Feel, Felt, Found

The Feel, Felt, Found, technique is an effective one for handling objections. When someone gives you an objection, it is a feeling based on emotion. It may sound like a logical question, but underneath the question is an emotion, so you can answer the objection with this pattern: “I understand that you may be feeling uncertain about how easy-to-use is this new product. Many of our customers originally felt that way. Once they purchased the office copier, they found it was even easier to use.”

Be sure to check-out my next Blog Post:
Fewer Choices Means More Yeses

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