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If you’re unable to “Pre-beat” an objection, all is not lost. Although more difficult to perform, you can still handle or “whip” an objection, even if the prospect brought it up first.
Feel, Felt, Found
We use a technique called “Feel, Felt, Found” to try to overcome objections that already surface (that we were unable to pre-beat). It’s extremely easy to use. You MUST have great rapport because feel, felt, found is a ‘third-person selling technique” so you must have credible rapport. Here’s how it works: Once your prospect has brought up an objection (let’s say price for this example,) all you have to say is, “I know how you FEEL, Joe Smith at RTW Company FELT the same way, but what he FOUND was that the price was really not that high compared to the features.”
If before you tried to beat objections from YOUR viewpoint, now you have a tool to continue to try to overcome objections from a third-person point of view. You can use feel, felt, found in almost any situation, but as mentioned before, you won’t have as good a shot as with ‘pre-beating’ the objection.
It is ESPECIALLY difficult to overcome the “Big Two Objections” (Qualifying and Procrastination) with feel, felt, found. But you may as well try! Before you may not have had ANY tools, so at least you have a shot!
Example 1: (Non-business example)
You ask a spouse, date, etc to go with you to see a movie that just came out, but the date says they heard bad things about the movie. You say, “I know how you feel! Mike (my friend at work) felt the same way. But he went to the movie and found that it was AWESOME! (Make sure your date has heard of Mike or knows Mike to make this work best!
Example 2: (Non-business example)
Your daughter doesn’t like to eat vegetables.
Objection: “I don’t want to eat that!”
Feel, Felt, Found answer: “I know how you feel, your Mom felt the same way about vegetables, but she found that the vegetables helped her to grow up into a STRONG person! And she also found that she soon began to LIKE the vegetables just by practicing!
Example 3: (Business example) Price
Objection: “Your product’s too expensive.”
Feel, Felt, Found answer: “I know how you feel, Terry Smith felt the same way, but then she found that the service we provide saved her the difference plus 500 hours per year!”
Example 4: (Business example) Appointment
Objection: “I’m just too busy to see you this week”
Feel, Felt, Found answer: “I know how you feel, Terry Smith felt the same way, but she ended up actually thanking me later once she had a chance to see this!” (make sure you use AWESOME rapport when first contacting your prospect!)
Example 5: (Business example) Gatekeeper
Objection: “Mr. Smith doesn’t talk to sales people”
Feel, Felt, Found answer: “I know how you feel, Bob Benson’s secretary felt the same way, but she found that Bob ended up being really happy that I talked to him about this.” (MANDATORY that the secretary you’re talking with knows Bob Benson’s secretary to get this to work!)
Example 6: (Business example) Product Features
Objection: “I just don’t see us needing that.”
Feel, Felt, Found answer: “I know how you feel, Bob Benson and Linda George felt the same way. But they quickly found that this feature became the BEST part about the XYZ product/service! They use it for ….. and …. and …..
Example 7: (Business example) Gatekeeper
Objection: “We’re just not in the market right now”
Feel, Felt, Found answer: “I know how you feel, Bob Benson and Julie Meyer felt the same way, but they found that it’s NEVER too early to keep on top of stuff like this- especially if you’re competition is already researching it!”
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