Ron Goch
The Telios Group
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Don’t Show Up and Throw Up

April 12th 2007

I was listening to a sales speaker discuss the importance of asking good questions when first meeting with a sales prospect.
Those who have been in sales for a short or long period of time know this as a basic rule in sales.
However, it’s also a basic understanding that just as many sales execs that follow the rule also break the rule by – as the sales trainer described – showing up and throwing up.
I thought this was a great way to communicate to sales execs the importance of asking questions first versus not asking questions and guessing the prospects needs.
As I often tell first-year sales execs, that would be like showing up at a doctors office and the doctor trying to diagnose your illness before asking you all the proper questions.  You’d quickly be leaving that doctors office and seek a second opinion.

Ron Goch,
The Telios Group
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