Feel, Felt, Found, an incredible sales technique used to handle objections with ease, and one that many use unknowingly. But let us break down the barriers on this terrific objection handling method and throw in a bit of NLP goodness.
But first just so you fully understand what Feel, Felt, Found is, and how it works.
First up it goes like this:
1. State ‘I understand how you feel’. This is intended to let the potential customer know you have heard them, and you can empathise.
2. Inform them about somebody else who ‘Felt’ the same way. This lets the customer that they’re not alone, others felt this way, and things can be different.
3. Proceed to inform them how that person ‘Found’ that after they did what you wanted/purchased your product, they got what they wanted.
An example would be:
I understand that you ‘Feel’ budget isn’t available right now, to be honest lots of customers ‘Felt’ this way initially, but what they ‘Found’ is 47% savings compared to previous statements… etc
Build the feel, felt, found method into your sales presentations and objection handling process, and you will see an immediate spike in your sales.
Now to hack this method with a bit of NLP.
Using the same scenario as above you could say.
Some other customers ‘Feel’ budget is often the issue when making an important buying decision.
I know a lot of my customers initially ‘Felt’ that way until they decided to make a commitment and no matter what remove any obstacles present.
As a result, they ‘Found’ although the budget was initially an obstacle, it was a commitment to follow through that made all the difference and reduced costs by 47%… etc
In this scenario you aren’t saying you understand how they feel; instead, you’re distancing yourself and not allowing the customer to question your sincerity to their issue. Also by using some ‘other customers’ allows them to identify themselves with the others who feel this way. This almost validates the way they feel and reinforces that they’re not the only one who feels this way.
‘I know a lot of my customers initially ‘Felt’ that way until they decided to make a commitment and no matter what remove any obstacles present’.
What this sentence offers is clarity that the customer needs to be committed and that it’s not a magical formula that will fix everything. Any obstacles present may still be present, but they are committed to working through them no matter what.
This also rules out the customers doubt that all issues will be fixed by purchasing your product, they understand that it takes commitment to see the results. This makes it more believable and realistic for them.
‘As a result they ‘Found’ although budget was initially an obstacle, it was a commitment to follow through that made all the difference and reduced costs by 47%… etc’
Again this outlines that the product isn’t a magical purchase, but reassures them that when committed the results are great and the savings can be achieved. This helps the customer understand that it’s up to them to commit before they see the result.
Using a big claim in the found process also helps the customer shape an image of the success they desire when they take onboard your product or offering.
Want to know about ways to handle objections? Book a free demo of my sales training platform ‘Sales On Demand’ or a free success call with me. Book Now
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