When the global economy was at its peak, many service salespeople were successful using a “spray and pray” sales model with their customer that focused less on the customer’s needs and more on the specific deliverables within the salesperson’s portfolio.

In a typical “spray and pray” methodology, a salesperson would facilitate a meeting with a customer using a lengthy PowerPoint presentation as the primary communications vehicle to provide an all-inclusive summary of every service their company provided. By “spraying” customers with this information, salespeople would then hope or “pray” that a customer would be drawn to a specific deliverable, item, or bullet point listed on one of the slides within the comprehensive presentation.

From that point, the salesperson would focus the remainder of the meeting on the specific deliverable or item that captured the customer’s attention, and would begin to “close” the customer on how that deliverable could be applied within their organization.