Sean McPheat on anticipating blockers

September 2021

Have you every been driving and seen the car three or four ahead of you brake hard, and been able to foresee what’s happening so you braked in time to avoid an accident?

Foreseeing what’s happening beyond what’s just in front of you gives you a heads-up and an anticipatory mindset that keeps you out of harm’s way.

And, by applying it in a sales environment, it helps you foresee what may be up ahead so you can deal with it before it becomes an issue for you.
Here are some tips on how to do it:

1) Anticipate and prepare for obstacles
your prospects and customers may come up with:
If you’ve faced objections before, you should be in a good position to prepare for it. Knowing that a specific obstacle will be put in place before you see it gives you an opportunity to manoeuvre around it. You can prepare and deal with those obstacles, maybe even mentioning it before it becomes an issue.

2) Download industry journals and publications
that keep you up-to-date with what’s happening:
When you’re up-to-date, it allows you to determine what issues the industry is facing and can assist you in offering advice before it becomes a challenge for your prospect or customer. Looking ahead like that can make you a valuable asset to the market and help your customers in advancing their business.

3) Follow influencers who keep you informed:
Choosing the right influencers on social media can keep your knowledge and skills honed, so you can share valuable information with your prospects. They can assist you in developing the future skills needed to be helpful to those who will be using your services.

4) Anticipate the changes ahead of you:
Post-Covid business is, in many industries, vastly different from pre-pandemic, so seek out chances to improve your knowledge of what’s coming up. Being aware of the changes required by customers old and new will put you in a strong position to serve the marketplace better as time goes by.

Investigate, research, read up, find out, study and examine your product enhancements, marketplace and future needs of the industry, so you can become the kind of partner that prospects and customers would value highly.

That way, you will be looking beyond what’s right in front of you and anticipate the needs before they actually arise.
Happy selling!

Sean McPheat is Managing Director of MTD Training.  
For information call 0800 849 6732 or visit

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