Additional information
by Lauren Kelly (Author)
This book is a practical, plainspoken guide to the real mechanics of the primary art market, written for artists, art dealers, and gallerists who are trying to figure out how to actually move work - not just talk about it. Whether you're stepping into your first art fair, hanging work in a gallery, running a booth at a market, or navigating collector conversations for the first time, this book focuses on what most people are never taught: how art sales actually happen.
Inside, you'll find a clear breakdown of the primary art market, including how sales environments actually work, tried and true selling scripts, and the practical advice that can put a little hair on any sales rookie's chest. It covers how to price artwork, how to present yourself professionally, and how to create an experience that makes collectors feel comfortable engaging with you and your body of work.
Learn how to:
- Recognize buying signals and close an art sale without pressure or awkwardness
- Navigate common objections like pricing concerns or hesitation
- Handle sales commissions, contracts, and documentation with confidence
- Manage art delivery, shipping, and installation professionally
- Maintain collector relationships and build long-term support for your work
The book also includes step-by-step sales flows and word tracks for real-world use - covering in-person conversations, phone calls, text follow-ups, and email communication. These are designed to help you move from "I like your work" to "I'm ready to buy" without guessing your way through the interaction.
Theory? As if. This is a field guide.
