The rule “don’t paint seagulls into your prospect’s painting” came from a true story about a lawsuit with an art teacher. A kindergartener painted a picture of the ocean in art class, but her teacher decided her painting needed something more. The teacher took the liberty to paint a seagull into the corner of her student’s painting. The kindergartener went home extremely upset, and when her parents saw how upset she was, they went ahead a filed a lawsuit against the teacher. When in the courtroom, the kindergartener was asked why she was so upset about the teacher painting a seagull into her picture, and the student answered, “because I didn’t see it there.” This concept can be applied to sales principles. You can’t force prospects to see what you see in their situation. This could include using phrases like “picture this…” Sales people often try to force their vision onto the prospect and expect that the prospect will buy into it. If they can’t see it, they’re not buying it. A better way to help the prospect see how your product could solve their problem is to ask a series of questions to help them uncover the truth for themselves. Lead the prospect to make the conclusion for themselves that your product is the best solution to their pain.
BoweryJE22
Excellent thoughts! Too often salespeople try and fit the square peg of their vision into the round hole of the clients situation. The right path is to discover a fit together, not force something down their throat.
Hey Karis – Love the story! The “don’t paint seagulls into your prospect’s painting” rule comes from a real lawsuit with an art teacher. A kindergartener painted an ocean picture, but the teacher added a seagull without asking. The student was upset, and her parents sued. In sales, it’s the same. You can’t force prospects to see what you see. Instead of pushing your vision, ask questions to help them discover how your product solves their problem. Let them come to their own conclusion. It’s all about guiding, not imposing. Great lesson!
The concept of not painting seagulls into your prospect’s painting is a great reminder for salespeople to avoid projecting their vision onto the prospect. It’s crucial to understand that everyone has a unique perspective and approach to solving their problems. While salespeople might be convinced that their product is the best solution, it’s not always the case for the prospect. Rather than pushing their vision onto the prospect, it’s more effective to ask questions that help the prospect uncover the truth for themselves. This way, the prospect is more likely to see how the product can address their pain points and make an informed decision. It’s about guiding the prospect to their own conclusion, not forcing them to see what we see.
Awesome post! I think this is such an important phrase to remember. We cannot force anyone to think how we think. One way we can give a prospect clarity, though, is to ask dumb-sounding questions. This can help them realize some seemingly obvious things and help them come to a conclusion.
I like the creativity of this summary. The story of the art teacher and the kindergartener’s painting serves as a valuable lesson in sales principles. The rule “don’t paint seagulls into your prospect’s painting” highlights the importance of not forcing one’s vision onto a prospect. Salespeople often make the mistake of assuming that prospects will see things the same way they do. However, the reality is that each prospect has their unique perspective and may not see the value in a product or service in the same way that a salesperson does. By asking questions and guiding prospects to uncover the truth for themselves, salespeople can help prospects understand how a product can solve their problem. This approach is more effective in building trust and creating meaningful connections with prospects.
The “don’t paint seagulls into your prospect’s painting” story is a powerful lesson for salespeople. It highlights the importance of understanding that your prospect’s perception is their reality, and you cannot force your own vision onto them. Rather than trying to persuade them with your ideas, it’s more effective to ask questions that help them uncover the truth for themselves. This approach builds trust and encourages the prospect to take ownership of the solution, increasing the chances of a successful sale. Remember, it’s not about what you see; it’s about what your prospect sees.