The other party and you are in disagreement over an issue in a negotiation. How can you counter their argument without destroying the relationship? Use a little negotiation jujitsu with an effective technique called “Feel, Felt, Found”.
Let’s say you have an offer for your program that includes several options such as a book and a consultation. The other person wants a discount instead of getting the bonuses because he feels they are of little or no value. So you apply the technique to show him the value. It goes like this:
I know that you feel like the bonuses have no value. Many of my customers have felt that way too. However, they have found after buying my package that the bonuses relate directly to the main package you are buying and have good added value. The free consultation helped them clarify their goals.
The reason why this technique is effective is because you are showing empathy with the other person. Here is how it is broken down:
You put yourself in their shoes and you let them know that you heard them by saying “I understand how you feel.”
Next, you let them know that they are not alone in feeling this way. “Many of my customers felt that way too.”
Then, you show them that after taking an action that there was a positive reaction. “My customers have found that after buying my package (desired action) that the bonuses relate directly to the main package you are buying and have good added value. The free consultation helped them clarify their goals (positive result).
Here are some additional tips to make this really effective. First you must understand their objection and not directly challenge it. You must be sincere, mean it and be natural when delivering the message. Look at them and establish a connection. Offer them the social proof. If you can name names do it; it makes the proof stronger. Finally, you must show them the benefit of accepting your position or taking the action. Numerate the benefit and not just say it was okay. For example show how people were using the book for quick reference or that it had charts or checklists that the audio did not include.
“Feel, Felt, Found” is a good way to overcome objections or counter arguments in a negotiation or in your sales conversations. Have you used or seen this technique in action?