Sandler Sales Rules: Never Spill Your Candy in the Lobby

While sharing is good, sharing too much in sales can be problematic.

As Sandler Sales Method trainer Karl Graf puts it in this short video, salespeople have a limited amount of resources at their disposal. If your resources are your candy, then the last thing you want to do is spill all of that candy in the lobby, so to speak.

No matter what your best resource is — pricing, information on the competition, a quantifiable competitive advantage, resolutions to the buyer’s problems — you want to hold onto it and use it for leverage, he explains. As Graf says. if you’ve used up all of your candy and don’t have the buyer hooked, you’ve wasted that precious resource.

For more on how to be efficient with your sales resources, watch the full video.