This article is by Clint Watson, former art gallery owner/director/salesperson and founder of FineArtViews. You should follow Clint on Twitter here.
"Sales coaches" talk about getting the customer to articulate their "problem." And then, as a "good salesperson", your job becomes to show the prospect how your "product" (artwork) solves their "problem."
But Art is not a "problem" industry.
Back in my gallery days, we periodically hired sales "coaches" to teach us improved techniques. And we did
normally learn good ideas from these coaches. However, some taught the "problem" tactic that never made sense to me. One guy even encouraged me to get my clients to "really feel the pain of their problem." The idea being that they would be so relieved to hear my solution, that they would buy the art on the spot (I didn't ever try that technique as it just seemed silly as a way to sell art).
I just can't think of a "problem" that art is solving: I collect art, and I have no problem to solve. I don't need the art. I don't have wallspace to fill (my last three purchases went into a closet and we've been "rotating" them out, because we didn't have room to hang them immediately), I don't care about impressing my friends with the art, but even if I did, I don't need more art to do that (again....walls are already full).
I don't have a "problem"...and yet, I still buy art.
Selling art is not like selling "enterprise software" or cars.
Just because someone is a great salesperson in another industry, doesn't mean their ideas will work to sell art. They might even be counter-productive. Keep that in mind when you're absorbing ideas on how to sell your own artwork.
It's probably best to get your advice from people whose experience mirrors your own situation - other successful artists who are selling would be a great resource. Anyone who has ever personally sold art probably has a good idea or two.
I once read that human motivation comes from two sources: avoiding pain or increasing pleasure. Solving a problem equals avoiding pain. Since art isn't a "problem" solution, perhaps it falls closer to "increasing pleasure".
Maybe that idea is the foundation of an idea of how to formulate tactics about how to sell art.
Software Craftsman and Art Fantatic
 When I say "art is not a 'problem' industry" I'm talking about selling art to "regular" art collectors. Interior designers do solve "problems". Selling art to commericial businesses also solves a "problem" (they are usually filling large office buildings in one shot). Sometimes an individual just wants a "painting over the sofa" - that's also a kind of "problem" - but in my gallery, the vast majority of buyers were people who purchased art because they loved art, not because they were trying to solve a problem. I guess one could argue that being "addicted to art" is the "problem", but even if that's true, I doubt focusing your customer on his addiction is the best sales technique, if someone is truly addicted, they will already be focusing on the solution, you won't have to get them to "articulate the problem."
 I doubt that it's true that all human motivation comes from avoiding pain or increasing pleasure, but it's probably close enough to true for this discussion.