FEEL + FELT + FOUND ...

TRAINING: One of the smoothest and most disarming methods of handling a prospects concerns (objections) is the simple use of the FEEL... FELT... FOUND... dialogue. It can be applied to almost any situation. Indeed, it is a universal technique used by some of the top salespeople and negotiators throughout the world. Here's how it goes:


The customer has just voiced a concern about business opportunity scams or pyramid schemes... or any one of a hundred other possible concerns...

"John, I know how you FEEL.

I FELT that way once myself.

But, I FOUND something very different here... I'm not saying it is for you... but it is something I have lost sleep over just thinking about the possibilities...and I would like your opinion of it...."

(Note: The FEEL and FELT phrasing is always the same as above... the FOUND dialogue is customized to the situation.)

I once overheard an old mentor of mine using this exact technique with his teenage daughter and it worked like a dream. You see... this simple technique can be used in almost all human interactions. It is especially useful when making presentations... because it is such a logical and un-emotional method of directing a conversation to go where you want it to go.

Try it... you'll be amazed at how effective it is.