Marketing and Sales Help For Small Business Owners
I’m going to share with you a quick and easy formula for dealing with client objections. This little formula has saved my bacon more times than Superman saved Louise Lane. However, I wasn’t the genius that came up with this formula. I read a great book years ago authored by Ron Willingham, named… “The Best Seller!” I have used his sales strategies with great success, and thought this little nugget might help you in your business.
The Feel – Felt – Found Strategy
Less than 2 weeks ago, I had a potential client phone me about our website services. I asked him all the necessary questions in order to evaluate his wants and needs. Then I told him exactly what we could do for him, and how it would boost his bottom line. To my amazement, his replied was… “That’s Pretty Pricey – Why So Much!?” Instead of telling him what I really thought, I took a deep breath, screamed into a near-by pillow (just kidding) then calmly used the feel, felt, found formula.
Here’s what I said… “Jerry, I can certainly understand how you feel. I know you want to make the right decision for your business, and this is no small investment. Honestly, most of my other clients have felt the same way you do. But after working with me, most clients have found that my website services get the results they want, AND they understand that value isn’t measured in the cost, but in the return.
That’s My Feel – Felt – Found Formula in Action
Not too long ago, I would have let my ego get in the way only to lose a good client. But, by letting the prospect know that you understand how they feel, you’ll defuse the prospects concerns and you’ll win them over more times than not, just by letting them know that you understand their feelings and concerns.
One of The Strongest Human Needs We All have is to Feel Valued and Understood
Let me know if you use a similar formula? And if you found this sales strategy helpful, please “like” it and leave me a comment – Thanks!
Glen Andrews
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