Feel, Felt, Found

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.

(Found) Harmonize!

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