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The Diagrams Book by Kevin Duncan

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8  THE F TRIANGLE

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• The F Triangle is extremely helpful for overcoming objections to a sale.

• The three components are feel, felt, and found. The idea is to compose a sentence that encourages a sceptical customer to reconsider their reservations and end up buying after all.

• The construction of the sentence will run along these lines: “I understand you feel x about subject y – I felt the same but once I discovered z I found it was more than worth the money.”

• The personal ‘I’ can be replaced with the views of colleagues or other influencers, and the discovery element can be expressed as an experience, a product feature, or an emotional benefit. ...

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