This simple objection handle can buy you crucial time in a pitch, also known as the ‘3F’s’ - Feel, Felt, Found.

‘I understand how you feel many of my most successful clients felt the same way until they found….’

It breaks down in 3 stages:

• Empathise with the client so they know you understand their concern
• Group them with successful individuals with whom you have good relationships
• Lead them back in the direction you intended the pitch to go……

AND most importantly finish with a question/tie down to return the emphasis to the client: ‘Does that all make sense?’

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