Growing up one of my favorite movies was Speedracer. It is an action-packed movie based on the old-school anime Speedracer. Although the movie never really took off in pop culture due to audiences not understanding the writers’ bizarre artistic choices, It still holds a special place in many people’s hearts.
Last week in class we went over the 2nd core concept: Don’t spill all your candy in the lobby, and immediately a picture was painted in my head of the sleazy villain from the Speedracer movie, Mr. Royalton of Royalton Industries. https://youtu.be/SpvP7Vaz-Kk?si=m5yJS41iWNNYI0tj
Mr. Royalton is a highly successful businessman in this fictional world, however, when he is trying to sell to the potential prospect of the Racer family, he breaks the core 2nd rule. He shows all that he can provide to the Racer family and how he can change their lives for the better. Mr. Royalton is impatient and “shows the Babylonians everything”. He shows them the training facilities, the fancy suits, and the private jets, but fails to do a salesman’s first job, which is to be patient and dig for pain.
A good salesman relies on patience and takes time to develop relationships with those that they are selling to. The only question that Mr Royalton asks is at the very end, and it’s along the lines of “SO WILL YOU DO BUSINESS WITH ME!?!?”
“When your presentation takes place before the stages of building rapport and pain, you have spilled your candy in the lobby” One coincidence that is perfect for this is when Mr. Royalton offers all the candy that Spritle and Chim Chim (Those are their names; go watch the movie) can eat to try and win their favor is literally spilling the candy in the lobby.
I think the natural position for extroverts is to try and get as many people to like us as possible by talking and talking and talking until we’ve killed our prospect. Extraverts want to show people “how great we are” or “how great our product is,” and that they can benefit from it if they sign on the dotted line, but it’s important to remember that perhaps they don’t want what you have to offer, perhaps they think you are great but doing business with you isn’t what’s going to work for them. The ambivert advantage is being open to conversation but not being so forward that you spill all your guts before you ask the important questions to see if you are in attunement with your prospect. If you are not, at the very least you have received clarity and you can save yourself heartbreak (or kicking yourself) from losing the deal.
RMcIlwain
Hey Nathan, this is a pretty good example of how extraversion can end up spilling candy in the lobby. Sounds like a pretty fun film also, I’ll give it a watch.
I like how you brought the extraversion vs ambiversion aspect into this post. It is sort of interesting to see the way in which all of the different concepts come into play in these scenarios. Even those who aren’t considering them, are still applying them whether poorly or well, and whether they know it or not.
Nathan, I watched the clip from Speedracer and found it intriguing and relevant to Sandler’s rules- I’ll definitely consider watching the movie! I also liked your last two sentences—the ambivert, having the best traits of both an extrovert and an introvert, has an advantage as a salesperson by knowing when to speak up and when to stay quiet. The clarity that can come from this is valuable.