"Brian Ahearn’s ‘Feel, Felt, Found’ Technique for Empathetic Objection Handling

In this episode of Sales Reinvented, Brian Ahearn breaks down how to effectively handle objections, with price being the most common. He explains that salespeople must guide comparisons to demonstrate value, making price less of a hurdle. 

Preparation is key—knowing objections in advance and addressing them early builds trust and credibility. Brian shares his “Feel, Felt, Found” technique to handle objections empathetically, using social proof and cognitive triggers to ease resistance. Finally, he recommends a “speed dating” style of role-playing objections to build confidence and sharpen skills through repetition.

Outline of This Episode

• [0:46] The most common types of objections
• [2:35] The biggest mistake (and how to avoid it)
• [4:10] How Brian responds to objections
• [5:43] The role of empathy in objection-handling 
• [8:54] How to handle objections with confidence
• [11:54] Top 3 objection-handling dos and don’ts
• [13:05] Turning an objection into a successful sale

Resources & People Mentioned

• Brian’s TEDx talk about his wife

Connect with Brian Ahearn

• Connect on LinkedIn
• Follow on X

Connect With Paul Watts

• LinkedIn
• Twitter 

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Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com