Building Harmony with Prospects
Rather than fighting with your prospect when an objection is raised (for example “why isn’t Juice Plus+ FDA approved?”), it’s possible to find the common areas of agreement, and avoid entering a confrontation. You will not need to compromise your beliefs in order to ‘sell’ Juice Plus+. As you seek harmony with your prospect, you will build a lasting relationship formed from trust.
Example Objection: “Juice Plus+ is expensive.”
Example of a Confrontation: “Not really. $1.40 per day is really inexpensive compared to the cost of fresh fruits and vegetables.”
Example of Building Harmony: “I completely understand how you feel. In fact, I felt that way myself. I am in the process of building a business, and every penny of my budget counts. What I have found, like so many others, is that, at $1.40 per day, Juice Plus+ is really quite affordable. Compared to the cost of disease and the price of fresh raw fruits and vegetables on a daily basis, I cannot afford to do without it.
Go With the Flow!
When employing the Feel-Felt-Found method, your prospect should perceive the
conversation in the following manner:
(Feel) Gain Trust
If I believe that you are somehow like me, I will be persuaded to hear your belief, despite my objections.
(Felt) Create an Exchange
When you listen to me and empathize with my belief, then I will feel compelled to be nice to you. I may even find myself agreeing with you.
Since you have been flexible with me, and have not pushed me to make a decision, I feel comfortable enough to move closer to your belief.
Feel, Felt, Found will help you deal with these typical “objections”:
- “It is expensive.”
- ”I do not like people taking money from my account.”
- “I already eat a lot of fruits and vegetables.”
“If you just learn a single trick, Scout, you’ll get along with all kinds of folks. You never really understand a person until you consider things from his point of view…until you climb inside his skin and walk around in it.” – Atticus Finch, To Kill a Mockingbird