Feel, Felt and Found(3F) Technique in network marketing

 

Objection Handling is one of the crucial skill to learn to become an expert in network marketing or selling. 

Because whatever you sell or promotes, even it is a Mercedes or Audi Car objection will arise from the customer side. And you should be well prepared to handle the objection properly and make it a sale.

In Multi-level marketing or network marketing objection can arise about the product (value for money or not, the product is containing good compositions or not etc.), payout (when will I get paid, paid enough or not, criteria for payment etc.) and other related things.

And to handle these objections there is a great classic objection handling technique called feel-felt-found. But how can you remove the objection from your customer's mind and make it to sale is the real question.

Here is the technique in brief:-

1. Tell them “I understand how you feel”. This is intended to tell the customer that you have heard them and can empathise.
2. Tell them about someone else who felt the same way initially. You’re telling the customer that they are not alone and that things can change.
3. Then tell them how that person found that when they did what you wanted/bought the product, they got what they wanted. 

First, you explain to your customer/prospect that you’ve had other customers/prospects who have felt the same way. This helps your customer/prospect to realize two things: first, that you get how they are feeling and also, that they aren’t alone. Other customers have been where they are.

And finally, you tell the customer what you, or other customers, have found to work in this situation. This is where you offer empathy and a possible solution, all in one.

Here are some important points to implement:

• Before saying "I understand how you feel", understand the exact objection of your customer, listen carefully and check whether you perceived it or not. 

• Don't say this phrase if you don't understand the problem because your customer is smart enough to know. Be genuinely interested in their problem.

• Always use the story of another person to relate.

Here are some responses to most common objections using 3F Technique:

Price objection: I understand how you feel about the price. Many of my clients have felt the same way. What we found is that with our 30-day price match guarantee you will have peace of mind from now and 30 days from now that you are getting the best price. If you find it anywhere for less or even at my own store, I will price match it, under the same terms and conditions (important because you can’t compare apples to oranges), and you will get that money back. So, do you want to go ahead with the purchase?

Spouse objection: I understand how you feel about needing your spouse’s approval. Many of my clients have felt the same way. What we found is with our pending sale we can have you go ahead and lock this sale price in so you don’t miss out on those savings by purchasing this now. Then, when your spouse is free/back/home/here you can have them check it out and if they are not a fan you can bring it back and return it no problem. Want to go ahead and do that?

Time objection: I understand how you feel about wanting to come back to purchase this. Many of my clients felt the same way. That was until they found out that we can have you out of here with the paperwork in under 15 minutes. Since you are sold on this anyway, want to go ahead and just knock it out now and save you the hassle of having to come back?

By empathizing with how they feel, you are building harmony with them to create rapport. When you talk about how somebody else felt, you move the focus to a more objective place which they are likely to trust more.

References:

• Closing-technique-of-the-week-the-feel-felt-found (Medium)
• Feel-felt-found-works-better(nlppod.com)
• The Feel-Felt-Found for empathy(Myragolden.com)
• YouTube Video: Feel-Felt-Found (Lifevantage)