Before we left for Easter break last week, we discussed the topic of seagull statements within sales conversations in class. Sandler Rule #18 say to not paint seagulls in your prospect’s picture, stemming from a story where someone added a seagull to someone else’s painting. The issue within the story was that the artist did not envision the seagull there, and thus was upset to see it forced upon their work. The discussion was then centered around how easy it is for sales people to jump into the way they view their product or service, rather than discovering what the prospect thinks of it.<\/p>\n
This topic stuck out to me as we discussed it in class, as it provides a completely different perspective on sales than what typically crosses people’s minds. Salespeople tend to be portrayed as people who will share everything they can about the product or service they are selling, and then pressure the prospect into saying yes, regardless of if the product is actually the right choice for them. In contrast to this, this rule motivates a seller to carefully consider how they are presenting the item they are selling to the other party and what would be the best for them. This requires a new perspective on the seller’s part and their willingness to give up some control of the way the conversation goes. However, when they utilize this method of selling, they will be able to develop deeper relationships with their prospects and open the door for them to trust them more.<\/p>\n
It can be very challenging to refrain from over-selling your product or service to those who you are discussing it with, as it can seem like the best method to convince them about it. However, by taking a step back and focusing on what the prospect is looking for, rather than pointing out all of the “seagulls”, both parties will gain the greatest chance to receive benefits.<\/p>\n
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Before we left for Easter break last week, we discussed the topic of seagull statements within sales conversations in class. Sandler Rule #18 say to not paint seagulls in your prospect’s picture, stemming from a story where someone added a seagull to someone else’s painting. The issue within the story was that the artist did […]<\/p>\n","protected":false},"author":3236,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-14087","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/14087","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/3236"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=14087"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/14087\/revisions"}],"predecessor-version":[{"id":14090,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/14087\/revisions\/14090"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=14087"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=14087"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=14087"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}