Don’t show up and throw up on your sales prospects!

My favorite phrase on sales prospects

I have been using the phrase “don’t  show up and throw up” on your sales prospects for a long time in my training and have blogged about it previously. I use it to persuade sales people from launching into a canned spiel that is  focused on them, their product and their company.

The people you call and meet really don’t care for the “show up and throw up” approach to sales. They want you to be focused on their business, their business goals and their Customer Value Proposition (CVP) -that is how you help them win more business and add value to their customers.

The “origin” of my phrase on sales prospects

I have to be honest and say that I never really thought that I invented the phrase but I could not put my finger on where it came from. Until now that is!

I was just looking over some of my old sales books (which greatly focus on learning about sales prospects) and low and behold came across my source of inspiration in a book called: Knock your socks off prospecting. Continue reading ‘Don’t show up and throw up on your sales prospects!’