The similar situation/ feel felt found close is a tried and true technique for handling objections by demonstrating empathy with your clients and candidates. It also enables you to buy some time to think about how to best respond to their objection(s). 

In essence, it involves telling a story about a similar circumstance, and relating it to the situation they are in. When listening to your story or testimonial, the client or candidate will often substitute themselves for the main “character” in the story. The “feel, felt, found” component tees up telling the story of a similar situation that you or someone you know has experienced. This is done by acknowledging to your client or candidate that you understand how they feel, that you have felt the same way (or have known others who felt that way), yet found positive benefits to making “X” decision!
The similar situation/ feel felt found close is based on the psychology that people feel strength in numbers and commonality with others. In other words, they feel comfort in knowing that other people are doing, or have done, what they are considering themselves. However, it is important to demonstrate sincere empathy in order to properly utilize this technique while earning your prospect’s trust.


Scripts


Video

Industry Guru Neil Lebovits demonstrates how to deploy the Feel Felt Found Close during a client interaction.

Recruiting Trainer Karen Schmidt discusses a classic approach to closing using the Similar Situation/ Feel Felt Found technique. The latter entails sharing your story or someone else’s to demonstrate to others that you understand and empathize, in an effort to move the process forward.

At the core, the Similar Situation/ Feel Felt Found Close is a testimonial. Industry Coach Neil Lebovits talks about the power of testimonials and how to make them a staple in your toolbox.

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