The Feel Felt Found Technique to Overcome Sales Objections and Make More Money From Sales

Feel Felt Found is a brilliant way to handle those fast little sales objections that come from the customer's feelings. Use it on the sales objections that start with, I think, or I feel. They often come as a first reaction to the product or some of its features. Feel Felt Found is a great way to overcome sales objections in retail or showroom sales. It is easy to learn, effective in many sales situations, and you can start using it today.

At first you may feel skeptical about such an easy way to approach sales objections. Many experienced sales people have felt the same way. Once they tried it they found it closed sales and earned them commission.

An additional benefit

If you're a sales manager you can try adapting this sales technique for coaching and influencing your sales team. There are a lot of similarities between selling and coaching. After all, you are trying to influence people's actions and behaviours.

You understand how they FEEL

Empathize with the customer. Tell them that you can understand how they feel as they raise their sales objection. When handling sale objections you want to work with your customer, not against them. Think of it as a sales martial art technique. You use their force and change the direction, not meet it head on with another force. The Feel Felt Found objection handling technique is a great way of doing that. You are letting them know that it is understandable that they have this objection to the sale. That it's normal, it's happened to other people, and they still bought the product.

Other people FELT the same way

Other customers, that went on to buy from me, felt the same way.

You are using social proof to show that this is also what others have said, and they went on to buy. Your customer wants to be like others, we all do. Do you enter an empty restaurant? If you see a crowd gathered at a market stall you go and take a look. If they find it interesting, so could you. Like it or not we still follow the crowd. Many sales markets rely upon this basic instinct.

With the Feel Felt Found technique you are emphasizing the message that, the feelings your customer has at the moment have been felt by others and it didn't not stop them buying. The reason it didn't stop others buying is because of what they Found.

Others have FOUND

I understand why you FEEL....

Others have FELT.....

What they FOUND was........

Tell the customer what other people found when they went on to buy from you. What they found that overcomes the sales objection. Spice it up and add some great sales benefits. When you tell the customer what others found you have the opportunity to sell your product. Tell them, others didn't just find the objection was no longer an issue. They found something great that surpassed their expectations and gave them something great.

Feel, Felt, Found, putting it into action

I understand why you might Feel the price is too high.

Other customers have Felt the same way.

When they saw the money they saved with it they realised it was a really good investment

I know how you feel. When I first saw it I felt the same. But when I tried it I found I looked at it in a different way.

It's understandable that you should feel that way. I felt the same when I thought about changing. Now I've found that it works much better than my old one.

Try it for yourself

I can understand how you might feel about trying a new way of handling sales objections. When I was first shown the Feel, Felt, Found, way of handling sales objections I felt the same. Now I've found in many situations it's a really effective way of overcoming sales objections.

Try it out and start using it today. You find after a while that it comes natural. What I like about it is how easy it fits into communication and normal conversation. I've used it twice within this article to sell the benefits of the Feel Felt Found technique. Did you spot where I used it?

This great sales objection technique works really well when combined with an effective sales objection handling process such as How to Handle Sales Objections

Stephen Craine is a working sales manager and trainer for a major UK company. He uses his experience of sales, motivation training, NLP, and personal development coaching to achieve results for himself through the achievements of others in a sales environment.

All the sales training presented here, and on the website, has been tested and proved by working sales people in real sales situations. There are no acronyms, buzz words, or complicated techniques to market training courses. The focus is on practical sales training that achieves results. For more free sales training and sales skills information visit the Sales Training website

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Overcome Technology Challenges With Your Sales Team

Many sociologists have tracked the evolution of industrialized societies. One key trend these sociologists often discuss is the definitive impact of new technologies on these civilizations. Since the dawn of times, technological changes such as fire, the wheel, farming, the cotton gin, steel, and automobiles have led to rapid advances in quality of life for individuals. While these advances have translated into huge gains for civilization they have become so mainstream the impact these advances have are long forgotten.

A more recent technological advancement has also had a huge impact on society. Advances in information technology and the Internet are still being felt, not only on consumers and individuals, but also within sales teams trying to cope with the rapidly evolving set of knowledge, skills, and abilities necessary to fully harness the dearth of knowledge and information created. Needless to say, salesperson competency has been buffeted by technology in multiple ways.

First, salespeople are no longer the gatekeepers of information about products and services. Buyers arm themselves with information long before the sales call ever occurs. They have access to buying consultants, automatic replenishment systems, decision making models, and customer reviews of products and services. Buyers hold less inventory, want just-in-time inventory, and embrace systematic purchasing.

Second, salespeople are also called upon increasingly to use technology in their jobs. Handheld devices, mobile computing, instant messaging, social networking, and search engines have revolutionized prospect identification. Customer relationship management systems are intended to help salespeople manage and prioritize their contacts. Selling takes place in new venues and channels. For example, the "click to talk live" feature of many websites blends customer service with telesales in a call-center environment. Selling is also becoming the responsibility of nontraditional sales roles, and companies are cross-training installation, service, product-development, and other staff in sales techniques.

