"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?