In Episode 42 of our Wired 2 Change Podcast, Trinity and Mike talk about Sandler Rules 15-18. All the rules have to do with prospecting, which can be difficult for anyone. Rule #18 talks about how "seagulls" are aspects of our product or service for which the prospect has not yest expressed any need or interest. If you introduce seagulls too early, it may give them a chance to reject your offerings. Rule #15 explains how to give a presentation without giving a presentation.