Quick/Easy Ways to Remember How to Respond...

[AJPratt]

I know there's CARE, and Feel, Felt, Found. What else?

 

[cmdtrgd]

Uhmmm...what are those?

 

[jaye]

I googled it and found this....

Feel, Felt, Found
The famous sales trainer, Zig Zigler, stated:

"When an objection occurs, always use the fundamentals of FEEL, FELT, FOUND. It gives you an extra cushion of time and allows the prospect to identify himself with others." Example: "I see how you FEEL! Others have FELT the same way to until they FOUND..." (use appropriate example)
This type of response will soften any objection at the start because the customer will feel you really understand.

 

[jaye]

So, now that I know what you are referring to there are others... (sorry, didn't mean to be dense, not familiar)....

There are the Harmony Principle and Trust Principle, along with others.

Hope that helps.

 

[cmdtrgd]

So...I understand the feel, felt, found...what are CARE and the Harmony and Trust Principles?I don't mind looking dense, but I don't want to stay that way!!!

 

[AJPratt]

Don't worry about looking dense!

Its tough to explain in just one post. The Responding to Objections teleclass is great! Its covered in that.

C: Check for Understanding
A: Acknowledge Feelings
R: Respond (with Clarifying Questions & Information)
E: Extend the Invitation Again!

For hosting an example would be:

Concern: I don’t know enough people. (OR, everyone I would invite is here tonight at this Show.)

C: It sounds like you’re concerned the Show wouldn’t be a success?

A: Many of my best hosts felt the same as you.

R: 1.What kinds of things are you involved in? Church/PTA/ Work?
2. Would it be helpful if I gave you ideas for who to invite?
3. Let’s brainstorm who you could invite.

E: Does that list we came up with make you feel more confident? Should we set a date?


I was looking for quick reminders or acronyms on trying to remember effective responses. I thought of this last night when I was doing the 24 in 24 calls.

 

[jrstephens]

how did the 24 in 24 go?

 

[AJPratt]

Good so far... I have one show scheduled and two ladies who are calling me back, and if I don't hear from them I have their permission to call them in two days. So, I'm happy so far. I'll be making more calls later!