What technique is particularly helpful in handling objections during a sale?

The Feel, Felt and Found Technique is particularly effective in handling objections during a sale because it allows the salesperson to empathize with the customer's concerns, share similar experiences, and present a resolution based on the experiences of others.

This technique works in three steps: first, the salesperson acknowledges the customer's feelings by saying something like, "I understand how you feel." Second, the salesperson relates this to a previous experience, often mentioning how other customers felt the same way. For example, they might say, "Many of my customers felt the same way at first." Finally, the salesperson shares what those customers found after they made a decision, which helps to alleviate the original concern and encourages the customer to consider the benefits of the product or service.

By creating a connection through shared experiences, the salesperson builds trust and diminishes resistance, making it easier for the customer to move past their objections and feel more confident in their purchasing decision. This relational approach is especially crucial in sales where understanding customer psychology plays a significant role in closing deals.