Negotiation Tip: Feel, Felt, Found Method
In a real estate negotiation, there are times when the people you’re negotiating with come up to you and say, “Well I’m not too sure”. What should you do whenever this happens? You only need to make them feel that it’s common and it’s what other people are doing also.
Always remember that people don’t like to do things on their own, they only want those that others are doing. So, you must have a story ready with you. You can make use of your own city as well as the Feel, Felt, Found method. This method is essential when someone or your seller comes to you and says, “Yeah it sounds good so far, but I’m still not sure.” So, you respond with, “I know how you feel. We find that that is the case with many, many people.” By saying this, you are letting people know that their feelings are common, and that you know and understand how they feel and that they’re just like everyone else. So, you go on with, “I know and understand how you feel, your situation is just similar with most people, there’s even a guy in (name of your city) who’s feeling the same way you’re feeling right now and his issue is similar to yours as well. He was about to purchase a three bedroom house, just like you, he had a four bedroom house that he wanted to move away from and he was quite concerned that he had to move within the next three weeks and he was also concerned about finding a removalist truck whose job is to pack his house so he can move by the third week. But he found a solution and it was… now does that sound like it’ll work for you as well?” Then the seller responds with, “Well, if it went well for him then I don’t think there’s any reason why it wouldn’t work for me.”
The seller’s answer is just perfect. If you had told him directly of what you would want him to do and then forego with the story, then you would have been in a situation where you talk and talk. As a result, the seller won’t believe anything you say and so he doesn’t buy into the things you’re telling him.
So, that’s what a feel, felt, found method is. You make people feel that you understand how you are feeling. Next, tell them that their issues are common and most people have felt the same way too. By doing so, you are letting them identify themselves with the character in your story and ultimately they’ve found a solution (because you made them see that the character’s solution could work for them).
Now, that’s an awesome negotiation tip, right?
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