Destroy Sales Objections With The Feel-Felt-Found Solution

One of the most powerful objection busters in the business is the Feel-Felt-Found solution. It can be adapted to handle many different types of objections.

When the prospect raises an objection, you listen attentively then follow up using these three agreeable steps:

1. “I understand how you FEEL.” This statement avoids being argumentative and takes prospects’ objections seriously. It tells them you were listening and shows that you do indeed have their best interests at heart.

2. Many of our clients FELT that way before they invested in our services. “For instance, Mr. Miller is in your line of work [church, age group, or other category].” This shows prospects that their concerns are valid and the fact that you name other customers they can relate to who had the same concern builds trust in you. “He worried about that but…”

3. What he FOUND was that… [your answer] there were lots of people with [concern]. However, his family enjoyed the club facilities, the contacts were valuable to his business, etc.

Here are some examples that put all three steps together:

I understand how you feel about our company having a $5,000 set-up fee while others do not. In fact, last year we were working with XYZ company from your state…