Now, I know what you're going to ask…
One of the keys to being a great salesperson is the ability to anticipate questions.
One of the keys to being a great salesperson is the ability to anticipate questions.
If you can successfully anticipate what the prospective client is going to ask, and what he/she is really looking for, you've already won half the battle.
Think of it like a map book. The best map books don't just contain names of streets and suburbs and towns, they list places of interest and make note of what there is to experience in the area.
The map book that tells me the details I'm interested in, or the salesperson that understands my needs and accommodates me accordingly, is the one that I'm more likely to spend my money on.
Being able to anticipate questions obviously relies on a certain level of product knowledge and sales training, but when used correctly is a highly effective sales tool that no salesperson should be without.