Page 174 - Schooley Mitchell Marketing Manual
P. 174
SCHOOLEY MITCHELL
MARKETING MANUAL
The Briefing
Reference Stories Three Levels of Need
LEVEL THREE
VISION OF A SOLUTION
LEVEL TWO PAIN
LEVEL ONE
LATENT
A prospect must have this or the issue will be put to the back of the mind; the forefront can facilitate only so many things.
• Critical Business Issues – Back of mind • Bring to forefront – Bring to pain
• Advertising
• Reference
Bring to “Hurt”
– so you can
Reference Stories
1. Similar Company
2. Similar Person
3. Similar Stress/Problem
4. SM to the Rescue – Our Processes 5. Metric Result
Manual Revised: April 3 2025 Confidential
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