johnsons walking up and down the block, darting in and out of the other galleries.
Finally, just before closing, the Johnsons returned. They had, indeed, purchased another piece of artwork that afternoon, but they had been sure to leave room in their budget for their favorite piece of all. In the end, I learned that part of being a good salesperson is not only helping your client acquire an amazing piece, but being patient in the process!
*Name is changed for privacy
By coincidence, Jason happened to be in New England giving workshops when the piece was scheduled to arrive. We called the client and let them know that he would be happy to come and uncrate and hang the piece. The piece arrived just minutes before Jason, and he was able to uncrate and hang the piece for the clients, who appreciated the spectacular service (2400 miles to hand install!)
In his Amazon.com best-selling book, Xanadu Gallery owner Jason Horejs shares insights gained over a life-time in the art business.