The Three Magic Words: Feel, Felt, Found
For years I was involved in a network marketing company, also known as multi-level marketing company. Whether you like network marketing companies or not, one of the things that can be said about them is that for those who are willing to learn there is a lot of training available.
One of the best gifts I received from network marketing training were the three magic words: feel, felt, found.
Here is how it works. When your clients tell you a negative always acknowledge it with a feel, felt, found.
Client: I don’t know. I am not sure if I like having a pool. I do not think anyone would use it. Our kids are all married and have their own homes.
Me: I know how you feel, I have another client who felt the same away, what he found is that his kids and grandkids come over a lot now just to use the pool.
Client: I think that is a high interest rate. I am not sure this is a good time to buy a home.
Me: Well, I certainly understand how you feel. I have another client who felt that their rate was too high, but decided to go ahead with it. He was so glad because what he found was that after doing the loan rates went up! He was so glad he locked it in!
So as you can see, you can take just about any objection and turn it into a feel, felt, found situation. It works very well and you can turn around just about any objection.
Buyers do not like feeling that they are the only ones in a certain situation. If you can put them at ease by telling them about other buyers who were also in that same situation. People want to know that they are not alone in their feelings.
Next time you are in a situation that you can use feel, felt, found, do so and come back to this post and let us know how it went!
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