Page 222 - Schooley Mitchell Marketing Manual
P. 222

SCHOOLEY MITCHELL
MARKETING MANUAL
Objections
“I’m Not Interested – Bad Experience”
“I’m Not Interested – Bad Experience”
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 just not interested in doing this.”
“Can I ask you why you’re not interested?”
“Because...” – here is the real issue – from history, past facts, beliefs.
Response – “We’ve had people look at expenses before and it got us nowhere.”
“Can I ask what happened?”
“We would have to change vendors for a 5% reduction, and it just wasn’t worth it.”
“Who was it that made that recommendation?”
“It was a Verizon Consultant.”
Confirm – “So, what you are saying is it was a waste of time based on previous reviews by a vendor who suggested their own services for marginal savings?”
“Yes, I suppose so.”
Problem Solve - “Well, I think we can address that for you. First of all, we aren’t a vendor. Verizon can be a good vendor, but that is what they are – a vendor. They can only suggest what they sell. We are completely independent and have nothing to sell. We simply examine the whole market on your behalf with our special tools and knowledge, including a database of more than 32,000 deals we’ve put together for clients, and determine optimum solutions for you. Rarely does that require a change of vendors. In fact, 80% of our solutions do not require a vendor change. Let me give you an example (story time). By the way, do you have software that identifies errors on past invoices?”
Confirm (for the next step) – “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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