Sales Tips Sandler Rule 2 Dont Spill Your Candy in the Lobby

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Watch the new Sandler Rule #2 video here: • Sandler Rule #2: If Your Competition ... • Sandler is the global leader in sales training, management training and corporate training. Locate a Sandler trainer near you http://www.sandler.com/ and get the latest sales tips and management advice on our blog http://www.sandler.com/blog • Transcript: • Hi, I’m Karl Graf with Sandler training and I’m here to talk about Sandler rule #2, don’t spill your candy in the lobby. So, what is a spilled box of candy got to do with a sales call? Everything. When you go on a sales call you take your box of candy. Your box of candy is your knowledge, your expertise. In sales, people are so anxious to open and spill their candy. When a prospect shares a concern that might be able to be addressed by your product and services, the sales person launches in to presentation mode, highlighting their features and benefits. They might throw in a third party testimonial or two for good measure, candy, candy and more candy. While there’s time to share your candy of course, it’s during the formal presentation, demonstration, process review and that’s only if you and the prospect together have truly understand the issues they’re trying to resolve. In the initial phase of the sales call, leave the candy in the box. Your task is to fully understand the prospect's situation. You have to make sure that you uncover the prospect's issues before you make your presentation. During the initial phase of the sales call, the candy must remain in the box. Your task is to uncover the prospects op-uh issues. Your task is to ask questions to uncover the problems that need to be addressed or the goals that need to be achieved. Your task is to truly identify if your products and services will truly address and help the prospect. Your task is to leave the candy in the box. If you’re routinely dropping off material, information, marketing material without truly understanding the prospect's buying motives, then you’re creating a habit of spilling your candy in the lobby. Ask yourself this question, if they h-if they have your information, if they have your pricing, do they really ever need to talk to you again? Ask yourself, would they ever take your information and shop your competitors? Get enough facts to fully understand the opportunity and if you get far enough through the development cycle to make a presentation, then open your box of candy. Yes you should and can help the prospect but the best way to help them early on in the process is to ask them questions, talk as little as possible, and get them to talk as much as possible. Your task is to gather the information, not dispense it and save the box of candy for later.

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