Maybe Next Time

Chapter 11

The art fair isn't a big event but this just makes it that little bit easier for us to try and sell her paintings, without having to worry about the competition. Joan and I spend a whole hour setting up our table and displaying her paintings in a way which we feel will attract potential buyers. I even hang a few of my own photographs up just to see if they will sell too.

But when people start arriving and wander round the few other tables, which are also displaying paintings and even ceramics, it's as if we're invisible. No one who walks by our table even acknowledges us, let alone stops to look at the paintings and photographs which are on sale.

I glance over at the table across from us where a guy is selling photographs. He's already got a huge crowd of interested buyers and it just seems to get bigger the longer I watch.

I notice Joan is watching him too, and when I notice the disappointed look on her face a sudden look of determination appears in my own eyes. We're going to sell at least a few of her paintings before the end of the day, and I realise how we can do it and get the edge over our competition.

I change the prices and choose to combine my photographs with her artwork, just so we can entice people with a two for one deal. I've used similar tricks in the past and they've always worked.

'People like a deal,' I tell her when she asks me what I'm doing, as I change the large sign so it reads: Two4 One deal. Today Only! 'Trust me. . . this will get people to stop by our table.' I flash her an encouraging smile and I'm pleased to see it's one she returns, despite it being slightly forced.

I can tell she doesn't think my idea is going to work and though it takes some time, eventually a few people do stop by our table and I immediately start to use my sales tactics on them, when they show the slightest bit of interest in what's on offer.

'Is the two for one offer available on all of these paintings?' one middle aged man asks.

'Yes, sir,' I tell him. 'Buy any painting and get another one free. . . or you can mix and match, if you like. Choose any photograph and painting and get the same deal. You won't find artwork of this quality anywhere else. . . trust me. Your friends will be jealous when they see these hanging on your wall.'

The man nods, immediately taken in by my up-selling, and I see Joan is gazing at me, almost with admiration in her eyes as the man hands me several notes for two paintings and two photographs, without even haggling the price.

I may not have years of sales experience but I've always been good with people, and I guess it helps that I've managed to sell a few of my photographs at this art fair before in the past.

'You two have a real talent,' the man then tells us both. 'Don't be surprised if my wife and her friends turn up at your table in a short while.'

'Thank you, sir,' I say as I pass Joan the money and as soon as he's left she counts it, while sharing a smile with me.

'You're amazing, Ellis,' she tells me while pushing her glasses back up onto the ridge of her nose.

Her words make me grin. 'I wouldn't say I'm amazing,' I admit modestly. 'I'm just good with people.' I watch as she drops the notes into the small cash box before she asks me if I can teach her how to up-sell to customers.

'I've never been able to up-sell,' she explains. 'I didn't really need to when I was working at The Forrester.'

'Sure,' I tell her. 'It's really not that hard. . . and with your natural customer service skills you'll pick it up in no time.'