The “What-If” Question, Part I  

There are many steps we take to prepare for different activities in the sales cycle. One powerful strategy is to utilize the "what-if" question, which allows us to test our readiness for a given activity.

As an example, consider this situation: You are rehearsing for an IMPAX business presentation. As you hone your mastery of the content and refine your delivery, you begin to ask yourself some "what-if" questions.

Examples of questions you might consider in this context include:

• What if the decision maker doesn't show up for the presentation meeting?
• What if the decision maker is late?
• What if the decision maker is late and the rest of the group wants to get started?
• What if a gatekeeper tries to take me off track with technical questions?
• What if something goes wrong with my presentation media/medium?
• What if the decision maker tells me I have less time than expected?
• What if my manager, who is attending the presentation, doesn't understand what I am trying to accomplish in the presentation?
• What if the decision maker doesn't like my suggested action steps?
• What if the decision maker agrees with my suggested action steps and wants to move forward?

These types of questions are very helpful in your preparation activities. They'll help you be prepared for things that can go wrong – and help you be ready when things go right!