Rule #23

The only way to get rid of a bomb is to defuse it before it blows up. This is what Mattson’s Sandler Rule number 23 states. In reference to the sales world, this rule it referring to the idea that, as a salesperson in a conversation with a prospect, you should bring up the concepts that you know may give the prospect difficulty in dealing with. Whether you are worried it will make them no buy your product or just increase their doubts about it, the idea is that you beat them to the chase by bringing it up first. That way you seem more trustworthy as a salesperson and so that you do not seem like you are trying to hide it from the prospect. If you didn’t bring it up first, and the prospect either brought it up or found out about it without your presence, this might make the prospect think that you were trying to hide it from them.

I think this concept is definitely a good idea to apply in the sales world, but I also think that it applies to the world at large. Whether it be in relationships, friendships, or professional relationships, it is always a good idea to be honest and truthful and upfront with people especially if the matter concerns them specifically. I don’t think this means that we should go around offering a lot of personal information to people in the name of being honest, but if it is something that would affect another person’s decisions in any way they should know before hand and not during or after the decision-making process. This will save both parties a lot of stress and frustration and anger. If you are trying to convince someone to either buy something from you or do something with you it is only fair and right that they know the full details behind it, and I think this follows a Christian worldview as well.