In a previous Tip of the Month (April 2003), we began discussing the powerful strategy of the "What-If" Question. We talked about the idea of using these powerful questions as a way to make sure we were ready for an important sales event. Specifically, we shared some questions to help us get ready to make a presentation.

Now let's shift gears a little, and consider this situation. You are preparing for a research meeting. As you think about your call objectives, the flow of the meeting, and the specific questions you want to ask the contact, consider some of these questions:


What if the contact is thinking about inviting others to join the meeting?
What if the contact already has invited others to join the meeting?
What if you walk into a room full of people waiting for your "pitch"?
What if the contact wants to control the meeting by asking you the questions, instead of answering your questions?
What if the contact is a "cold fish", who won't open up?
What if the contact is distracted by a different issue or priority?
What if the contact seems bored or disinterested?
What if the contact is turning out to be a gatekeeper?
What if the contact is the Decision Maker?


Thinking about these things before they happen is a great way to prepare for a research meeting. If you are aware of the issues, and have thought through a response or course of action, you will be more successful no matter what happens.

By the way, the answers to many of these questions can be found in Beyond Selling Value, and we will tackle some of these in future Tips of the Month as well.