While technological advances have shifted the power in the buyer-seller landscape, sales teams have sometimes struggled to keep up. Sales managers and sales trainers have tried to deliver technology into the hands of their sales team and had to improve salesperson skills and knowledge. As a result, sales training needs have evolved at an quicker pace than ever before. Customer Relationship Management software, contact management, email, Internet capabilities, and handheld devices provide more information to today's salesperson than ever before, yet many salespeople struggle to master the technology (let alone keep up with it). Technology has also helped salespeople stay abreast of product changes, customer changes and market changes. Unfortunately, many sales team members have so much information at their finger tips they have trouble retrieving it quickly.

However, where technology has created many challenges to sale team performance, technology has also provided help. Use of technology in sales training has exploded with the advent of podcasting, video-on-demand, and virtual classrooms like second life. Technology has also provided access to new markets and new prospects through online networking tools (such as LinkedIn) and customized search engines that quickly retrieve the most relevant information. Sales portals organize content and provide an easy way to refresh knowledge or brush up on an industry. And learning management systems allow HR professionals and training professionals to customize course content for new and experienced salespeople.

With all these technology challenges facing sales teams, how can sales managers and sales trainers help?

The following recommendations are given:

RECOMMENDATION 1: understand that technology is not an enabler, it's now the status-quo. Many organizations implement technology for the sake of technology without understanding the impact to the sales team. More importantly, companies can negate technology roll-outs by not focusing on helping sales teams deliver value, in the eyes of the buyer. Since so many buyers use technology daily, sales teams are expected to use technology in a transparent way. It's now something like breathing. Everyone does it. However, not every company can leverage technology to align to the customer, streamline communication, and facilitate an exchange of value.

RECOMMENDATION 2: realize that one technology platform or tool doesn't solve every single challenge faced by the sales team. While some technologies help sales team members serve the customer better, others can actually bog down processes or stifle the creativity needed to truly customize the buyer experience.

RECOMMENDATION 3: realize that bad processes are not helped by technology. Many companies fail to realize that poorly aligned processes and poor policies can impact the buyer-seller relationship more than the use of technology. When these processes and policies are facilitated by technology, the organization just become "better" at getting in it's own way.

Dr. Brian Lambert is a senior analyst for Forrester Research serving Technology Sales Enablement Professionals. He covers the strategy, processes, and execution associated with helping sales team members achieve their desired business outcomes through more effective collaboration and behavior change. Brian researches key challenges associated with sales enablement, including helping sales team member's effectively model customer needs and map solution capabilities to those needs within each sales conversation. He also researches the impact of today's complex and changing business environment on portfolio, marketing, and sales team members as they design; implement; and reinforce training, talent management, leadership development, performance, and adoption strategies needed to improve the skill, expertise, and results of team members.

Brian is a highly sought after world-wide speaker, author, and trainer on sales competency, sales performance, sales process, sales professionalism, sales ethics, and sales process.

Find out about Brian at http://www.forrester.com/rb/analyst/brian_lambert

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How to Overcome Sales Objections to Price

Why do some businesses, with top priced products and services, thrive in a market where competitive pricing is a major selling point?

Businesses, and individual sales people, can learn how to overcome sales objections to price, and sell at the highest prices in any marketplace. Take a look at the ideas and viewpoints that follow, and consider how they can be adapted for your marketplace and your customers.

A common reason that we get sales objections to a price is that the customer views the price we are asking as greater than the value of the product. The best way to deal with any sales objection is to pre-empt it and inoculate your sale against the objection before it occurs.

Advertising salespeople ask their customers how much each sale, that the advert generates, will be worth to them. Then they show how few sales the advert needs to generate to pay for itself before it starts making a profit for the customer. They turn the return on advertising into a measurable figure and compared it to the investment cost. This is how they overcome sales objections to price when selling very expensive, and unproven, advertising services.

Presenting the financial value of what the product will do for the buyer will work in many markets. You can build the value of any products that save time by converting the time saved to a monetary value. This works well for both business and domestic markets. The aim is to build the value of the product to a figure greater than the price in order to pre-empt many sales objections to price.

In direct sales to the public you can change the time saved by the product or service, into something more valuable that the customer could do with that time. Spend it with the children, do something they enjoy, or just relax. Good questioning of the buyer's lifestyle is a how many direct sales people overcome sales objections to price.

Don't shy away from the price, make it a key point of your sale, and be proud that you don't sell cheap products. You sell products that have value above the price you're charging.

There is a fantastic advert on UK television for a premium lager beer. Rather than try and sell it at a low price, to compete with the competition, they make the high price a benefit of the product. They use phrases like, 'Reassuringly expensive.' Think about how you could use the same strategy for your products. Is there a way that you could package them to add to their value, and also use the price as a selling point?

If you were selling cars to parents and family focused people, would they prefer a cheap car, or one that was reassuringly priced because you don't want your customers to drive unsafe cheap cars. Safety is another factor to present when overcoming sales objections to price.

