A 3 step sales technique for overcoming objections by changing a prospect's viewpoint. Every sales professional should know this.
This brief guide will show you how 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.
The prospect raises an objection, a negative comment, or even just an expression of some slight dislike about something you have said as you present your products, services, or sales proposal.
If the prospect starts their sentence with, ‘I feel...,’ then this technique will work even better as you start by empathising with their feelings.
Step 1 is your response to a sales objection or negative comment expressed by a prospect as you present your products, services, or sales proposal. The issue raised by the prospect can be a major obstacle that is highly impotent to them, or a small issue that is just a slight worry.
You tell the prospect that you understand why they could 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. 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:
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 all the other people who have felt unsure about moving forward along the path of the sales process.
You let the prospect know that others have felt the same as they do now.
You are telling your prospect that they are going through stages that others also went through and they are asking similar questions and raising similar concerns. There are some really good advanced ways of using words related to the prospect’s viewpoint, or self talk, at this point but for this quick guide we’ll stick to the basic technique.
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.
So up to now 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.
And the reason they went on to buy is because of...
At this stage you are overcoming objections by telling the prospect what other people 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 that overcomes the same 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 that they have, found... and then give a specific answer with detail.
Here are our examples with the 3rd line attached:
That was a brief summary of how to use this effective technique to overcome objections.
There is a lot more you can add to this technique that will make it even more effective. It can also be adapted in different ways for many more situations in which it can help you to close sales.
I have had so much interest, both off-line and online, about the Feel Felt Found technique for overcoming objections that I will shortly be making a full training course eBook available on this website that will include the advanced ways for overcoming objections. If you would like me to notify you when the course is added to the site just enter your contact details in the box below and I’ll send you an email when it’s ready.
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