Anticipate the Prospect’s Answers and Follow-on Questions
You have to mentally visualize the “if-thens” that could occur during the sales call. What this means is that if the prospect asks question A; then what will be your response? If the customer asks Question B, then how will you respond? You need to know how you are going to answer those questions before you speak with the prospect. Create a list of these questions and visualize how you will answer them. If you want to be extra-prepared use a colleague or a manager to help you role-play and rehearse important sales calls. You can’t anticipate with 100% accuracy every question the prospect may ask, but you can prepare.
Remember that an important sales call is the time for preparation, not improvisation.
— Andy Paul is author of the award-winning book, Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales