{"id":8882,"date":"2022-03-09T21:20:26","date_gmt":"2022-03-09T21:20:26","guid":{"rendered":"http:\/\/gccwebsites.com\/startupsales\/?p=8882"},"modified":"2022-03-09T21:20:26","modified_gmt":"2022-03-09T21:20:26","slug":"dont-spill-your-candy-in-the-lobby-how-sales-is-like-dating","status":"publish","type":"post","link":"https:\/\/gccwebsites.com\/startupsales\/dont-spill-your-candy-in-the-lobby-how-sales-is-like-dating\/","title":{"rendered":"Don’t Spill your Candy in the Lobby: How Sales is Like Dating"},"content":{"rendered":"

In David Mattson’s book The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them,\u00a0<\/em>he discusses some core sales concepts. We will be discussing core concept #2: Don’t Spill your Candy in the Lobby. Mattson is discussing an analogy connecting sales and a box of candy, and in this case your box of candy is your knowledge and expertise. You don’t want to give away too much information, too early. This is similar to dating, in the sense that the most exciting relationships have a little bit of mystery in them. Once you know everything about each other, you lose the excitement of surprises. Which leads to the conclusion, that sales is very similar to the “talking” stage before you start a relationship with someone.<\/p>\n

Mattson says in his book that too many sales people are too eager to tell all they know and show all they can do prematurely. Of course, the salesperson likely doesn’t realize that it is premature. Instead of babbling on about yourself and all your own expertise, you should instead drive the conversation back to “fact-finding” such as asking things like, “mind if I ask you a few questions, first?” The goal is to know more about your client so that you can use your knowledge and expertise to provide them with the best solution for their needs. Not to show off or push your own product for the sake of economic gain.<\/p>\n

Similar to a first date, the more you learn about the other person by intentional questions and conversation, the more successful the date. No girl (or guy) is impressed by someone who only wants to talk about themselves. And you don’t want to leave the date knowing everything there is to know about the other person, because that is what makes the second date worth having. If you’re doing your role correctly, the other person will want to know more about you too, which leads you to the appropriate time to “spill your candy” but not all at once.<\/p>\n

As you can see, though there are some obvious differences, dating and sales both rely on not spilling your candy in the lobby.<\/p>\n","protected":false},"excerpt":{"rendered":"

In David Mattson’s book The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them,\u00a0he discusses some core sales concepts. We will be discussing core concept #2: Don’t Spill your Candy in the Lobby. Mattson is discussing an analogy connecting sales and a box of candy, and in this case your box of candy […]<\/p>\n","protected":false},"author":1195,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-8882","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/8882","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\/1195"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=8882"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/8882\/revisions"}],"predecessor-version":[{"id":8883,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/8882\/revisions\/8883"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=8882"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=8882"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=8882"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}