How To Handle Sales Objections With The “3 F’s” Method


– 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.

95 thoughts on “How To Handle Sales Objections With The “3 F’s” Method

  1. Grand Cardon teach another way and I can't understand what is right 🤦‍♂️

  2. Yup, I do agree with Dan Lok that world is changing so we need the new methods new deal with new problems.

  3. Objections are part of process. The understanding part is what you need to master. You are here to help and not to sell 🙏

  4. Why outsider ceo's distrupt industries?
    like Elon from software industry distrupt automobile and space industries
    l

  5. Please make a video on how to manage college and business together

  6. Looking sharp as always Sifu! Love using the 3Fs! Thanks for the daily videos 😀

  7. All the formulas need to be scripted so one can practice them. This is when you are supposed to sound like a robot. Repeated role play practice. Like, when you double your prices the first time, saying it out loud when alone really is important, because Dan was right. It really felt outrageously wrong! But, guess what? The 10th time I mouthed the price in a role play situation, it actually sounded very smooth, and each time, it sounded less scripted (less robotic) and more fluid.

    That is when you start using it on actual calls/appointments.

    (Scripts are the straight punch of a new area.)

  8. "I want you to deal with your problems by becoming rich"

  9. Dan I understand how you feel, a small YouTuber has little to offer, that's how 327 other people felt as well, but what what I found is people who subscribe are happier and enjoy life more than those who dont 💪

  10. Good explanation Dan! You know how it works! Keep up the great work! 🙂

  11. Instead of fight force.with force use feel…felt…found. Have empathy and dont sound robotic…use the formula which is a more psychological method. Thank you sir.

  12. You're playlist content is awesome Dan! You have done a great a job
    Tq very much for giving such a pride content

  13. Sales people should welcome objections instead of dread them. Often times people who agree and say 'yes' are just disguising their true inner feelings in order to expedite the conversation. Start from an objection early on and you'll quickly get to a genuine 'yes'!

  14. Dan, Oh! My God, I felt as if this video was for me, specifically. Once again, thanks for educating me further, in your usual practically oriented ways. This is Anthony from Santacruz, Mumbai, India.

  15. I can really see how important communication skills are important when talking to clients or even other people around us. SIFU you look and sound tired in this one but you still kept your promise – Integrity -… God bless🙏 thanks again

  16. listening your useful suggestions from italy, thnak you very much good job!!!

  17. What's your favourite sales book? Share with me in the comments!

  18. Dan which is the best way to learn english in fast ways i am stuggle can you help me

  19. What was your biggest takeaway from

    my video? Comment below.

    Also, you can comment any questions

    you have for me.

    I might feature your question

    in one of my next videos.

    Don’t forget. Like. Comment. And subscribe.

  20. – Objections are the best opportunities to close the sale, it's the first concrete proof of real interest in a meeting.
    Thanks for this awesome video Sifu !

  21. I feel that I cant make more money,
    I am sure others felt the same,
    you know what I found HTC !!!👌👍

  22. Dan i am from india and i want to know if i close a sale for a company , then how will i confirm it to the company that i have closed the sale so that i could Be paid

  23. The graphics you used before are better and are more "High-Ticket" and they feel more rich.
    Just an opinion for the Great Mr. Dan Lok.

  24. dan, a lof of people would ask so much money for these advices you give for free

  25. I like the previous text fonts and animations. It looks more rich and professional than a playful idea. I appreciate the idea for a change, but if you don't mind please maintain the richness and professionalism.

  26. Thanks Sir, i love your teachings, when ever i watch your videos my desire of becoming professional salesperson goes up and also my closing ratio goes up.

  27. I sold tools door to door in 44 states, in over a thousand citys towns suburbs… over 27 years!
    Starting when I was 17.
    It was strictly commission, with no appointments.
    My distributor always told me it's not a sprint, it's a marathon!
    I had to learn how to pace my self through out the day!
    35 stops a day was a good # in and out of companies, speaking with the owners.
    I also trained a lot of people in my life. Wound up becoming associate distributor of the year. 2005
    I enjoy your videos a lot, even though I'm out of the field now!
    Great video Sir! 👍

  28. I havent been here for a longer time but i have been able to make some changes in life and gaining something useful in BUSINESS

  29. Don’t go defensive, instead, show empathy and that you actually care when applying the 3Fs concept. Thank you Sifu Dan!

  30. This is a great technique, my advice is not to use it so blatantly though, as anyone who has had any sales training will see through it. Great advice regarding the redirection, leading prospects away from their objection is very useful. One of the biggest things you need as a person in sales is being genuine, believe also in what you are selling. Then nothing they say will stop you from getting the message across.

  31. Me and the boys storming Area 51 to sell them alien technology and get rich

  32. Great video, and great tip from Sifu, I'm implementing tomorrow as I have booked a call with a prospect. Thanks Sifu.

  33. Haha, this reminds me of when I used to do Residential sales. I was taught this overturn of negative as well 3 others that we used basically for every negative.

  34. Thank you sifu…this is a useful advice and thanks for your prowess of making a helpful content☺😊🙏

  35. Came to know that i was already using it without even knowing it.

  36. The first thing that came to my mind is saying "F.U! F.U! F.U!" if they oject..

  37. Those tips are great! They fall perfectly with my current opportunities. Thank you for sharing knowledge, Sifu!

  38. M y biggest takeaway from your video is dont resist the objections, instead show emphaty and use feel, felt, found or 3F METHOD. thanks Sifu!!

  39. I'm 16, attended training, made notes… In winter 2020 I'll be in the HTC family. 🙂

  40. Just coming up with something… thumb this one up or provide a better one 😉

    Prospect: Hmmm, I won‘t think that my employees are able to integrate such complex teachings. They don’t even pay attention to the simpelst stuff…

    Me: oh okay mister business owner, I know exactly where you are coming from… you see I have been in the same Place just x years ago. It is really scary to think about Xyz isn’t it?

    Prospect: it truly is.

    Me: you know what I have found with former clients? The problem is not x because y and that was a big epiphany for me. Can you see how this one would work out?

  41. Hey online marketers!
    Who of you knows how in digital marketing to omit spending this $1 each time for a customer that doesn't bring any return?
    Ending up spending more that you actually get in return?

  42. At 5:28 that's me!!! I am so thankful to have found you Sifu. If anyone has any questions about HTC. I dont mind talking about it feel free to message me.

  43. This is old stuff, I learned it 20 yrs. Ago and it don't work. All they care about is "how much is it?"

  44. The 3 F's Feel, Felt and Found are objection redirection methods borrowed from the principles commonly practiced in martial arts such as Hop Kiddo(Feel) Empathy with proper use of tonality is to sales what blocking is to an opponent in martial arts(Ying) (Felt) is to Sales what grabbing is to martial arts.(Found) is to sales what using an opponents momentum against them is in martial arts.(Yang). Much Respect.

  45. Hi Dan! I have a question about the SalesCalls.com.

    Would it charged straight as a bulk 299, or can it be divided on a monthly payment? I really want to be your student, but I barely make so little fortune as of now. Hoping for your answer about thid matter. Thanks and Godbless.

    Regards,
    Nass

  46. When you receive a lot of resistance, do redirection:
    1. Feel: empathy, I understand how you feel, I can see where you are coming from, I understand your concern
    2. Felt: others felt the same way, I used to believe the same thing, other customers shared the same concern
    3. Found: but here is what I have found, here is what I realized… When I tried the right vitamin, I felt better, my immune system is stronger, etc.

  47. first understand the concerns of the prospect, then show him your solution

  48. You are right. You always agree with the customer first. No matter what. Then you explain him why it is not the case.

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