Overcoming Objections with
the Feel Felt Found Sales Technique

Sales Training Every Sales Person Should Know 

A 3 step sales technique for overcoming objections by reframing a prospect's viewpoint

A technique for overcoming objections by reframing viewpoints when prospects are using feelings and emotions to assess a sales offer.

Every sales professional should know this sales training on using Feel Felt Found and have it available to use when required. 

Feel Felt Founf objection handling process

It's a simple, 3 step sales objection handling technique that works by changing the way prospect's feel about the objection they are raising. 

The objection technique is neat, flows nicely, and the answer to the objection can easily be given as part of the Feel Felt Found process.

Let me show you how you how the sales teams I have managed and trained use the Feel Felt Found sales objection technique to change a customer’s viewpoint on an objection in just 3 easy steps.

It's a very clever and subtle technique that sales professionals have used successfully for many years, and if you don't know this technique, or you haven't used it for a while, you should add it to your sales skills.

When the prospect raises an objection, a negative comment, or even just an expression of some slight concern during your sales conversation, you follow the 3 steps below to reframe their view and move forward along the sales process.

If the prospect starts their sales objection with, ‘I feel...,’ then this technique will work even better as you start by empathising with their feelings...


The 3 Step Technique for Overcoming Objections 
Feel - Felt - Found

Step 1. You understand why they FEEL this way

Step 1 is your response to a sales objection or negative comment expressed by a prospect usually as you present your proposal, but it can be used at any point in the sales process to overcome objections. The issue raised by the prospect can be a major obstacle that is highly important to them, or a small issue that is just a slight worry.

You tell the prospect that you understand why they may feel this way.

This is empathising with the prospect, and telling them that you understand how they feel, but you are not agreeing with the actual objection they have raised or agreeing that they should feel as they do. Nor are you meeting them head on, challenging them, or trying to overcome the objection. You are just saying that you can understand why they might feel this way about what you have said or presented to them at this stage.


Examples of what you might say:

  1. I understand why you might feel the costs are higher than you expected.
  2. I know exactly how you feel.
  3. It’s understandable that you feel that way at this stage.
  4. I can understand the reasons why you might feel reluctant about giving your email address so that you can receive our free weekly sales training ezine, the Sales Buzz.

 

Step 2. Other people FELT the same way

The next step in overcoming objections with the Feel Felt Found technique is to let the prospect know that the issue they have raised is not a deal stopper and that they are just like many other people who have felt unsure about moving forward.

You let the prospect know that others have felt the same as they do now.

You are telling your prospect that what they are feeling is quite common, that others also went through this thought process, and they are asking similar questions and raising similar concerns. You are showing them they are like other customers you have spoken to and in step 3 you explain that those other customers were happy with the outcome after buying from you.

This changes the prospect's viewpoint. They are reframing how they see the objection and moving away from feeling it's a sales stopper and towards listening and assessing your response. 

Examples of what you might say at this stage:

I’ve added the step 2 example lines to the examples used in step 1 so you can see the 3 lined responses developing.

  1. I understand why you might feel the costs are higher than you expected. Other customers have Felt the same way.
  2. I know exactly how you feel. When I first saw it I felt the same.
  3. It’s understandable that you feel that way at this stage. Others have felt the same when they thought about the hassle of changing supplier.
  4. I can understand the reasons why you might feel reluctant about giving your email address to receive our fee weekly sales training ezine, the Sales Buzz. Many people have told me they felt the same concerns about their privacy.

Up to this point you have said that you understand why they might Feel as they do about the objection they have raised. And you’ve let the customer know that other people have felt the same way as they do now.

Now for step 3 in the overcoming objections process...


STEP 3. WHAT OTHERS FOUND WAS...

At this 3rd step you are overcoming objections by telling the prospect what other people, with the same initial feelings, found when they went on to buy from you, or when they moved to the next stage of your sales process.

You explain that other people, like your customer, found that ...insert your answer to the objection...

Your answer is what other customers found after going on to buy from you. The answer should address the sales objection that has been raised by this prospect. Don’t just try to overcome the objection by saying: They found everything was okay.

Tell the customer how others, with the same concerns as they have, found those concerns were not valid, not a problem, or were acceptable because of the positive benefits from their purchase. Then give your specific answer with detail.

 Here are examples with the 3rd step attached:

  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 on repairs, because of the higher quality construction, meant the overall cost was lower than cheaper machines.
  2. I know exactly how you feel. When I first saw it I felt the same until I looked at it from a safety angle, then I found my family’s safety was more important than appearance.
  3. It’s understandable that you feel that way at this stage. Others have felt the same when they thought about changing. Then once they saw a 20% saving in the first year they were glad they did make the switch.
  4. I can understand the reasons why you might feel reluctant about giving your email address to receive our free weekly sales training ezine, the Sales Buzz. Many people have told me they felt the same until after subscribing and they found we were true to our privacy promise and they don’t receive any spam mail.

 

The Feel Felt Found Technique
for Overcoming Objections

This is a very useful technique for overcoming objections related to feelings, thoughts, or emotions. It's the type of technique that's good to have ready for when the need arises. 

I have seen some sales people build the Feel Felt Found steps into their sales closing and trial closing. To gain agreement they ask the prospect how they feel about a presentation of a product or service. Often the prospect will respond with: I feel... and the 3 steps of Feel Felt Found can be utilised.

Even when an objection is not given, the 3 steps can be used to support the positive feelings the prospect has, for example:

  1. I know just how you feel.
  2. Many other people felt the same when the saw what the product offers.
  3. After buying the product and using it they found they continued to feel the same.

Like all the sales training on the Proven Sales Training website, it can be adapted and refined for your sales role. Use it when overcoming objections, to support positive responses, and in many other situations where the prospect is using feelings and emotion to assess you offer and make a decision. 


The Sales Buzz - Newsletter Ezine

The Sales Buzz free sales training newsletter

The weekly Sales Buzz eZine newsletter covers all aspects of sales including overcoming objections. There is a different tip, technique, or discussion point each week. 

It shows you the latest pages to be added or updates on the Proven Sales Training website, real examples from the world of sales, and interesting innovations that sales people and businesses are using. 

When you ask for the Sales Buzz to be delivered you get 2 free sales training mini-courses that are unique to this website, and we have a strict privacy policy so you can feel confident knowing your details are kept safe. 

See the 2 free mini-courses and get the Sales Buzz delivered by visiting: The Sales Buzz


Selling Success Sales Training Course

Already Proven Successful

A proven sales training course

Follow the easy to use sales training in this course and close more sales – Get more customers – And build a consistent high level income that will give you the lifestyle choices you desire. 

Gain real security from sales results you control and eliminate pressure and stress from your sales role. 

A full section on overcoming objections will help you to close even more sales. 

The Selling Success course is the easiest way for you to create sales scripts for all types of sales calls or meetings whenever you need them.

You’ll learn what to say and do at every point of your sales meetings or calls, so you can talk with confidence to prospects. 

160 pages of sales training - 20 exercises in a separate workbook - 60 slides to support the training.

You can download and start using the course today. Learn more about this proven course by visiting: Selling Success





Return to top of page