Okay, so today I’m going to be talking about the Feel, Felt, and Found method.
If you struggle with prospects procrastinating or you keep hearing the same objections over and over again right at the end of the sales process, but you don’t want to seem rude or pushy so you lose the sale often and over again.
This is a great way to overcome objections in a soft and relatable manner that makes your prospects kick their butt into gear.
As the name suggests, the Feel, Felt, Found method has three parts: empathy, relating back and a positive past experience. Or in another words, feel, felt and found. Let’s dive into each in more detail.
So the first step is to build empathy and relate to the prospect. The trick is to simply say, “I know how you feel.”And then move on into the next step. This is super easy.
Don’t try to relate it back to the last experience you had when something was too expensive or not quiet what you had in mind. Doing this will just put doubt into your prospect’s mind. So first step say, “I know how you feel.”
Next step, we want to relate them back to someone else who’s going through the same sort of objection. This needs to be a real client. Someone who actually did sign up and go forward. Even though they had those thoughts. For example, “Sue Max, a past client of mine, felt the same way.”
Now this final step is the soft push part of the objection. This is where the logic of why they should go forward needs to shine through. And you do this by using your clients you mentioned in step two. For example, if they’re hesitant about the price of the new renovation, you could use the following example of the Feel, Felt, Found.
“I know how you feel. Sue Max, a past client of mine, felt the same way. However, when they went ahead with their renovation, what they found was it was much cheaper than moving houses. And they ended up with exactly what they wanted because they got to design it themselves. So now they can live in their dream home without the hassle of packing boxes and shipping states.”
The best thing about this method is its super casual. It feels natural when it’s done right and it connects your prospect with past successful work.
Feel, Felt, Found can be used for most objections. From price to materials, time frames, right down to specifics like how long you’ve been in business. As long as you’re genuine and you use real examples.
This method helps prospects connect and trust you because you logically overcome their objections by letting them know someone else has been in their shoes… and that they came out the other end with a smile on their face.
So, give it a go!
Map out how you could try the Feel, Felt, Found. When you get an objection from a prospect, then give it a try. It will cut down the amount of time it takes for a prospect to make a decision and it allows you to overcome the common objections without being too rude or pushy.
And if you like this, go to http://tradescoaching.com/chat and book in to have a chat to myself or one of our coaches about how we can help you in your business.
Bye for now!