Some of the best selling ideas are also sometimes some of the oldest. A great example of great selling ideas that still work is the “feel-felt-found” method of selling. The idea of “feel-felt-found” is to persuasively handle objections while still showing empathy and understanding for their buyer’s challenges.
If a buyer gives you an objection or complaint, you first want to respond saying you understand how they can feel about that concern. Next, you share how you’ve had a lot of other customers who have felt the same way as your buyer does. Finally, you say “but we have found this is how we can help you and why this is really not a valid objection.
“Feel-felt-found is a way to handle customer objections and to be persuasive as you work to turn their objection around talking about how you can help them in what they’re concerned about.
This is definitely one of the older, yet still effective, sales techniques that still works. What can you do to talk with your buyers about how they FEEL about their objection, how others have FELT the same way, while still showing them what you have FOUND can work and be of value to them…in spite of their objections?
Join me as I share how the “Feel – Felt – Found” objection handling technique first taught in the 1970s can help your team effectively handle their buyer’s objections…so they can sell even more!
#PanceroVids #SalesManagement #SalesLeadership #UID