The Three F’s

📅  28th May 2017 | Selling

At Sales Rainmaker seminars, we include a session on networking and how to follow up by phone besides sales training fundamentals. We include spending time on how to overcome objections when you get through to your new contact.

One of the tried and tested methods is to use the 3 F’s.

It stands:

Feel

Felt

Found

When using the Feel, Felt and Found process you may find it easier to persuade your customer to see you. A typical conversation may go something like this after your customer is reluctant to see you for some reason or another…

“I totally understand how you feel Mr Peters. It must be frustrating to be in a situation where you were getting the savings on the new racking system then the opportunity was no longer available for you”. You then could say – “Mr Peters, I totally understand how you feel. Other firms in your field have felt the same way, but what we found is that with some careful planning and strategy they were able to not only get the racking but have it installed on time”.

Tags: cold calling, training

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