How To Handle Sales Objections With The "3 F's" Method

Summary

The speaker introduces the 3F method (Feel, Felt, Found) as a non-confrontational approach to overcome sales objections. Emphasizing empathy, they explain how to redirect resistance by acknowledging the prospect's feelings, relating it to others' experiences, and sharing positive outcomes. Practical examples, including selling vitamins and digital marketing services, illustrate the method's effectiveness. The speaker also promotes a free, in-depth training series for mastering sales and closing techniques.

Takeaways

• 🔧 The speaker is not a fan of traditional sales methods but appreciates a few techniques, such as the 3F method.
• 🤝 The 3F method is a sales technique used to handle objections by prospects, which stands for Feel, Felt, Found.
• 🧐 The 'Feel' step involves empathizing with the prospect's objection without arguing or resisting.
• 👥 The 'Felt' step acknowledges that others have had similar feelings or concerns in the past.
• 🔍 The 'Found' step introduces what was discovered or realized after addressing the initial resistance or objection.
• 💡 The method is not about robotically repeating phrases but genuinely connecting with the prospect's feelings and experiences.
• 🌰 An example given is persuading someone to take vitamins by empathizing with their skepticism and then sharing personal findings.
• 📈 Another example is convincing a traditional business owner of the value of digital marketing services by acknowledging their concerns and providing a strategic perspective.
• 💼 The speaker provides a free four-part training series for in-depth knowledge on closing sales and using the 3F method effectively.
• 🎉 Testimonials are shared to highlight the success of individuals who have applied the training and techniques discussed in the script.
• 🔗 The script encourages the audience to click on a provided link to access the free training and learn more about sales and closing techniques.

Q & A

What is the speaker's opinion on traditional sales methods?

The speaker is not a big fan of traditional sales methods, implying a preference for alternative approaches.

What is the 3F method mentioned in the script?

The 3F method is a sales technique that stands for 'feel, felt, found', which is used to handle objections by showing empathy, acknowledging shared feelings, and then presenting a solution or finding.

How does the speaker suggest handling resistance from a prospect?

Instead of arguing or fighting back, the speaker suggests using the 3F method to redirect the conversation and address the prospect's concerns with empathy.

What is the first step in the 3F method?

The first step is 'feel', where the salesperson shows empathy by understanding and acknowledging the prospect's feelings or objections.

What does the 'felt' step in the 3F method involve?

The 'felt' step involves relating the prospect's feelings to similar experiences of others, indicating that their concerns are common and understood.

How is the 'found' step executed in the 3F method?

The 'found' step is where the salesperson shares a resolution or solution, often based on the experiences of others or personal findings, to address the prospect's initial objection.

What is an example the speaker gives to illustrate the 3F method?

The speaker uses the example of persuading a friend to take vitamins, where they empathize with the friend's skepticism, acknowledge others' initial reluctance, and then share their own positive experience after trying the vitamins.

How does the speaker apply the 3F method to digital marketing services?

The speaker suggests applying the 3F method to convince a traditional business owner of the value of digital marketing by empathizing with their doubts, acknowledging the unfamiliarity with digital marketing, and then sharing how other business owners have benefited from it.

What is the speaker's advice on not sounding robotic when using the 3F method?

The speaker advises against using the 3F method robotically and emphasizes the importance of genuine empathy and a natural conversational flow rather than scripted responses.

What additional resource does the speaker offer for more in-depth training on sales?

The speaker offers a four-part training series, a four-day training program, which is available for free and provides more in-depth knowledge and examples of the 3F method and other sales techniques.

How does the speaker demonstrate the effectiveness of the 3F method through personal anecdotes?

The speaker shares personal success stories, such as closing deals and earning significant income, as evidence of the effectiveness of the 3F method and the training provided.

Outlines

00:00

🔧 The 3F Method for Overcoming Sales Objections

The speaker introduces the 3F method as a non-confrontational approach to handling sales objections. The method involves empathizing with the prospect's concerns ('feel'), acknowledging that others have had similar feelings ('felt'), and then sharing positive outcomes or solutions that have been discovered ('found'). The speaker emphasizes the importance of not robotically applying the method but rather using it as a guide to redirect the conversation in a helpful and understanding manner. Examples are given to illustrate how to apply the 3F method in real-life sales scenarios, such as persuading someone to take vitamins or convincing a traditional business owner of the value of digital marketing services.

05:04

🎓 Free Training Series on Sales and Closing Techniques

The speaker promotes a free four-part training series designed to provide in-depth training on sales and closing techniques. They share personal success stories, including recent contracts signed and the significant income earned as a result of applying the training received from HTC. The speaker encourages the audience to click on the provided link to access the training, which includes role-play examples and real-life scenarios to help participants master the art of sales closing.

