How to Use Amodal Completion to Increase Sales? [Start Your Week]

Imagine you’re looking down the rows of a fully tasseled corn field, and all you can see ahead of you is a light brown, furry image, broken into two sections and spanning the distance between three rows of corn. You can’t see a head or a tail. Your eyes can only see two sections of hair among the leaves, and a body divided by the corn rows, but your mind instantly made it into one image telling you, it’s a deer.  Your brain’s ability to join those pieces together without seeing the complete picture, is a process called amodal completion.

The eyes only see fragments, but the brain pieces them all together so you can recognize what you see. Through years of evolution animals gained this ability to see prey, recognize a mate or predator through dense foliage even when the image was only partially in view.  

The concept of amodal completion is the same kind of system my brain uses when I’m qualifying a prospect.  A list of attributes I want in a customer, flash through my head one at a time as I interview a prospect, surveying his farm, the condition of his machinery, how he treats me, whether he appears progressive, is in the age range I want, and so on.  Within seconds my mind pieces together a complete visual of what that person would be like as my customer.  Sometimes I see a potential customer and I continue to pursue him, and sometimes I don’t and I leave...