{"id":9405,"date":"2022-05-04T18:37:43","date_gmt":"2022-05-04T18:37:43","guid":{"rendered":"http:\/\/gccwebsites.com\/startupsales\/?p=9405"},"modified":"2022-05-04T18:37:43","modified_gmt":"2022-05-04T18:37:43","slug":"dont-paint-seagulls-in-your-prospects-picture-2","status":"publish","type":"post","link":"https:\/\/gccwebsites.com\/startupsales\/dont-paint-seagulls-in-your-prospects-picture-2\/","title":{"rendered":"Don\u2019t Paint Seagulls in your Prospect’s Picture"},"content":{"rendered":"

When selling to a prospect it can be tempting to try to force the prospect to see things from your prospective. This is known as \u201cpainting seagulls in your prospects picture\u201d. This name refers to attempting to forcefully add something to the prospect\u2019s \u201cpicture\u201d. This is not an ideal sales method because if a prospect doesn\u2019t see the need for this new addition to their picture, forcing them to see from your perspective will simply not work. The correct approach to sales is not forcing perspectives or ideas, as sales should be a process of discovery leading to a mutually agreed upon set of truths. Introducing these \u201cseagull statements\u201d while usually well intended, can introduce red-herrings and unnecessary distractions, taking away from the question process that leads to mutual agreement.<\/p>\n

Some examples of these seagull statements are:<\/p>\n

You know what might be nice\u2026<\/p>\n

You may want to think about\u2026<\/p>\n

Picture this\u2026<\/p>\n

What I didn\u2019t tell you yet is that you have the ability to\u2026<\/p>\n

What if I told you\u2026<\/p>\n

Some questions that would be much better for introducing your perspective to your prospect would be questions like:<\/p>\n

Do you think that ___ would allow you to do this more effectively?<\/p>\n

I don\u2019t suppose ____ would be of any value, do you?<\/p>\n

You didn\u2019t mention ____; is that important?<\/p>\n

With these questions you can arrive at that mutual agreement of truths and introduce your perspective without forcing your perspective on them and trying to paint a seagull in their picture that they don\u2019t see there.<\/p>\n

 <\/p>\n

\"\"<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

When selling to a prospect it can be tempting to try to force the prospect to see things from your prospective. This is known as \u201cpainting seagulls in your prospects picture\u201d. This name refers to attempting to forcefully add something to the prospect\u2019s \u201cpicture\u201d. This is not an ideal sales method because if a prospect […]<\/p>\n","protected":false},"author":837,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[33,51,166,23],"tags":[78,134,71,18],"class_list":["post-9405","post","type-post","status-publish","format-standard","hentry","category-dos-and-donts","category-perspectives-on-sales","category-sales-experience","category-sales-process","tag-sales-conversation","tag-sales-techniques","tag-sales-tips","tag-selling"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/9405","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\/837"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=9405"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/9405\/revisions"}],"predecessor-version":[{"id":9407,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/9405\/revisions\/9407"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=9405"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=9405"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=9405"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}