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.
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.
I remembered that this was my source of inspiration and thought I would share this with you. Go and get a copy of the book from amazon. It’s definitely worth the £10 you can get it for.