Brilliant Persuasion

In this chapter, we present a covert language pattern for overcoming objections called ‘feel felt found’. It is a useful technique that can be sneaked almost imperceptibly into conversation and is especially effective should your customer offer a quick off-the-cuff negative reaction to your product or service. We:

• illustrate the structure of this pattern and describe how you can interweave it seamlessly into your sales conversations;
• analyse what makes it so efficient;
• show how you can make it even more effective.

The structure of the pattern

This technique has three steps and, as its name implies, each step uses one of the following words: ...