The One Sales Objection Technique Everyone Should Learn First
OK, I am going to share a more powerful technique to increase your sales. In fact, it’s one of the most powerful objection busters there is. It’s called the Feel-Felt-Found solution. It can be adapted to handle many different types of objections.
When the prospect raises an objection, you listen attentively then follow up using these three agreeable steps:
- “I understand how you FEEL.” This statement avoids being argumentative and takes prospects’ objections seriously. It tells them you were listening and shows that you do indeed have their best interests at heart.
- Many of our clients FELT that way before they invested in our services. “For instance, Mr. Miller is in your line of work [church, age group, or other category].” This shows prospects that their concerns are valid and the fact that you name other customers they can relate to who had the same concern builds trust in you.
“He worried about that but…”
3. What he FOUND was that… [your answer]His family really enjoyed the club facilities, his wife and children made lots of new friends and the contacts he made at the club with other professionals were invaluable to his business, etc.
Here are some examples that put all three steps together:
Dr. Smith, I understand how you feel about the cost of membership especially the initiation fee.
In fact, just a couple of months ago I was talking with another prospective member, Dr. Johnson, and he felt the same way you do.
However, what he found was that on joining the club he instantly picked up more patients, easily paying for his yearly membership in the first couple of months alone!
Don’t you think that a golf club like ours might make an excellent source of business for a chiropractor like yourself?
The feel-felt-found approach has been proven for over 50 years as a good way to respond to almost any objection. It allows you to take your winning story from current customers and create a personal solution that your prospect can identify with.
The feel-felt-found solution is one of the strongest sales techniques for dealing with objections. Add it to your repertoire!
All The Best,
Andrew Wood is CEO of Legendary Marketing, a Tampa/Orland-based ad agency. He is the world’s leading expert on golf, resort, destination and real estate marketing although his successes go far beyond these core industries. Author of over 20 books including; The Golf Marketing Bible, Cunningly Clever Marketing, Cunningly Clever Entrepreneur and Making Your Business The One They Choose! Andrew has spoken to thousands of audiences worldwide and was the top-ranked speaker at 97.7% of the events where he spoke on sales, marketing, entrepreneurship or leadership. A pioneer in Internet marketing his creative talent, out of the box ideas and copywriting skills are at the core of his expertise. Regarded as one of the top marketing minds in the world for his ability to craft a winning strategy, generate leads and increase income!
Contact: Andrew Wood, Direct @ 1 352-266 2099