The most powerful things to use are usually things we already know but aren’t using. The other day someone reminded me of the feel, felt, found technique used to lower someone’s guard and address a concern in an empathetic but assertive manner when selling an idea, a product, or anything else for that matter. It’s incredibly effective and easy to use!
Let’ say you were dealing with a price objection – someone claims your price is too high. The technique might be used in this way:
“You’re absolutely right to point that out. I know how you feel about paying too much for a service you’re not familiar with.”
“Others have felt the same way – so we’re constantly challenging our own pricing – through market surveys and return on investment (ROI) case studies.”
“What we’ve found is most of our clients; recover their original investment within the first three months of engaging with us and following our program.”
If you think this looks pretty simple and powerful, you’d be right! Play around with it using your own language. I guarantee it will be worth the effort.
Clint Best is a business coach and the founder of Kaizen Business Development in Kelowna, BC and is a certified values blueprint partner. Clint has been guiding forward thinking business owners through change and growth since 2002.