Marcus Steffen breaks down the hidden salesmanship that comes with lighting design, and why we need to acknowledge this aspect of the business.

Lighting Designers are just salespeople: In this issue of arc magazine, Marcus Steffen breaks down the hidden salesmanship that comes with lighting design, and why we need to acknowledge this aspect of the business.  

Marcus explains how all lighting designers are salespeople – explaining what they sell is actually one of the most wonderful things in the world (spoiler: it’s dreams).

Sales is a pretty dirty word in the lighting industry, as it is in most. The word conjures up crooked, second-hand car salesmen and telemarketing people, pressure selling you junk products, PPI, insurance, etc. Unfortunately, this reputation has been earned and is the result of poor sales training and a fundamental lack of understanding of what sales should be.

So, what is sales? What do good sales look like? How are sales relevant to us as designers?

Read the full article on pages 50-51 online to find out more - Issue 139 – arc (arc-magazine.com)