Page 210 - Schooley Mitchell Marketing Manual
P. 210
SCHOOLEY MITCHELL
MARKETING MANUAL
Sales & Marketing Training Overview
10) Reference Stories
a. Learn the format – cold – Same type company, same job position, same problems or issues,
Schooley Mitchell process, metric result
b. Create a database of stories and reference stories – know them cold c. Add one per month to your database
11) Questions
a. First seek to understand
b. Learn implication questions – build your own database as well c. Seek to understand
i. The business
ii. The job of your prospect iii. The person
d. Then seek to be understood
12) Briefing Checklist – Use it! 13) Service Agreement
a. Know it cold
b. Also know how to summarize it quickly to a prospect c. Know the LOA options as well
