How to Handle Sales Objections with the Feel Felt Found Technique
by Mike Pullen
It’s a great way to handle those quick little sales objections that are based on the customer’s reactive feelings to a product. Feel Felt Found has worked for me in showroom sales to the public for many years. Give it a try, it’s really fast to learn and you can start using it straight away. You understand how they FEEL Empathize with the customer. Tell them that you can understand how they feel as they raise their sales objection. You do not want to challenge them, or push against the objection. You are letting them know that it is understandable that they could have this objection to the sale. You want to instil within the customer that this is a normal part of the buying process. Other people FELT the same way. Other customers, that went on to buy from me, felt the same way. You are using social proof to show that this is also what others have said, and they went on to buy. Your customer wants to be like others, we all do. We find safety in numbers, and we follow safe paths that others have taken. You are emphasizing the thought that, feelings you have at the moment, were felt by others, and it will not stop you buying. Why? Because they FOUND.......................... What others FOUND I understand why you FEEL.... Others have FELT..... What they FOUND was........ Tell the customer what other people found when they went on to buy from you. What they found that overcomes the sales objection. Don’t just overcome the sales objection by saying, they found everything was okay. Tell the customer how others, with the same sales objection, found that not only was everything okay, but actually it was far better. Feel, Felt, Found, in use Examples: 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. It’s understandable that you should feel that way. I felt the same when I thought about changing. Now I’ve found that it works much better than my old one. Try it for yourself I can understand how you might feel about trying a new way of handling sales objections. When I was first shown the Feel, Felt, Found, way of handling sales objections I felt the same. Now I’ve found in many situations it’s a really effective way of overcoming sales objections. Give it a go and see what you think. Like any change it’s uncomfortable, but it adds a sales objection technique to your arsenal of selling skills. It doesn’t work in every case, but in the right situation it has helped me to close more sales. Comment from Stephen Craine Mike, thanks for this contribution, and for sharing your experience with us. Feel Felt Found is a great technique for certain types of sales objections. I have been critical about it as a way to handle sales objections in the past. This is because I have seen many sales people try to use it for every type of sales objection. You have described the best way to use it, and how to handle sales objections that are based on the customer's feelings and reactions. The Feel Felt Found technique can be used to great effect with How to Overcome Sales Objections. Take a look and see if you can combine the two and close more sales. Click here to read or post comments. |
All 4 sales training courses in one complete package and with a special 30% discount on the usual price.
In this sales training course package you get:
Making Sales Appointments by Telephone
Selling Success using a sales process
Overcoming Sales Objections
How to Close a Sale
See more information and how you can start using all 4 courses today by opening 4 Sales Training Courses...
Or see details of the 4 individual courses below...
Learn how to build your own sales appointment call
Step by step instructions means you can put this training it into action today
Complete exercise program to build your appointment call in your own words
Enjoy making cold calls with confidence and professionalism
Fill your diary with selling opportunities
See the professional sales appointment workbook training course that I use with my sales teams.
For more information before you buy click the image above or open Appointment Cold Calling...
How to overcome sales objections gives you an easy to use 4 step process for handling all sales objections.
You'll learn how to close more sales, and earn more money or grow your business.
Because the techniques are practical, and developed while working with real sales professionals, you can have this sales objection workbook working for you today.
For more information before you buy click the image above or open Appointment Cold Calling...
Create an effective sales pitch for any product or service that you sell.
Follow a step by step guide and you'll have a great sales pitch in your own words.
Close more sales because you know how to use the stages of the sales process.
Make use of all the skills and techniques you currently have.
This is the sales training course that I use with my successfull sales teams.
For more information before you buy click the image above or open Sales Training Course...
See proven sales techniques on how to close sales as a natural part of your sales process.
Close more sales with confidence using closing skills that have been developed by working professionals.
See ideas on how to close for your particular products and customer types.
Plus: Avoid common closing mistakes.
Tag the close on to your sales presentation.
Know when to use one line closes or longer questions.
With this effective course on closing sales you get 40 pages of straight to the point training.
For more information before you buy click the image above or open How to Close a Sale...