Use the Feel-Felt-Found Method When Overcoming Objections
We’ve all been there, having to make a quota and needing more live conversations to meet that quota. And, we’ve all been shot down, stopped in our tracks. If you are hearing objections like, too much money, don’t have time, I never heard of your company before, then try adapting the Feel-Felt-Found method. This takes a little practice, but once you get it down it’s a piece of cake:
Have Your Cake and Eat it Too!
Feel-Felt-Found method:
By using verb tense and creating a story to overcome your objections, you neutralize the objection.
The steps go like this:
- Agree with prospect’s objection
- Move objection into the past
- Then take prospect’s thoughts into the future, allowing him to discover a different reality for himself
Formula in action:
Objection:
I can’t afford your service.
Answer:
I appreciate your response, our service is not cheap.
Have you always thought about our service in that way?
Having had that thought it would not have been easy to consider using our service, would it?
You know many of our current clients used to think that same way until they started using our services.
Ms. Davenport told me, that after she’d been using our LinkedIn Managed Service for 4 weeks, she was amazed at the number of positive responses and how easy it was for her to actively engage in “live” conversations with her top targets. She shared before using our service, she had difficulty managing her time and getting her targets on “live” conversations….yet after using our services she saw a 35% increase in “live” conversations with her prospects … and we all know that it almost always takes a “live” conversation to move a sale forward. So, if you had 35% more live conversations with your top targets, how do you think this would impact your active sales cycle?
Happy Overcoming Objections!
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