NLP and Sales | NLP Coaching 

Do You Use Feel, Felt, Found?
Sjoerd Eisma

This is a very simple but effective pacing technique in answering your client's objections.

Here's how it works:

Your client may say to you, "It's really too much money."

Your reply is: "I understand how you feel. Other clients have felt the same way until they found that..."

With this powerful NLP technique, you tell your prospects you identify with their feelings, and then come up with a similar situation to lead them to things they may not have considered before. It's a way of building trust and countering an objection at the same time.

The feel/felt/found technique is a good way to deal with price objections. If someone tells me something costs too much, I can say, "I understand how you feel. Some of my other clients felt the same way until they realized the difference between price and cost," and I explain the difference.

This technique is great for clients who are kinaesthetic" ( people who are more "feelings oriented").

If you think your client is a visual*, use visual predicates:

"I see what you're talking about. Some of my clients used to look at our services the same way, until they find exactly how these service help them to get better results.

If your prospect is an auditory*:

"I hear what you're saying. Other clients have told me the same thing, until they found out the very real benefits of bringing in our products.

* The Selling4Winners private Membership site has a special NLP section explaining how to recognize visual, kinaesthetic and auditive customers.

Do remember: Customers buy trust first, products second!