Feel, Felt, Found
Posted: March 16 14, 5:10 pm
When people try this with me I show no emotion in order to confuse and frustrate them.
"The Feel, Felt, Found technique is an age-tested, proven strategy of moving your customers gently to a new way of thinking. There are three separate parts to Feel, Felt, Found:
“I understand how you feel.” This wording lets a customer know that you heard him or her and can relate.
“Initially, other (top purchasing agents, CEOs, mothers…) felt that way.” You are letting him or her know that this initial thought is common, meaning that the situation can change.
“What they found, however, was that after doing ‘X,' ‘Y' happened."
‘X’ is what you want your customer to do (purchase your product or put a deposit down now…).
‘Y’ is something positive your customer will receive that he or she cares a great deal about.
'This other group of people changed their minds, (did what you recommended they do), and were very pleased with the outcome.'"
- See more at: http://www.tomhopkins.com/blog/presenta ... kRVFK.dpuf
"The Feel, Felt, Found technique is an age-tested, proven strategy of moving your customers gently to a new way of thinking. There are three separate parts to Feel, Felt, Found:
“I understand how you feel.” This wording lets a customer know that you heard him or her and can relate.
“Initially, other (top purchasing agents, CEOs, mothers…) felt that way.” You are letting him or her know that this initial thought is common, meaning that the situation can change.
“What they found, however, was that after doing ‘X,' ‘Y' happened."
‘X’ is what you want your customer to do (purchase your product or put a deposit down now…).
‘Y’ is something positive your customer will receive that he or she cares a great deal about.
'This other group of people changed their minds, (did what you recommended they do), and were very pleased with the outcome.'"
- See more at: http://www.tomhopkins.com/blog/presenta ... kRVFK.dpuf