{"id":9858,"date":"2023-02-19T23:33:40","date_gmt":"2023-02-19T23:33:40","guid":{"rendered":"https:\/\/gccwebsites.com\/startupsales\/?p=9858"},"modified":"2023-02-19T23:33:40","modified_gmt":"2023-02-19T23:33:40","slug":"spilling-your-candy","status":"publish","type":"post","link":"https:\/\/gccwebsites.com\/startupsales\/spilling-your-candy\/","title":{"rendered":"Spilling your Candy"},"content":{"rendered":"<p>In David Mattson&#8217;s book\u00a0<em>The Sandler Rules,\u00a0<\/em>Mattson shows us some of the best techniques and warnings about selling. One rule in particular, rule #2, &#8220;Dont spill you candy in the lobby&#8221; can be difficult to avoid. Mattson shares this Sandler rule as a warning to salespeople that revealing too much in the beginning can cost you the sale. The imagery used to describe this is waiting in line to buy a movie ticket, then waiting in another line for candy and then just before entering the theatre you spill your candy everywhere and the movie just isn&#8217;t as enjoyable. If we don&#8217;t wait to hear the true needs and pains of the prospect we may not discover the value of the product or service.<\/p>\n<p>I have been in this position myself, it can be really easy especially during a cold call to unload everything you know and can offer as soon as you get the opportunity. However, this has made prospects overwhelmed by the information instead of feeling heard and needs understood. As the sandler rule describes, we need to ask questions first so that we can confirm that there is a sale opportunity before sharing the benefits of our product or service.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>In David Mattson&#8217;s book\u00a0The Sandler Rules,\u00a0Mattson shows us some of the best techniques and warnings about selling. One rule in particular, rule #2, &#8220;Dont spill you candy in the lobby&#8221; can be difficult to avoid. Mattson shares this Sandler rule as a warning to salespeople that revealing too much in the beginning can cost you [&hellip;]<\/p>\n","protected":false},"author":3106,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[102,368,77,166,376,23,460,27,2,477,384,385,373],"tags":[],"class_list":["post-9858","post","type-post","status-publish","format-standard","hentry","category-attunement","category-over-selling","category-prospecting","category-sales-experience","category-sales-growth","category-sales-process","category-sales-questions","category-sales-struggles","category-sales-tips","category-salesman-qualities","category-sandler","category-sandler-submarine","category-the-ideal-salesperson"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/9858","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\/3106"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=9858"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/9858\/revisions"}],"predecessor-version":[{"id":9859,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/9858\/revisions\/9859"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=9858"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=9858"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=9858"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}