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Listen to Danny speak on the topic of "Asking Questions"

This behavior requires an ability to split the middle. Preparing for worst-case scenarios is valuable unless the worst-case scenario is too far inflated, which is paranoia. However, being a worst-case scenario player, without taking it too far, has two major advantages. The first is giving the salesperson some time to think about what the most negative result of an action will be and formulate a plan to deal with it. The second is it prevents salespeople from getting overly positive about what takes place in a sales call. Be a worst-case scenario player and chances are you’ll be dealing with the reality of the sales call.

Having a realistic view of a worst-case scenario provides perspective. If a salesperson knows that a slip up in the sales process will likely result in a delay of the sale, they are less likely to be preoccupied with this possibility. Recognizing that multiple errors will likely lose the sale provides some support and a learning opportunity if that comes to pass. These are good worst cases to acknowledge and prepare for. Again a caution, being preoccupied with a potential slip up in a sales call that would result in losing one’s home and having to move in with one’s in-laws is unrealistic and will cause inactivity, paranoia, and sales call paralysis. So, as long as the worst cases are realistic a sales person can acknowledge the possibility, recognize that it’s not too terrible, and make plans to avoid the negative outcome.

The second benefit is that being prepared keeps the salesperson honest. Many times prospects give vague or unhelpful input. Many salespeople are tempted to be a best-case scenario player in that instance. So “I have to talk with my partner and we should be ready to buy” becomes, “I’m ready to buy.” The salesperson leaves waiting for the phone to ring and the purchase to be made. In reality, the phrase has a lot of unknowns and a worst-case scenario player can view it as a worst case and deal with that. Worst case preparation is, “that statement is a put off, he’s telling me no, and I need to get clarification on why he isn’t buying.” In this case, the salesperson does what they should by asking for clarification and even if the worst case is accurate and the answer is no, at least they know the details. Being a realistic worst-case scenario player will at least provide salespeople with valuable lessons and at best will provide better selling opportunities.

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