Sales Hack: Feel, Felt, Found
This simple trick is an easy and effective way to craft a story that will help your prospect understand your point of view. It is called Feel, Felt Found and it works like this:
I understand how you FEEL…
I FELT the same way before / I know someone who FELT that way before
I / They FOUND a solution, and that is to purchase my product or service.
This is great because it gives you a chance to show the customer that you have been listening to them and you understand what they are going through. Then you validate their experience by letting them know that they are not alone. Lastly you help them visualize a change by telling them the solution.
They should easily identify with this story arc because it is based on their experience, they should be comforted knowing that you understand what they are saying, and comforted that they are not alone and other people have found a solution.
An example is if a customer says “I don’t want this cell phone, I heard this brand has poor battery life.” You could say
“I know how you FEEL, battery life is very important.
I also FELT that this brand has poor battery, I had heard the same things…
But that was before I tried this cell phone. And I FOUND that actually has the same battery life as the iPhone X. It just depends how you use the phone..
I can show some tips that helps me keep my battery life high, It works really well for me.”
If the customer says “I don’t think life insurance is right for me at this time.”
“I understand how you FEEL, life insurance seems like a waste right now.
My uncle FELT the same way, he thought he would never need it. But he decided to sign up anyway. And he was lucky that he did because he FOUND when he got sick his medical insurance only covered 50% of his bills. Luckily he signed up for our coverage plus plan which allowed him to withdraw some of the money he had accrued with his plan to cover these expenses and it probably saved his life.”
Try this in role playing games until it is seamless for you.
Im not encouraging you to lie, but to become aware of how you frame your messages. If you can fit your message into this structure, you will have greater success.
Pro-Tip: Keep the stories positive as much as possible. I have found that creating positive energy in the discussion is usually a good strategy. It is true that fear is a strong motivator in sales discussions, but they should be used sparingly. Positive energy is generally better.