Introduction no one enjoys making cold calls the chance of rejection is large and the chance of success is minimal. What we have found is that this is a great framework, but it can. But how well you use it could make the difference between it working as intended, to effectively neutralise the objection in the customers mind and move on from it, or alternatively coming across as patronising and increasing resistance still further. Objection handling training an easy way to handle every. Never assume you know whats behind their concerns, or tell them, i know how you feel, because i use to feel the same way, and you found it to be something different. When a prospect has finished voicing an objection, it is a good idea for the salesperson to. The best way to prepare an effective response to a common objection is to write out your planned reply in a script.
Feel, felt, found how it works and how to do it better. Tip 126 use the feel, felt, found technique jo richings. Skills covered in this course business business skills marketing. You may have heard of it, but its really important to remember.
The feel, felt, found technique is a classic objection handling technique that most sales people know about. However, they have found it really gives them peace of mind. Remember, you dont have to like or use these suggestions, but do come up. A formula that fits all objections is to listen completely, validate the person, ask questions, relate feel, felt, found, tell a story about that, and if i could show you how to solve your objection would you like to hear a little bit about it. Aug 07, 20 handle objections by using feel, felt, found technique. Feel, felt, found is an old technique so it must not be recognized as a technique but a real story use real references that handle every common objection. How you handle the simplest to most complex objections will make or break the sale. The response to this is to handle these objections. The feel, felt, found technique is an agetested, proven strategy of moving your customers gently to a new way of thinking. The 3 step formula for overcoming any objection 7th. Handling predictable objections here is the list of predictable prospecting objections and a suggested way to handle each one.
You acknowledge how they feel, tell them how you felt before you joined yoli, and explain what youve found since you joined. Overcoming objections can make or break any deal, thats why i love teaching salespeople how the feel, felt, found technique can overcome every objection. The 3 step formula for overcoming any objection 7th level. That is old school objection handling techniques from the stone ages of selling its pretty much you saying a, yes, but. Feel, felt, found is a psychological technique that is meant to. A suggest postponing the negotiations b divert attention to a product feature c point out the relationship between price and quality d agree that the objection is true and accurate e be certain both parties are clear about the true nature of the. Clarify exactly what the problem is then, try to overcome the objection. How to handle any sales objections to your sales pitch 5. Now, when you found out what the real objectionthat somebody has is, and if it is something that you canhandle, then there is probably a particular answerthat you could use. Using the feel, felt, found technique can work wonders here also.
Once you hear the objection is when you can rattle off this closing technique. Use it to get past almost any objection and on to your sales conversation with. To answer this and other types of objection there is a method called feel, felt, found, which is very effective for dealing with objections without attacking your customers belief system. So if, for example, theyre worried that learningis going to be difficult, you can say to them,well, you know, we offer an hour of free trainingwhere well help you to learn it, or whatever it might. Its a great way to handle those quick little sales objections that are based on the customers reactive feelings to a product. Handle objections by using feel, felt, found technique. Securing an appointment with the decision maker constructing your elevator pitch 4. First of all let me saymuch of their response is determined by how we respond. Getting past the gatekeeper sample scripts and techniques 3. I have some time next thursday afternoon that i could enroll your employees, or would next friday morning be better. Feel i know how you feel show them that you understand. Avoid responding to objection, just letting it pass.
Identify how to overcome objections by using the model. The feel, felt, found technique and 3rd party stories. Recognise what type of objections your customers give. This wording lets a customer know that you heard him or her and can relate. Then tell them about somebody who felt the same way. When buyers objection reflect their own opinion, the sales person shows how others held similar views before trying the product or service. There are many reasons to avoid making cold calls, but there is one compelling reason to bite the bullet and do it. If youve ever youve ever gotten bogged down in miscommunication and feel like youre just not being heard, dr. Feel, felt, found is an old technique so it must not be recognized as a technique but a real story. Make closure a condition for resolving their objection. Felt tell them about another person who initially felt the. A statement usually saying that what we have is not for them a question objection can be a question and. Nov 02, 2010 the feel, felt, found technique is an agetested, proven strategy of moving your customers gently to a new way of thinking. Join chris croft for an indepth discussion in this video introduction.
Handling objections grant cardone sales training university. Closing objections feel, felt, found lnl2651 agent great, lets get started. Feel felt found is a way to handle sales objections that has been around a while and stood the test of time. The feel, felt, found technique is a simple conversation where you tell your customer. It includes a module that walks you through the entire process so that you have a bank of stories to use in objection handling situations. The feel, felt, found technique and 3rd party stories sales. Oct 24, 2009 an objection that is related to the price objection is the money objection a concern voiced by the prospect that relates to the budget or financial ability to make the purchase. The feel, felt, found strategy how to selling skills tom hopkins. I understand that you feel that this plan is a big investment. One formula i like to use to better handle a prospects objection is.
