Page 220 - Schooley Mitchell Marketing Manual

SCHOOLEY MITCHELL
MARKETING MANUAL
Objections
“I’m Not Interested – No Time”
“I’m Not Interested – No Time”
Talk Track “We work with several companies in the area to increase their profits by helping them decrease their expenses below the gross margin line.”
Response – “I’m not interested”
Acknowledge – “I hear you” or “I understand what you’re saying.”
Isolate – “What is it you’re not interested in?” (What in my talk track triggered these past experiences?)
Response – “I just don’t have time for this”
“Can I ask you how much time do you think it will take?”
Response – here is the real issue – from history, past facts, beliefs – “I’m always under the gun, and just don’t have time to deal with stuff outside my daily priorities.”
Confirm – “So, what you are saying is, you don’t have time for costs that aren’t on your radar every day.” Response – “Yeah, I guess so.”
Problem Solve - “Well, I think we can address that for you. Other than just explaining what we do, we don’t need more than 30 minutes of your time and I can do that before you start work – I’ll even bring breakfast. We wouldn’t waste any of your business time and I am willing to risk my time to see if we can find some additional profit for you. Let me give you an example (story time). All we need is approval to get your invoices online. By the way, do you have software that identifies errors on past invoices?”
Response – no, I don’t think so.
Confirm (for the next step) – “What time do you start work tomorrow? How about if I drop by with an Egg McMuffin & coffee 30 minutes before that or is Friday better for you?”
Manual Revised: April 3 2025 Confidential
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