A key factor to selling at a profitable price is making sure the buyer is aware of what they are comparing your product to when assessing its value. If they see yours as expensive, when compared to a competitor's product, make sure they can also see the additional benefits you're offering.

Show them they are not comparing like-for-like. In the UK there is a very price competitive market in living room furniture. Every company has special offers, and discount sales that never end. The furniture at the cut-price stores looks great, as any new furniture does.

I know from personal experience that the reason they can sell them so cheap is what's on the inside. This is where they cut the production cost. The customer making a purchase only sees the lavish exterior, and the beautiful materials. They smell the newness. That's what they are picturing in their home when they decide to buy it.

Imagine you are a small independent retailer in this market, that sells quality furniture. How would you overcome the objections to your prices when customers compare them to cheaper stores?

You could buy the cheapest three-piece-suite being sold by the local cut-price competition, take a chain-saw to it, and cut it in half. Then put it on open display in the entrance to your showroom. Next to it you could display one of your top quality, top priced, well-made suites, also cut in half. This would build the value of your furniture and give customers a reason to buy from you..

When faced with an objection to price don't immediately start looking for ways to offer it cheaper. A reduction in price may get you the sale, but it also eats into your profits. Look instead at ways to build the value of what you are offering to the customer.

Find ways to repackage your product so it is seen as different to your competitor's products. Changing the package can give an overall price that is difficult to compare to the competition.

Practice these sales skills, pick up more sales tips on overcoming sales objections to price. You will then be able to increase or maintain your prices, and stay out of price cutting wars in your marketplace.

For more information on sales training focused on Overcoming Sales Objections, go to http://www.sales-training-sales-tips.com/overcoming-sales-objections.html

Stephen Craine is a working sales manager and trainer for a major UK company. He uses his experience of sales, motivation training, NLP, and personal development coaching, to achieve results for himself through the achievements of others in a sales environment.

All the sales training presented here, and on the website, has been tested and proved by working sales people in real sales situations. There are no acronyms, buzz words, or complicated techniques to market training courses. The focus is on practical sales training that achieves results.

Stephen has recently teamed up with a successful clicnical hypnotherapist in Manchester uk to offer sales and career coaching to private clients and small businesses. Combining the power of hypnosis to make personal changes and overcome obstacles, with the practical experience of a professional sales coach, offers a unique training resource.

His aim is to help anyone looking to increase sales results, develop their career, or prepare for job interviews. The coachng program can also be tailored for small businesses to give them access to resources usually only avialable to large organisations.

For more free sales training and sales skills information, and to see what else might be of interest to you or your company, visit the website at http://www.sales-training-sales-tips.com

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Literature Erotica - A Way to Overcome Complexes?

The Increasing Popularity of Literature Erotica

Literature erotica is gaining more and more ground nowadays and more individuals tend to choose literature erotica contents over the more explicit sexual contents. The reason for this fact is that literature erotica promotes a more mature perspective upon sexuality and individuals become aware of the fact that the sexual act does not limit strictly to the sexual pleasures, but it is a complex experience that implies all types of sensations. But what makes literature erotica that popular, that desirable?

Experts' Opinions Regarding Literature Erotica

Sexologists and psychologists sustain that literature erotica contents and erotica visual materials (pictures, video and audio materials) are highly effective when trying to overcome certain complexes that one might have regarding certain sexual activities, regarding his/her own body image and regarding certain fantasies. This is based on the fact that literature erotica is, indeed a stimulant, yet a healthy one, a stimulant that presents a beautiful and complex perspective upon the sexual act.

Real Characters and Plausible Sensations

Since literature erotica is concerned with the beauty and creativity of the sexual act and intimate relations, in general, one can identify with the literature erotica characters quite easily. This can happen due to the fact that, as opposed to other types of more explicit materials, where the sexual act is the only one that is openly presented - and not the inner perspective of the performers - in literature erotica, the characters are complex ones, they live the sexual act, they explain it, they describe it, they sense it on numerous levels. This is why the literature erotica characters are real, they are as real as their readers and their feelings and sensations are plausible and accurate. Viewers can find these characters representative and real and, therefore, they can let themselves the sexual experience as the characters do. Fantasies become more approachable, the imagination is freer and the acts are described by a wide range of sensations - just like the literature erotica contents, which are based on visual and audio images, described with details, in order to represent the sensations of the characters.

A Healthier Perspective upon Sexuality

Readers of literature erotica learn how to let go of their fears and unjustified complexes that regard the perception upon sexuality. Besides, most of the sexuality-related complexes that individuals develop are based precisely on a wrong, deficient perspective upon sex. Seeing sexual activities as vulgar, aggressive or dirty activities is a premise of developing certain fears and rejection. Since literature erotica presents sexual acts as tender, imaginative and sensual experiences, the individual is helped to change his/her perception about sexuality and sexual acts in a positive, healthy way.

New erotica contents are added daily. Visit http://libraerotica.com for the best additions.

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