| Feel Felt Found is a brilliant way to handle those | | | | emphasizing the message that, the feelings your |
| fast little sales objections that come from the | | | | customer has at the moment have been felt by |
| customer's feelings. Use it on the sales objections | | | | others and it didn't not stop them buying. The |
| that start with, I think, or I feel. They often | | | | reason it didn't stop others buying is because of |
| come as a first reaction to the product or some | | | | what they Found. |
| of its features. Feel Felt Found is a great way to | | | | Others have FOUND |
| overcome sales objections in retail or showroom | | | | I understand why you FEEL.... |
| sales. It is easy to learn, effective in many sales | | | | Others have FELT..... |
| situations, and you can start using it today. | | | | What they FOUND was........ |
| At first you may feel skeptical about such an | | | | Tell the customer what other people found when |
| easy way to approach sales objections. Many | | | | they went on to buy from you. What they found |
| experienced sales people have felt the same way. | | | | that overcomes the sales objection. Spice it up |
| Once they tried it they found it closed sales and | | | | and add some great sales benefits. When you tell |
| earned them commission. | | | | the customer what others found you have the |
| An additional benefit | | | | opportunity to sell your product. Tell them, others |
| If you're a sales manager you can try adapting | | | | didn't just find the objection was no longer an |
| this sales technique for coaching and influencing | | | | issue. They found something great that surpassed |
| your sales team. There are a lot of similarities | | | | their expectations and gave them something |
| between selling and coaching. After all, you are | | | | great. |
| trying to influence people's actions and behaviours. | | | | Feel, Felt, Found, putting it into action |
| You understand how they FEEL | | | | I understand why you might Feel the price is too |
| Empathize with the customer. Tell them that you | | | | high. |
| can understand how they feel as they raise their | | | | Other customers have Felt the same way. |
| sales objection. When handling sale objections you | | | | When they saw the money they saved with it |
| want to work with your customer, not against | | | | they realised it was a really good investment |
| them. Think of it as a sales martial art technique. | | | | I know how you feel. When I first saw it I felt |
| You use their force and change the direction, not | | | | the same. But when I tried it I found I looked at |
| meet it head on with another force. The Feel Felt | | | | it in a different way. |
| Found objection handling technique is a great way | | | | It's understandable that you should feel that way. |
| of doing that. You are letting them know that it is | | | | I felt the same when I thought about changing. |
| understandable that they have this objection to | | | | Now I've found that it works much better than |
| the sale. That it's normal, it's happened to other | | | | my old one. |
| people, and they still bought the product. | | | | Try it for yourself |
| Other people FELT the same way | | | | I can understand how you might feel about trying |
| Other customers, that went on to buy from me, | | | | a new way of handling sales objections. When I |
| felt the same way. | | | | was first shown the Feel, Felt, Found, way of |
| You are using social proof to show that this is | | | | handling sales objections I felt the same. Now I've |
| also what others have said, and they went on to | | | | found in many situations it's a really effective way |
| buy. Your customer wants to be like others, we | | | | of overcoming sales objections. |
| all do. Do you enter an empty restaurant? If you | | | | Try it out and start using it today. You find after |
| see a crowd gathered at a market stall you go | | | | a while that it comes natural. What I like about it |
| and take a look. If they find it interesting, so could | | | | is how easy it fits into communication and normal |
| you. Like it or not we still follow the crowd. Many | | | | conversation. I've used it twice within this article |
| sales markets rely upon this basic instinct. | | | | to sell the benefits of the Feel Felt Found |
| With the Feel Felt Found technique you are | | | | technique. Did you spot where I used it? |