Building
Harmony with Prospects
“Feel, Felt, Found”
Rather than fighting
with your prospect when an objection is raised (for example "why
isn't Juice Plus+ FDA approved?"), it's possible to
find the common areas of agreement, and avoid entering a
confrontation. You will not need to compromise your beliefs in
order to 'sell' Juice Plus+. As you seek harmony with your
prospect, you will build a lasting relationship formed from trust.
Example Objection: “Juice
Plus+ is expensive.”
Example of a Confrontation:
“Not really. $1.40 per day is really inexpensive compared to the
cost of fresh fruits and vegetables.”
Example of Building Harmony:
“I completely understand how you feel. In fact, I
felt that way myself. I am in the process of building
a business, and every penny of my budget counts. What I have
found, like so many others, is that, at $1.40 per day,
Juice Plus+ is really quite affordable. Compared to the cost of
disease and the price of fresh raw fruits and vegetables on a
daily basis, I cannot afford to do without it.
 Go
With the Flow!
When employing the
Feel-Felt-Found method, your prospect should perceive the
conversation in the following manner:
(Feel) Gain Trust
If I believe that
you are somehow like me, I will be persuaded to hear your belief,
despite my objections.
(Felt) Create an Exchange
When you listen to
me and empathize with my belief, then I will feel compelled to be
nice to you. I may even find myself agreeing with you.
(Found) Harmonize!
Since you have been
flexible with me, and have not pushed me to make a decision, I feel
comfortable enough to move closer to your belief.
More information and
the following examples using the Feel-Felt-Found Method of
relationship building can be found in sections 6.7 and 6.8 of the
Virtual Franchise Owner's Manual.
* ”It is expensive.”
* ”I do not like
people taking money from my account.”
* ”I already eat a
lot of fruits and vegetables.”
“If you just
learn a single trick, Scout, you’ll get along with all kinds of
folks. You never really understand a person until you consider
things from his point of view…until you climb inside his skin and
walk around in it.”
---Atticus Finch, To Kill a Mockingbird
Virtual Franchise Owner's Manual Chapter 6
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