If you’re walking into your sales appointments hoping they’ll buy and walking out with a “We’ll think about it,” it’s time to stop crossing your fingers and start designing the sale.

In this episode, Allison sits down with ProStudio Software owner and former portrait photographer, Ron Nichols to break down how to stop winging it and start leading your clients through a clear, confident buying experience.

This isn’t about software; it’s about owning the sales process, guiding your clients visually and emotionally, and building trust that leads to the best results for your clients and a sustainable business for you.

You’ll learn how to:

• Collapse indecision by showing artwork to scale, on your client’s walls
• Use real-time pricing to close confidently (and eliminate the awkward math)
• Pre-sell before you even pick up your camera, with mockups that wow
• Keep Dad on board (and emotionally invested) in the buying process
• Shift from “order taker” to trusted advisor, and watch your average sale soar

This conversation will help you lead with intention, sell without pressure, and turn your view & order sessions into the most profitable hour of your week.

Ready to trade, “I need to go home and measure,”  for, “This is amazing, here’s my card?”

Then listen up and let’s do this!

Episode Highlights:

• Stop Wingin’ It  Lead the sale, don’t just hope they’ll buy.
• Visuals That Close Show artwork to scale and eliminate indecision.
• Sales System, Not Just Software Use ProSelect to guide the sale, not just display images.
• Mock It Up Before You Shoot Pre-sell with wall mockups before you even pick up the camera.
• Instant Pricing Confidence Real-time pricing removes confusion and speeds up the sale.
• Handling “The Dad Factor”  Learn how to engage him without the drama.
• Why It’s Not About Being “Salesy” Confidence and transparency, not sales tricks, close the deal.

Key Takeaways:

• Visualization closes the sale. Showing artwork to scale, especially in your client’s actual home, allows your client to see what they’re actually getting and puts their mind at ease.
• Sales success is about clarity, not pressure. Clients want guidance. They crave your confidence, NOT your discounts.
• Design the sale before you ever shoot. Mockups at the consultation set the tone for investment and eliminate surprises later.
• Don’t compete on price, compete on experience. The most profitable studios focus on installed wall art, expert service, and powerful emotional connection.
• You don’t need to be a “salesperson.” You just need a process.

About Ron Nichols: a veteran portrait photographer, educator, and the CEO of Pro Studio Software, the company behind ProSelect, the industry’s leading sales presentation tool for photographers. A past president of PPA and a member of XXV, Ron has spent decades helping photographers elevate their craft and their businesses. Through software innovation, global teaching, and leadership in the photographic community, he’s become a trusted voice in the art of in-person sales.

Lead the Sale, Don’t Chase It. Turn “We’ll think about it” into “Where do we sign?”

Click here to listen!

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