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The Sales Buzz Issue 196 - In this week’s Sales Buzz Ezine:Objection tip
March 13, 2013

In this week’s Sales Buzz Ezine: Objection tip using a tried and tested technique called Feel Felt Found.

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In This Week’s Sales Buzz Ezine:
Objection Tip

The Feel Felt Found objection handling technique is great way to get past some obstacles that stop you closing the sale.

You can use it to handle those objections that come from the customer’s instant reactive feelings to a product or service, and it’s especially effective in retail sales.

You can pick up this week’s ezine objection tip very quickly and start using it today. So here’s the first stage...

You understand why they FEEL as they do about your sales proposal

The first stage is to tell them that you understand why they feel this way about your sales proposal.

Empathize with them.

Tell them that you can understand how they feel when they raise a quick objection that comes from their feelings.

Don’t meet them head on.

Don’t push back.

Don't fight against the objection.

But also make sure you are not agreeing with them.

You are letting them know that it is understandable that they could feel as they do. You should aim to communicate the above message in just one sentence. Remember this is a quick technique.

Stage 2...

Other people FELT the same way

Let them know that other customers felt just like they do, and that they still went on to buy the product. You’re letting them know it’s not a deal stopper.

Your customer wants to be like other people, we all do. There’s safety in numbers, and we follow safe paths that others have taken.

So up to now you have said that you understand why they have raised the objection. You've let the customer know that other people have felt the same way, and still gone on to buy.

And the reason they went on to buy is because... Because they FOUND... Stage 3...

What others FOUND was

Tell your customer what other people found when they went on to buy from you.

What they found that overcomes the same sales objection. Don’t just overcome the sales objection by saying, they found everything was okay. Tell the customer how others, with the same concerns, found that not only was everything okay, but actually it was great.

Here are some examples of the technique in use:

Example 1

I understand why you might Feel the costs are higher than you expected. Other customers have Felt the same way. What they found was, the money they saved over time made this product a really good investment.

Example 2

I know exactly how you feel. When I first saw it I felt the same. But when I tried it I found I looked at it from a completely different viewpoint..

Example 3

It’s understandable that you feel that way. Others have felt the same when they thought about changing. Now after making the changes they've found that they’re glad they did.

Example 4

I can understand how you might feel about trying this week’s Sales Buzz ezine objection tip.

When I was first shown the Feel, Felt, Found, way of handling sales objections I felt the same.

Now I’ve found it works well in certain situations and I’m pleased I started using it.

If you like this technique we have a full section on handling objections at sales objection main page...

I'm Stephen Craine from the website

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