Keywords

💡3F methods

The 3F methods refer to a sales technique that involves three steps: 'feel,' 'felt,' and 'found.' It is a non-confrontational approach to handling objections from prospects. In the video, the speaker uses this method to redirect resistance by empathizing with the prospect's concerns (feel), acknowledging that others have had similar feelings (felt), and then sharing a positive outcome or solution (found). This method is central to the video's theme of effective sales communication.

💡Resistance

Resistance in the context of the video refers to objections or negative reactions from potential customers when faced with a sales pitch. The speaker advises not to counter resistance with force but to redirect it using the 3F methods. For example, when a prospect says they don't believe in the effectiveness of a product, the salesperson should not argue but instead empathize and redirect the conversation.

💡Empathy

Empathy is the ability to understand and share the feelings of another. In the video, it is the first step in the 3F method, where the salesperson shows understanding of the prospect's concerns without judgment. The speaker illustrates this by saying, 'I understand how you feel,' which sets the stage for the rest of the 3F method.

💡Redirection

Redirection is a strategy used in sales to guide the conversation away from objections and towards a more positive or solution-oriented direction. The video emphasizes using the 3F method to redirect resistance by showing empathy and then sharing a positive outcome. It is a key concept in overcoming objections and closing sales.

💡Objections

Objections are the reasons or concerns that prospects raise that prevent them from taking the desired action, such as making a purchase. The video discusses how to handle objections using the 3F method, turning them into opportunities for building rapport and providing solutions.

💡Digital Marketing Services

Digital marketing services are a type of product or service offered in the video, used as an example to demonstrate the 3F method. The speaker uses this context to show how to persuade a traditional business owner who is skeptical about the effectiveness of social media and online marketing.

💡Role Play

Role play is a technique used in sales training to practice and improve communication skills. The video mentions that the speaker's training series includes role plays to help learners understand how to apply the 3F method in real-life sales scenarios.

💡Closing

Closing refers to the final stages of a sales process where the salesperson attempts to secure a commitment from the prospect. The video's theme revolves around effective closing techniques, with the 3F method being a key strategy discussed for overcoming objections and successfully closing deals.

💡Training Series

A training series mentioned in the video is a structured set of educational materials or sessions designed to teach specific skills, in this case, sales and closing techniques. The speaker promotes a four-part, four-day training series as a resource for viewers to learn more about the 3F method and other sales strategies.

💡Productivity

Productivity in the video is used as a benefit that can be achieved through the use of a product, such as vitamins, which the speaker is trying to sell. It is an example of how the 3F method can be used to highlight the positive outcomes of using a product or service.

💡Investment

In the video, investment is used to frame the cost of marketing services as a strategic expenditure that will yield returns. The speaker uses the 3F method to convince a business owner that investing in digital marketing is not just an expense but a way to attract more customers and increase revenue.

Highlights

Introduction to the 3F method as an alternative to traditional sales techniques

The 3F method is presented as a tool to handle objections and resistance from prospects

The first 'F' in 3F stands for 'Feel', emphasizing the importance of empathy in sales interactions

The second 'F' is 'Felt', which involves acknowledging that others have had similar feelings or concerns

The third 'F' is 'Found', where the salesperson shares what they or others have discovered to overcome the concern

Advice against using the 3F method robotically, emphasizing the need for a natural and empathetic approach

Example of using 'Feel' phase by expressing understanding and shared concerns

Example of the 'Felt' phase, where the salesperson relates to the prospect's past feelings or concerns

The 'Found' phase is demonstrated through sharing discoveries or outcomes that address the prospect's concerns

A practical example of the 3F method is given, involving a conversation about the benefits of taking vitamins

Another example is provided, this time focusing on persuading a traditional business owner about digital marketing services

The importance of not fighting resistance but instead redirecting the conversation is emphasized

A four-part training series is mentioned for those seeking in-depth training on closing sales

Testimonials are shared, highlighting the success of individuals who have applied the training in their sales efforts

A call to action is made, encouraging viewers to click the link for more training and examples of role plays

Transcripts

- Now if you follow my work, you know I'm not a big fan

of a lot of the traditional sales methods, right?

From time to time there's one or two techniques

that I like that I keep on my tool belt.

And today I want to share one of those with you,

and that is the 3F methods.

So let me give you a little bit of context.

Let's say you're talking to a prospect,

and you are getting resistance, right?

They're giving you objections.

Just like, almost like martial art,

they're throwing a lot of punches at you.

No, no, no, no, no!

Why they're not taking action today, right?

And they're giving you a lot of objections.

So instead of fighting force with force, right?

Instead of, they give you resistance

and you fight with force, what you want to do is

kinda do a little bit of redirection.

