Overcoming objections in a sales call is actually quite easy. Really- I mean that! No matter what you've heard or read, overcoming sales objections comes down to two points:

1) Pre-beating objections

2) Post-beating objections

Let's address the first, "pre-beating objections." This rule, which really works (based on my experience,) boils down to the fact (in my opinion) that whoever brings up the objection first wins. It's that easy. So if your product costs the most, you may want to say (in your sales presentation, "I know, Ms. Jones, that my product cost the most, however.... (insert your specific product info here.), which is why it is the most expensive." This puts the objection on the table, and you won't hear it later.

Now, let's address the latter, the "post-beating objections," which we use "Feel, Felt, Found."

In this example, Ms. Jones says, "You're the most expensive." (we say, oops, I didn't pre-beat this one, so now I have to "feel, felt, found" it.)

"Ms. Jones, I know how you feel!" (empathy).(FEEL) "Ms. Anderson 'felt' the same way"(FELT) (rapport based selling- second person) "But what Ms. Anderson FOUND was that (insert answer to the objection here_______)" (FOUND) Answer that objection!

That's how we used "feel, felt, found" to grow a multi-million dollar fundraising businesses.

How can you use it for your organization?