Last year, Valerie made an effort to follow the fine-art-selling-pep-talk-manuals that she'd read. She smiled, and asked people about their interests, and offered to help them find something they liked, and promised to throw in a couple of used cars with their purchase. Nothing worked. Valerie was exhausted, and discouraged, and broke. Let's face it, some people have the gift of gab, and others don't. (I heard one artist yesterday doing the whole show: "If you feel like you've settled on that one, I could . . . let's see . . . what was my asking price? . . . oh, yeah, well, I'd be willing to . . . .) So, this year, Valerie read a book and ignored the lookie-lous. The only people with whom she spoke had already put their cash down on the barrel head. She didn't follow the marketing script, but it sure was easier on her psyche . . . and it yielded a few small sales. We didn't get rich, but we broke even by the first day, and made a little money on the second.
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