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Feel, felt, found

 

Disciplines > Sales >  Objection-handling > Feel, felt, found

Technique | How it works | See also

 

Technique

First empathize with them, telling them that you understand how they feel.

Then tell them about somebody who felt the same way.

Then tell them how that other person found that things were not so bad and that when they did what you want the buyer to do they found that it was actually a very good thing to do.

Examples

I understand you feel about that. Many others have felt the same way. And what they have found is that....

I know how you feel that it looks rough. I had a person in here yesterday who felt the same when they first looked at it. But when they tried it on they found that it was so comfortable.

You know I feel the same about products when I first see them. I felt the same recently when I bought a new car. But when I took it home for the weekend, I found that everyone I know was so envious.

 

How it works

By empathizing with how they feel, you are building harmony with them to create rapport. When you talk about how somebody else felt, you move the focus to a more objective place which they are likely to trust more. This also makes them a part of a group such that they do not feel alone. When they are attached to that group, then you move the whole group by telling how the person in the group changed their mind. The buyer, being attached to the group, should change their mind at the same time.

See also

Harmony principle, Objectivity principle

Sales Books

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