Page 221 - Schooley Mitchell Marketing Manual

SCHOOLEY MITCHELL
MARKETING MANUAL
Objections
“I’m Not Interested – Not Important”
“I’m Not Interested – Not Important”
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’m not interested in looking at individual indirect expenses.”
“Can I ask you why you don’t want to examine those expenses?”
Response – here is the real issue – from history, past facts, beliefs – “Because I need to concentrate on my cost of labor and direct costs.”
Confirm – “So, what you are saying is your focus is on more important expenses as well as revenues.”
Problem Solve - “I get it. Your bottom line is affected most by your big-ticket items. On the other hand, there is no sense in paying FedEx or AT&T more than you have to pay. Let me give you an example (story time). Death by a thousand cuts from these secondary vendors decreases your bottom line almost as much as your direct margins. By the way, do you have software that identifies errors on past invoices?”
Confirm (for the next step) – “We can help reduce these expenses with no risk to you. Are you available to discuss the possibilities now or is tomorrow at 10 better for you.”
Manual Revised: April 3 2025 Confidential
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