The RockStar Success Library: Copping a Feel Without Getting Slapped

The RockStar Success Library

A collection of articles to help business owners, entrepreneurs, and salespeople become RockStars in their professional lives!

Copping a Feel Without Getting Slapped

There are a lot of questions running through your customer's mind when you are working with them on a sales call. Is this going to solve my problem? Is this the best price out there? Will my boss approve or will this get me in trouble? The list goes on and on. It usually boils down to "I've made poor decisions in the past that have made me feel bad. Will this be another one?"

When people have to make tough decisions it's common for them to retreat and become defensive. This has the further effect of making them feel isolated; and remember, we like doing things that other people do. The following tool is a really easy way to handle client objections by letting the customer know that they aren't alone. You can use this in closing, getting referrals, or any part of your communication where you are trying to get client approval.

It's called the Feel Felt Found Method

1.(Name), I understand how you feel.

2.A lot of our customers/a specific customer/others have felt that way as well

3.What they've found, though, is that (fill in positive result)

For example:

"Gosh, Bill the Salesman, I'd love to get your widgets, but I don't know if we can afford them."

"Well, Lisa the Customer, I understand how feel. In fact George the Customer over at the business across the street felt the same way. What he found, though, is that even though the upfront price was a little higher, the long term costs were much lower because there was less maintenance.

Would you like 10 boxes or 20?"

There might be some more information the customer needs before they feel completely comfortable with purchasing, but now they know that they aren't alone. They know that others had the same concern, and that you had a solution for those people - just like you will have a solution for them.