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The critical ingredient in a successful sales outcome is the ability to get adequate and accurate information as early in the sales process as possible. Those of you who have read my books, previous tips, or have attended one of my sales seminars are well aware of the importance I place on the ability to ask good questions - in the right way, at the right time. It is unfortunate that many salespeople are still selling by going into a "feature DUMP" too early in the sales process - before they have learned:

:%$middot; the buyer's dominant emotional buying motive.

:%$middot; the buyer's critical needs, wants, issues or challenges.

:%$middot; the buyer's personality style.

:%$middot; what is preventing their prospects from getting a good night's sleep.

:%$middot; where future potential sales resistance will come from.

:%$middot; Etc., etc., etc.

I came across the sentence completion method several years ago when I was reading a book on psychotherapy. (Now don't jump to any conclusions here, folks!) There are a number of techniques therapists use when counseling with a patient. One of the ones that I thought might be of value in the sales process is called - the sentence completion method. I have used this technique with great success ever since. Here it is.

What the therapist (salesperson, manager, parent, etc.) does is say to the prospect: "I would like to give you some sentence stems and I would like you to complete the sentences by putting some endings on." For example:

:%$middot; You would like your employees to_________________.

:%$middot; You wish your salespeople would__________________.

:%$middot; You would like your managers to stop______________.

:%$middot; You could achieve more if you would_______________.

:%$middot; Your relationship would be better if your partner would begin_______________.

:%$middot; You would feel better about yourself if others would stop__________________.

:%$middot; You could take control of your life if_________________________.

:%$middot; Your organization would be more profitable if every employee______________.

Why do you think this is an excellent way for you to discover your prospect's concerns, needs, etc$%: Well, there are a few examples. Why not come up with some additional ones that would work with your products/services on your prospects/customers.