Sandler Training Strategies and Tactics
Tips for Managers and Sales Reps by Rochelle Carrington
Sales Tips from Rochelle Carrington
Don't spill your candy in the lobby.
Don't spill your candy in the lobby. When you go on a sales call, you bring with you a “box of candy,” which is your expertise and knowledge. If you start sharing that with your prospect too early, it could easily derail the meeting.