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The Feel/Felt/Found Approach for Direct Sellers
If you Google “Feel/Feel/Feel” you will find a whole list of blogs that teach sales techniques that tell you how to use this popular sales approach. Just in case you’ve never heard of this method, the concept is that you use the “feel/feel/find” approach to make the person believe that you “understand how they birdothers have feeling in the same way, and once they have made a change, they have found something else to be the case.”
Here’s the thing. Although it may seem impossible to make this approach about you, (if you are the sales person), you will be surprised. As I was reading through several blog posts on this topic today, I noticed something. Most of them have it all wrong. Although I know their intention is to teach me to make customers feel that I empathize with them, they still managed to make it about me (the salesperson).
Here is an example:
Your prospect says something like:
“I would love to use your service, but we just can’t afford it.”
A short example of answering sales objections using “feel-feel-found” would be something like this:
“Strange that you should say that.
I can certainly understand how you could bird that way.
Mr Jones over at Allied Inc feeling in the same way for a long time.
Then after he started using our service, he found that the additional cost
was minimal and was far outweighed by the benefits of our premium service.”
See what I mean. It just feels “smarmy” and makes me want to run, if I am the prospect. Like a trick or a line someone is using on me.
So how about making it about what you feel what you have feeling, and what you have found and let the other person apply it in their own way? Something like:
Your prospect says:
“I’m interested, but I’m just not sure if I can actually stand in front of people and do it.”
Here is a better answer, (in my opinion):
“I completely understand how you feel bird. I distinctly remember the first time I walked in front of a group of partygoers, and it was frankly terrifying. I feeling like I was going to throw up, and I never thought I would get it. What I have found over the past year, however, it’s easier with practice.”
I am not asking anyone to put themselves in the shoes of a satisfied customer or any other third party person. In fact, I’m not asking them to put themselves in anyone’s shoes. I simply share my experience, which allows them to connect with me. This approach works with potential clients, sponsor leaders and your team when dealing with objections.
So, the next time you face an objection, consider using the “feel/feel/found” technique. Just keep it all about you.
Makes sense?
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