Handling Sales Objections: Feel, Felt, Found

By ILSTV Staff on Feb 21, 2011 in Ask The Expert, Canadian Insurance, Featured, In The Office

View the video here on your mobile device.

Handling Sales Objections with Todd Hochban (Part 3 of 6)

Feel, Felt, Found

One of the most effective ways to deal with objections from prospects is known as the “Feel, Felt, Found” formula. To begin with an empathetic statement is required. Something like “I understand why you would feel that way, $200 is a lot of money.” Then, let the prospect know they are not alone. Saying something like “Many other people have felt the same as you.” Finally, the statement to finish the formula would sound something like this. “Until they found out about (this).” Now this “this” could be a product feature that you know is important to this prospect. Feel, Felt Found takes a little practice, but is a very effective tool in the salesperson’s tool kit.

Part 4 of this series will air on February 28. You can find the previous episodes here:

Part 1: Handling Sales Objections: Common Objections

Part 2: Handling Sales Objections: Build Value