The “Don’t Paint Seagulls in Your Buyer’s Picture” rule highlights the importance of presenting only what the buyer expects and values. The concept comes from a story where a teacher added a seagull to a child’s drawing, ruining the child’s vision of their picture. In sales, this occurs when you introduce additional features, information, or value that the buyer didn’t ask for, disrupting their clear understanding of the solution they need. When buyers have a clear idea of their ideal outcome, adding unnecessary details can create confusion and undermine their confidence in the solution. To prevent this, focus solely on the key elements that meet the buyer’s expectations and decision-making criteria. Stay within their desired solution and budget, and avoid overselling with irrelevant features. This approach ensures a smoother sales process and increases the chances of closing the deal.
Check out this free resource that can help overcome your prospecting mistakes.
