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March 01, 2011 at 07:00 PM
From working in sales over the last two decades, there is one way I have witnessed as virtually 100 percent effective in overcoming objections: the “feel, felt and found” method.
How many of us have heard, “I already have somebody I’m working with, and he does a great job,”? Many advisors struggle with how to respond to this statement, but this is the perfect opportunity to use the feel, felt, and found method.
When a client says he or she is already working with someone, the client might really be saying, “I have a guy I use, and I’ve used him for a while, and I don’t want to be seen as ‘cheating’ on him.”
My top advisors might respond, “You know, Mr. Jones, I understand how you feel. In fact, most of my clients are seniors who had an advisor they worked with for a very long time. These same clients, like you, felt like things were taken care of. But what they found is it doesn’t hurt to have a second pair of eyes review what has already been done to see if there might be any room for improvement.
