28. How did Abraham Lincoln win nearly every case?
Abraham Lincoln had a reputation as a lawyer for hardly ever losing a case. His strategy was to unknowingly use the feel/felt/found formula to perfection, however, he probably never heard of it.
Lincoln would never argue or attack an opponent. In fact, Lincoln, at first, would argue his opponent’s case telling all the reasons why his opponent was right. He’d appear to agree to all the things his opponent said.
As his opponent was stating his case before the jury Lincoln would write down everything that was said. Then he would begin changing the minds of the jurors by saying, “We all feel these things are true, and my opponent has skillfully presented them in a way that anyone hearing them would have felt the same, however, there are a few other things that influence this case and when I present them you will find that the way to vote will be obvious.”
Then he’d begin slowly with his own arguments. He was a master at diplomacy, at getting people to change their minds and feel good doing it.
Lincoln probably invented the “feel/felt/found formula even though he never heard of it. The feel/felt/found formula can become one of your most valuable tools. Try this response when you get a negative reaction to the price you are presenting or the program you are trying to push through.
“I can certainly understand why you feel the price seems a little high”.
“I don’t blame you for wanting to get the best value for your money and at the same time keeping your cost down to a minimum.”
“Every person I talk to has felt the same as you do when they first looked at the program”.
However, after they found out that the small difference in price for the higher quality product was actually the best investment they ever made they saw it from a completely different view.”
Practice this a few times and people will never know why they are all of sudden agreeing with you.
I understand how you FEEL...
Everyone I talked to today FELT the same...
Until they FOUND out that the market has gone up!
Comments:
There must be an army of aggressive, obnoxious con artists who have canvassed my territory and prepped my customers for me to walk into a buzz saw. That’s how we probably all feel sometimes because some customers respond immediately like we have the plague or something. Don’t want to talk to you, don’t want you in my office and don’t want to ever see you again!
It is very satisfying to disarm them, put them at ease and start the long trust building process. Everyone is different so it takes a lot of work to develop this skill. And some customers are impossible to get through to.
Crocker Smith
I can see where this tactic could be beneficial in some situations but not every. It all depends on the client you are pitching too. Also, the product or service that you’re selling is a factor. Once you get to the point where you say, “know why you feel this way”, you have already gotten them worked up or mad or put on the defensive side. Then if you come back with, “everybody else felt the same way,” well they are going to wonder why the heck you still trying to sell something that gets everybody all worked up. Maybe you should see a pattern of previous clients getting defensive about what you are selling and try something new. Basically, I am saying make it sound irresistible and pitch it right the first time, close the deal and move on to the next potential client!
David Bradley
Nothing takes the wind out of someone’s sails faster than when you use this strategy! When you start with an agreement it befuddles them. I remember once during a debate in college when I used this approach- my opponent spattered and sputtered “you can’t agree!!!” I continued on using facts that turned that agreement around. I won. Our minds are always racing- the buyer is already coming up with the next answer to what they THINK your objection to their objection is going to be. (You know when they get that smug look on their face.) Sometimes you have to short circuit the opponent’s brain to get them to stop and listen to you. This is one approach that definitely works.
Remember the three F’s that make an A,
Teresa Cloninger
The great thing about this tactic is that gives you extra time to change people’s mind when necessary. Sometimes, something will come up in a negotiation that you were not expecting. You have not heard anything like this before. It shocks you. You do not know what to say; but if you have Feel, Felt, Found in the back of your mind, you can say, I understand exactly how you feel about that. Many other people have felt exactly the same way. However, by the time you get there you will have recovered your composure and will know exactly what to say.
Yessie Narvaez
This is a grand strategy. It also explains a lot about this dynamic individual. Having the ability to turn the tables on your client without them realizing it would be a great skill to develop and the neatest part about the plan is that you are not being dishonest with them in any way, you are simply starting from the side they are most likely already on and allowing them to convert to your beliefs on their own terms. This is a lesson I would like to learn and implement.
Kathie Luttrell
"Abraham Lincoln would never argue or attack an opponent. In fact, Lincoln, at first, would argue his opponent’s case telling all the reasons why his opponent was right. He’d appear to agree to all the things his opponent said."