Although salesmen have a lot of product knowledge and\npersonal opinions on their product, Sandler tells them to keep it to themselves\nin his rule number eight-teen \u201cDon\u2019t paint seagulls in your prospects picture\u201d <\/p>\n\n\n\n
This is a weird way of saying don\u2019t force your customer to\nsee the product the way you do. Although you may believe it\u2019s the best way it\njust doesn\u2019t matter. Customers, most likely, already have a vision of what they\nwant, and they do not need you painting over them. <\/p>\n\n\n\n
This Sandler rule seems to stem from another Sandler Rule: \u201cDon\u2019t\nanswer any unasked questions\u201d. There is\nno need to introduce red herrings into the conversation. If the customer wants\nto know about something they will ask. <\/p>\n\n\n\n
Instead of showing the prospect the picture you have painted\nof your product, it is important to figure out what their picture looks like. Through\na simple line of questioning it is easy to figure out how the customer\ncurrently views the product. Once the sales person sees the product from the seller\u2019s\npoint of view they will be able to answer and ask dummy questions, that allow\nthe customer to paint in what is missing from the picture of their perfect\nproduct. <\/p>\n\n\n\n
Therefore, the seller does not take the brush and paint the\ncustomer a picture, the salesman gives the customer the proper information and\ntechnique to finish the painting themselves. <\/p>\n","protected":false},"excerpt":{"rendered":"
Although salesmen have a lot of product knowledge and personal opinions on their product, Sandler tells them to keep it to themselves in his rule number eight-teen \u201cDon\u2019t paint seagulls in your prospects picture\u201d This is a weird way of saying don\u2019t force your customer to see the product the way you do. Although you […]<\/p>\n","protected":false},"author":206,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-6033","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/6033","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\/206"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=6033"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/6033\/revisions"}],"predecessor-version":[{"id":6034,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/6033\/revisions\/6034"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=6033"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=6033"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=6033"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}