Some people dread sales because of sales objections. Experienced salespeople LOVE objections because they are always opportunities. If your prospect bothers to offer your objections, that proves that you've engaged him. What you need to do is return the favor by showing your prospect that you're also engaged enough to display empathy and offer solutions. This is one thing that the FEEL, FELT, FOUND technique can help with.
How to Use the Feel, Felt Found Technique to Overcome Sales Objections
Let's say that you're offering managed IT services to a small business owner. He says that he understands you can provide him with better security, reliable recovery, and fewer headaches. However, he's got a bunch of old PCs strung together on a homemade network right now and can't afford your monthly bill.
You might try to resolve a sales objection like this with a simple, three-step process:
** 1. Yes, I understand how you FEEL. Managing budgets is tough, and I see your computers and network is already paid for.
In other words, you empathize with the solution and prove that you're listening.
** 2. In fact, many other small business owners initially FELT the same way. They had concerns that replacing their old computer systems with managed services would increase costs.
You've encountered other prospects with the same objections because of course, you have!
** 3. However, what they FOUND is that our managed solution would actually reduce costs because they could give the employees responsible for managing this outdated hardware other tasks. Indeed, when they realized how much they risked because of inadequate security and recovery, they couldn't afford NOT to switch.
You let the prospect know how you are offering more value and a way to solve problems that they really can't afford to ignore. Don't get tied up in technical jargon but just let the prospect know that you offer better benefits that will actually give him peace of mind and reduce some costs.
That's it. Think about common sales objects that you encounter.. Practice using the Feel, Felt, Found technique until you're feel confident and then go ahead and try it. Sales objections are not really bad things. They give you a chance to explain the benefits of your products or services.