“Don’t paint seagulls into your prospect’s painting” was one of the most impactful selling rules I learned in our sales class this year. So often we get caught up in our own vision, head or words that we forget we are the only one, aside from God of course, in our own head. When the Art teacher painted the seagull into the little girls painting she was upset “because I didn’t see it there.” The same is true in sales you can’t force others to see what you see or how the product or service could fit into their lives. Phrases like “let me paint a picture” may not be as helpful as it can seem. Sometimes I am sure that it would actually work, however people like to paint their own pictures and even more so like to discover things for themselves.
As sales people we can often try and force our view onto another and expect that the lead, first wants that vision and second that the vision is just as good as what we are picturing in our own head. A better way to go about this is to help them find their own path but maybe with a nudge like leading them via a carrot on a stick only in this case the carrot and stick are attuned questions. Ask a series of questions to help them walk down the path what feels like for themselves but actually leaves the salesperson in control.
BoweryJE22
The notion of not painting seagulls into your prospect’s painting is a valuable lesson in sales. It serves as a reminder that we should not impose our own perspectives and visions onto our prospects. Each individual has their own unique needs, preferences, and perspectives, and it is essential to recognize and respect that. Rather than trying to forcefully convince prospects to see things from our viewpoint, a more effective approach is to guide them on a journey of self-discovery. By asking thoughtful and attuned questions, we can help prospects explore their own needs, challenges, and goals. This empowers them to uncover the value and relevance of our product or service in their own lives, leading to a more genuine and meaningful connection. Ultimately, effective selling is about facilitating the prospect’s decision-making process and helping them find their own path. By relinquishing control and embracing a consultative approach, we can better understand their unique perspectives and provide tailored solutions that align with their individual needs and desires.