Microsoft word feel felt found method in handling objections. The feel, felt, found strategy how to selling skills. If they agree with you, then you can be confident that you are addressing the correct issue. Most important methods used by salesmen to meet objections are listed below. Ways to handle sales objections training course material.
Disciplines sales objectionhandling feel, felt, found. The third way you can handle objections is by using the feel, felt, found method. Preparation is key to handling objections before they occur. The feelfeltfound method the best way to overcome the objections listed above is to use the feelfeltfound method. Use real references that handle every common objection. Plant seeds of doubt and dont worry about turning every objection around immediately. Others felt the same way when they first heard the price. In this method, called the feelfeltfound method, the sales person goes out relate others actually found their initial opinions to be unfounded after they hired the product. Handling objections in network marketing, direct sales.
Finally, if you have dealt with the objection successfully and it is the right time, close the sale, or move on the next stage of the sales process. Feel felt found if you dont have any success stories or arent sure how to explain them clearly, our complete course on selling personal training can help. Many sales professionals are quick to respond to such objections with formulaic responses, such as i know how you feel, many of our current customers felt the same way, but what they found, and then try to close the sale. When the customer gives you an objection, the first thing you want to do is agree, not argue, and then use the feelfeltfound method. When an objection is raised, your response should first acknowledge that you can understand why the seller would feel that way or have the concern they.
Objection handling training an easy way to handle every question or objection episode 8 my objection handling story script guide is the perfect tool to help you overcome the common objections you are getting. Handling an objection will always follow this pattern. But how well you use it could make the difference between it working as intended, to effectively neutralise the objection in the customers mind and move on from it, or alternatively coming across as patronising and increasing. The key to objection handling is to react less quickly when an objection is raised and find out more about the problem. The study views feel felt found as the key technique of the objection handling which includes three standard steps. Disciplines sales objectionhandling feel, felt, found technique how it works see also.
Generally, these scripts should follow the model of feel, felt, found. The feel, felt, found technique has multiple uses, from handling a sales objection to coaching a team member, calming a disgruntled customer or trying to win over your spouse or kids. Mar 04, 20 overcoming objections can make or break any deal, thats why i love teaching salespeople how the feel, felt, found technique can overcome every objection. When the customer gives you an objection, the first thing you want to do is agree, not argue, and then use the feel felt found method.
We will also explore a universal objection handling technique kind of a silver bullet that you can use with most any prospecting objection. Jan 15, 2020 the feel, felt, found technique is a classic objection handling technique that most sales people know about. 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. Dswa use feel felt found system of overcoming objections. How to handle sales objections with the feel felt found technique. Plant seeds of doubt and dont worry about turning every. It is a great technique for overcoming objections, making more sales and increasing your customer base. After clarifying the points, feeding the objection back to the client makes sure that you are on the right track. When a customer says something like, it costs too much, you can say. Fff feel, felt, found empathize with the customer, tell them how others have felt, and tell them what they have found.
Recognise that objections do not necessarily mean no sale and in fact can be seen as. The feelfeltfound method is a classic way of overcoming objections. When a sales person demonstrates a feature, talks about a benefit or uses a sales closing technique, their customer may well respond in the negative sense, giving excuses or otherwise heading away from the sale. The article explores persuasive techniques considered useful in terms of changing postcommunicative behavior. An objection that is related to the price objection is the money objection a concern voiced by the prospect that relates to the budget or financial ability to make the purchase. How to handle i dont have the money objection in network marketing using feel, felt. Sales objection handling training course materials. Handling objections in network marketing, direct sales, and mlm. Feelfeltfound can be used to answer most objections.
When a customer says something like, it costs too much, you can say, i understand exactly how you feel. How to handle sales objections with the feel felt found. There are three separate parts to feel, felt, found. The feel felt found technique is a proven strategy for moving customers easily and gently to a new mode of thought. And this is always useful to have cause there mightbe an objection. While these type of responses have a place in a sales professionals tool kit, a more effective approach is to. How to handle 19 objections bess mccartys coaching club. First empathize with them, telling them that you understand how they feel. The feel felt found technique is a proven strategy for moving customers easily and gently to a new mode of thought it is a great technique for overcoming objections, making more sales and increasing your customer base.