When people get a hang of the concept of not spilling candy in the lobby, they sometimes take things a bit too far and want to give out as little information as humanly possible. I know I did.
And this isn't exclusive to people who are familiar with Sandler, either! A client of mine who builds homes was invited by a group of real estate agents to speak to people about how they can remodel their homes or build from the ground up. My client spoke with a friend in his industry and asked if he would be speaking at that event as well, and his friend told him he definitely wouldn't. He didn't want to give away trade secrets.
Now, in my mind, most people aren't going to pick up a hammer and build their own house. Any trade secrets my client's friend was afraid to give away probably wouldn't be used against him at that particular event.
But this sort of thing happens all the time!

I know when I was new to Sandler, I leaned so much into the literal interpretations of the rules that I took it too far sometimes. I can remember one phone call I made to a mentor in Sandler where I was just so proud of myself. I told him that I was so far from spilling my candy, I didn't give away any information in a particular meeting!
And my mentor laughed and told me, "Mike, you have to give away SOME information in order for people to be interested in what you're doing."
If you don't tell people what you do at all, they're not gong to want to do business with you. How can they, if they don't even know how you could fix their pain!
This is one of those concepts where you'll need to figure out what makes sense in your world. Is it important to avoid giving out too much information too soon? Definitely. But it's very possible to be too protective of that information.
Take the time to figure out for yourself what you're comfortable sharing and what's too much, and you won't have to worry about it on a case-by-case basis every time you have a sales interaction.
