How to sell a new concept to a prospect

Tried and tested strategy that works when a prospect is unable to imagine the value of what you're selling

When a market is mature, customers know what to expect from the options available.

But what if you are entering new territory or space where the clients know nothing about what you’re offering — could be a futuristic technology, a service that’s new to the region or industry etc.

We theoretically all know that if we can empathize with prospects & impactfully resonate with them at a level, we will be a step closer to the goal of selling our product/service.

An effective strategy here is the age-old 3F strategy — “Feel, felt, Found strategy”

It helps salespeople and marketers connect with prospects and guide them subtly into a new thought process or outlook — especially when what you’re selling is something totally new to them!

Here’s what you say over a call or email:

Sonia, I understand the way you “FEEL” about abc I “FELT” exactly the same way as well about them, until I “FOUND” out about xyz .. and xyz really helped us figure out {2–3 benefits}

Remember to say this in a calm, composed yet empathetic tone😉

Would love to have you share your thoughts around this strategy or other strategies that you use to create an instant empathetic rapport with prospects!

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First published on Linkedin here