Out of all of the Core Concepts I think #2 is the most interesting personally. Don’t spill your candy is an analogy which means sales and a box of candy. The meaning of candy is your knowledge and expertise within sales. As a salesperson a good sales process relies on being patience, and having an appropraite developmental apporach to building trust with the prospect.
During this process bonding, rapport, and fact finding approach can not be skipped, while doing this the customers will ask to see what you can do. As the salesperson your task it to not dump all your candy on the floor, is it important to gather enough info to qualify the prospect. To drive the conversation back to fact finding you might want to ask “Mind if I ask you a few questions, first?” but make sure you are asking good questions. The salesperson job is “to get the information, not give it,” page 19.
Professor Sweet showed the class an episode clip from the Office which in the clip the two actors had different approaches on the sale. What I learned from the clip is to make sure you have empathy and try to relate to their topic. You don’t always have to be so serious while selling a product/service.
When you selling approach has taken on the stages of bonding, rapport, and pain you have clearly “spilled your candy in the lobby.” I personally think this is a interesting way to look at selling and product or service.
BoweryJE22
I also found this Mattson rule very interesting. When the bonding rapport is skipped, the sales call or interaction quickly becomes ingenuine and the salesperson comes across as not truly caring about the needs and pains of the potential customer. In addition to this, I think that this rule can also apply to friendships and relationships. It takes time to get to know people and see their true colors, and if you share too much about yourself right off the bat there can be consequences down the road. Whether this be in a social or professional context, it is wise to keep your true thoughts and feelings to yourself until you know that you are able to fully trust the other person.