Overcoming Sales Objections Using Feel Felt Found sales technique
Stephen Craine
February 08, 2009
Overcoming sales objections is easy with this great technique of Feel Felt Found. Itīs really effective for retail and showroom sales, and has been used and proven successful for direct sales to the public. Used by many small businesses and people selling their own services to increase business.
Feel Felt Found overcomes those sales objections that come from the customerīs feelings. Use it on the sales objections that start with, I think, or I feel. They often come as a first reaction and a projection of how the customer feels. Feel Felt Found is easy to learn, really effective in many sales situations, and best of all you can start using it today.
At first you may feel unsure about such an easy way to approach sales objections. Many experienced sales people have felt the same way. Once they tried it they found it closed sales and earned them commission.
See how easy it fits into normal conversation. If you missed the technique go back and read the last paragraph.
Step 1. I understand how you FEEL
Empathize with your customer. Tell them that you can understand how they feel and why they have raised their sales objection.
When handling sale objections you want to work with your customer. Let them know you are like them, because people buy from people that are like them. And you, like me, are just like them. The Feel Felt Found objection handling technique works with the customer not against them. You are letting your customer know that it is understandable that they have this objection to the sale. That itīs normal, itīs happened to other people, and those people still went ahead and bought the product.
This first action takes the sting out of the sales objection. It says to the customer, and to you, that raising this objection is not going to stop you buying, or me selling.
Other people have FELT the same way.
Other customers felt the same way as you do and they bought from me.
Feel Felt Found uses social proof to good effect and shows that others said the same, and they went on to buy. Your customer wants to be like others, we all do. Do you enter an empty restaurant? No you want to go where others go. Itīs an ancient safety instinct. If there are others at this waterhole it must be safe. Retail and showroom sales rely on this instinct.
If you want to fill your showroom, fill it first. To fill your showroom, get some people in there. Rent a crowd, invite family and friends, get some noise, and make others want to follow the crowd.
The message to your customer
The Feel Felt Found sales objection technique says to your customer, the feelings you have at the moment have been felt by many others, and it didnīt not stop them buying.
The reason it didnīt stop others buying is because of what they Found.
So let's tell the customer what others, like them, have found.
This is what others have FOUND
A quick re-cap of the Feel Felt Found technique for overcoming sales objections.
I understand why you FEEL....
Others have FELT.....
Now we move onto
What they FOUND was........
Tell your customer what other customers found when they bought from you. Not just enough to overcome the sales objection. This is your chance show how great your product is. Tell them, others didnīt just find enough that the sales objection was no longer an issue. They found benefits that surpassed their expectations and gave them something that felt great. See how weīre back to those feelings again.
Handling sales objections with Feel, Felt, Found.
Examples to help explain how to use Feel Felt Found to overcome sales objection
I understand why you might Feel the price is too high.
Other customers have Felt the same way.
When they saw the money they saved with it they realised it was a really good investment
I know how you feel. When I first saw it I felt the same. But when I tried it I found I looked at it in a different way.
Itīs understandable that you should feel that way. I felt the same when I thought about changing. Now Iīve found that it works much better than my old one.
Try it for yourself
Itīs quick and easy to learn, and to put into action. Try it out and see how many more sales you close and how much more commission you earn. Use Feel Felt Found on the objections related to feelings and see how easy it becomes with a little practice.
A great way to use Feel Felt Found is to integrate it into a sales objection process. Take a look at this Sales Objections page from the Sales Training website and see what you think of the sales process there.
Feel Felt Found overcomes those sales objections that come from the customerīs feelings. Use it on the sales objections that start with, I think, or I feel. They often come as a first reaction and a projection of how the customer feels. Feel Felt Found is easy to learn, really effective in many sales situations, and best of all you can start using it today.
At first you may feel unsure about such an easy way to approach sales objections. Many experienced sales people have felt the same way. Once they tried it they found it closed sales and earned them commission.
See how easy it fits into normal conversation. If you missed the technique go back and read the last paragraph.
Step 1. I understand how you FEEL
Empathize with your customer. Tell them that you can understand how they feel and why they have raised their sales objection.
When handling sale objections you want to work with your customer. Let them know you are like them, because people buy from people that are like them. And you, like me, are just like them. The Feel Felt Found objection handling technique works with the customer not against them. You are letting your customer know that it is understandable that they have this objection to the sale. That itīs normal, itīs happened to other people, and those people still went ahead and bought the product.
This first action takes the sting out of the sales objection. It says to the customer, and to you, that raising this objection is not going to stop you buying, or me selling.
Other people have FELT the same way.
Other customers felt the same way as you do and they bought from me.
Feel Felt Found uses social proof to good effect and shows that others said the same, and they went on to buy. Your customer wants to be like others, we all do. Do you enter an empty restaurant? No you want to go where others go. Itīs an ancient safety instinct. If there are others at this waterhole it must be safe. Retail and showroom sales rely on this instinct.
If you want to fill your showroom, fill it first. To fill your showroom, get some people in there. Rent a crowd, invite family and friends, get some noise, and make others want to follow the crowd.
The message to your customer
The Feel Felt Found sales objection technique says to your customer, the feelings you have at the moment have been felt by many others, and it didnīt not stop them buying.
The reason it didnīt stop others buying is because of what they Found.
So let's tell the customer what others, like them, have found.
This is what others have FOUND
A quick re-cap of the Feel Felt Found technique for overcoming sales objections.
I understand why you FEEL....
Others have FELT.....
Now we move onto
What they FOUND was........
Tell your customer what other customers found when they bought from you. Not just enough to overcome the sales objection. This is your chance show how great your product is. Tell them, others didnīt just find enough that the sales objection was no longer an issue. They found benefits that surpassed their expectations and gave them something that felt great. See how weīre back to those feelings again.
Handling sales objections with Feel, Felt, Found.
Examples to help explain how to use Feel Felt Found to overcome sales objection
I understand why you might Feel the price is too high.
Other customers have Felt the same way.
When they saw the money they saved with it they realised it was a really good investment
I know how you feel. When I first saw it I felt the same. But when I tried it I found I looked at it in a different way.
Itīs understandable that you should feel that way. I felt the same when I thought about changing. Now Iīve found that it works much better than my old one.
Try it for yourself
Itīs quick and easy to learn, and to put into action. Try it out and see how many more sales you close and how much more commission you earn. Use Feel Felt Found on the objections related to feelings and see how easy it becomes with a little practice.
A great way to use Feel Felt Found is to integrate it into a sales objection process. Take a look at this Sales Objections page from the Sales Training website and see what you think of the sales process there.
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