Business
I have always found this Sandler rule that says ‘Don’t spill your candy in the lobby’ very intriguing. So, I decided to talk to my sales coach Doug Cohen, a President of Summit Performance Training at Sandler and Chief Revenue Officer at OZ about this rule. What does this Sandler rule mean and how can we relate to it now? Doug says that ‘candy’ is information, knowledge, and expertise. Many believe that the best way to sell is to spill their candy all over the lobby. It’s when you shower a prospect with information before you understand their issues, problems, or challenges. Can you help a prospect? Mind that before you share information. Ask relevant questions and listen to what the prospect has to say, advises Cohen. And then provide your candy - your knowledge and expertise. Remember that your product and services might not be a good fit for everybody. Time is valuable, so wait to spill your candy to a qualified prospect. There is no need to sound smart to get the deal. Don’t show up and throw up! Which is what I want to say! What do you think? Do you follow any Sandler rules? Tell us about it in the comments! If you like the video, don't forget to share and subscribe. Thanks for listening! Are you struggling with digital marketing efforts? We can help you with your White label work. Find out more here https://www.oneims.com/the-leading-white-label-agency/ Find Doug Cohen on LinkedIn https://www.linkedin.com/in/dougcohen1/ Visit Sandler Training at https://www.sandler.com/ --- Send in a voice message: https://anchor.fm/solomon-thimothy/message