The War Room
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Feel Felt Found - Have you used it?

"I know how you feel Mr. Customer, We have helped client's in the past who felt the same way, and when they found out our widget can accomplish XYZ, they were eager to do business with us!"


This is one of my favorite closing techniques. It humanizes the sales process and also makes the sales person think on their toes.

-The first two (Feel and Felt) are easy, you basically repeat what they are saying and address how you have solved similar problems with similar clients.

-The last one (Found) is where the savages separate themselves from the marketing department. Where you have to prove how you can help them with your product or service.


Have you used this technique?

Can you share some stories of the "Found" scenario you presented?




πŸ‘‘ Sales Strategy
πŸ“ˆ Closing
6
paddy
WR Officer
+10
Account Executive
I've used something similar except we called it "pace, pace, lead". Same idea kind of. But to be honest I don't like it. I usually just say why I'm reaching out like this:

"Hi Mr. Prospect Slugger McBoatyFace

Patrick with (insert company) here. Reaching out because I noticed you said (insert something) or do (insert something). Are you open to a brief discussion to see if we can do business together?"


SabertoothSales
Opinionated
+4
Southeast Regional Manager
SolidπŸ‘Š

I haven't heard of pace, pace, lead but I can see how it's similar.
You are assuring them they are heard, relating to them and their scenario, and then showing them why you are the answer!

I think FFF is used more once you are engaged in a conversation and can be used as an objection handler, not so much for cold calling.
Re
RedLightning
Politicker
+7
Mid-Market AE
I do some variant of that. I iso what some common buying triggers are and send emails that say stuff like - saw you're doing X seems like Y is a focus elevator pitch interest based call to action
FlintIronstag
Notorious Answer
+8
Chief Marketing Officer
I always lead with,

Hi Mr. Faceman,

Purpose of my e-mail is... and then I get into it. I state my purpose for reaching out so it orients their mind to make a decision. I want a yes or a no, but silence to my efforts is not acceptable.

I've copied your pitch and will see if I can try it down the road for prospects who aren't jumping on board as well as I would like!
SabertoothSales
Opinionated
+4
Southeast Regional Manager
Yes, let me know!
CCP
Opinionated
+6
VP, Business Development
Third party stories in general are a great way to sell. I do something similar at the bottom of the pain funnel. I try and get them super pissed at whatever problem they're having that I can help them solve.Β Then I say "You know, you're not alone. I hear this all the time. I was working with *insight customer name* and they were running into the same issues you are. There were *insert pain here* and appreciated that we were able to *insert positive outcome*. But I'm not sure you would be open to exploring that...."Β 

The negative reverse at the end brings it home. Body language is super important here also. I will lean in when I say "you're not alone." If done right, you can actually tell how relieved they feel.Β 
SabertoothSales
Opinionated
+4
Southeast Regional Manager
The Good Ole Negative Reverse!
Lean in and lower your voice, it grabs their attention and makes them listen to you more inventively.
CCP
Opinionated
+6
VP, Business Development
Absolutely. Love Sandler!
Incognito
WR Officer
+11
Master of Disaster
My go to is β€œas much as I like you, you’re not special. Xyz had the same problem. So many do. But at the same time, it’s also an opportunity because you can kill it if you do this……..”
CCP
Opinionated
+6
VP, Business Development
I'm not edgy/cool enough to pull this off haha but I could see it landing great from the right person
JC10X
Politicker
+8
Senior Sales Manager
Everyone used this like 5 years ago, if you've been part of a fff story then just tell a story, people love stories, but people don't love being told what other people felt and found..
sales7
Politicker
+5
Sales Enablement Manager
some version of this is great, but moral of the story, if you don't find the pain they won't buy
4
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verbalzzzzzz , Β  BCD , Β  TheRealTommyCallahan Β  and 18 people voted
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