And the way you do that is

through what I call a 3F method.

And that is, feel, felt, found.

Feel, felt, found.

Now very, very simple.

So what you wanna do, is first of all,

whenever you get resistance and they give you an objection,

first, you need to have empathy.

Don't fight, don't argue, say, "You know what?

"I understand how you feel," right?

"I understand how you feel."

Felt, "Others felt the same way," you explain.

And then, "Here's what I found."

Feel, felt, found.

Now, what you don't wanna do is

you don't wanna do it like a robot, right?

When you get an objection,

"Oh yeah, I know exactly how you feel,

"and others, customers, felt the same way.

"And what I found is this is simply not true."

That's not what I'm talking about, it is a formula.

So during the feel phase you might say something like,

"I understand your concern.

"If I were in your shoes,

"I would have similar concern as well."

Or you might say something like,

"I could see where you're coming from, I understand."

You see, so you don't necessary have

to use the feel word, right?

But it's a step, step one, empathy.

Step two, felt.

Now it could be, you felt the same way,

or other customers share the same concern.

And here's the conclusion, what they have found,

or what I found is this.

So let me quickly demonstrate.

Let's do an example where,

let's say I'm talking to a friend, right?

I'm trying to persuade them, and I would say something like,

let's say I want to convince them of taking vitamins.

Very simple idea, and I would say, say,

"No, you don't get it, I never take vitamins.

"I never believe in these things.

"Hey man, you know what?

"I understand, I totally get it, right?

"I used to believe in the same thing.

"I don't take vitamins, I don't need vitamins.

"I get enough nutrition just from the day-to-day food.

"And what I realize is there are actually many types

"of vitamins, and when you take the right vitamin,

"as such as this brand, right?

"When I take it, what I found is every morning

"when I take it, I actually have more energy

"throughout the day, right?

"That I'm more focused, I'm more productive,

"then my mind is more clear.

"And I get sick less just by taking these couple vitamins."

You see how that works?

Feel, felt, found, let me give you another example.

Let's say you offer digital marketing services

to, let's say, traditional business owner.

That they don't know much

about digital marketing or social media.

They're still doing very old-school type marketing.

Let's say you want to close them

on your digital marketing services,

and they say to you, "No, I don't believe

"in this social media, Facebook things,

"and all these things, I don't understand how it works.

"I don't think they even work," right?

"I don't think they work."

"Hey, Mr. Business Owner, I know exactly

"where you're coming from.

"If I was in your shoes, I will watch every single dollar

"that I spend on marketing.

"'Cause in a small business

"every single dollar counts, right?

"What I found from other business owners is,

"at first they didn't quite understand

"how this whole thing works,

"but haven't you had experience

"where sometimes people find you on the internet?

"And then they come into your store,

"and they visit your business,

"and you ask them, 'How did you find us?'

"'Like, oh it's through the internet.'"

But if you are already getting customers by accident,

imagine what you could do if you actually intentionally

come up with a plan and most strategically

have your website optimized, right?

Being able to run certain ads on Facebook,

or on Google, to bring you more customers.

So that every single customer that comes in,

it's not an expense for you, it is an investment.

So you spend a dollar, you get $3 back.

Does that make sense?

Feel, felt, found.

Now, you don't hear exactly the word of feel, felt, found,

but would see the formula, by not fighting,

not resisting the prospect, yes, right?

The resistance coming, you redirect,

and you go boom, boom, boom.

So that's the 3F methods, feel, felt, found.

Now if you want more in-depth training

from me on closing and on sales,

I have created a four-part training series,

a four-day training series, absolutely free.

(image whooshes)

- On ACC, I just shared a video yesterday with my HDC shirt,

and also my certificate that came in,

and also shared my first boom,

and also shared that I got a contract signed yesterday

for $14,000 and I was gonna make

about 1,700 bucks.

Like 1,200 bucks with like a $500 bonus.

Cool thing is, this morning,

I just got another one signed

for $14,000 and I'm gonna get another $1,700 next week.

So that's about, that's like 3,400 bucks

in a week, not too shabby.

And that's like more than I made in a month at my old job,

and I wouldn't have this opportunity

if it wasn't for a friend of mine seeing me

and helping me get this opportunity at this job,

and I wouldn't been possible

if I didn't get the training from HTC.

- Yeah baby, 'cause another influencer today.

The third one I closed so far.

$7,500 packages

closing at 20%

with a 500 pound setup fee.

- All you need to do is click the link here,

in the description, or somewhere here, and get the training.

You can get access to it right now.

And I'll go much more in-depth,

and you'll also hear examples of role plays.

What some of these closing scenarios,

some of these closing calls actually sound like.

So got ahead, click the link right now.