Why Not Teach Your Salespeople This Great Technique?
· the buyer's dominant emotional buying motive.
· the buyer's critical needs, wants, issues or challenges.
· the buyer's personality style.
· what is preventing their prospects from getting a good night's sleep.
· where future potential sales resistance will come from.
· 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:
· You would like your employees to_________________.
· You wish your salespeople would__________________.
· You would like your managers to stop______________.
· You could achieve more if you would_______________.
· Your relationship would be better if your partner would begin_______________.
· You would feel better about yourself if others would stop__________________.
· You could take control of your life if_________________________.
· 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.
Related Tags: leadership, success, selling, management, sales training, sales, sales management, supervision
Tim Connor, CSP is an internationally renowned sales, management and leadership speaker, trainer and best selling author. Since 1981 he has given over 3500 presentations in 21 countries on a variety of sales, management, leadership and relationship topics. He is the best selling author of over 60 books including; Soft Sell, That's Life, Peace Of Mind, 81 Challenges Managers Face and Your First Year In Sales. He can be reached at tim@timconnor.com, 704-895-1230 or visit his website at http://www.timconnor.com
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