Page 223 - Schooley Mitchell Marketing Manual

SCHOOLEY MITCHELL
MARKETING MANUAL
Objections
“50% Is Too Much – We Don’t Get 50%”
“50% Is Too Much – We Don’t Get 50%”
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. We don’t charge any upfront fees for our analysis. We simply share equally in the savings for a period of time.”
Response – “We’re not going to give you 50% of our savings.”
Acknowledge – “I understand what you’re saying.”
Isolate – “What concerns you about the 50%?” (What in my talk track triggered these past experiences?) Response – “That’s just more than I’m willing to pay.”
“Why do you feel that it’s too much?”
“Because...” – here is the real issue – from history, past facts, beliefs.
Response – “It just seems outlandish to pay half of any cost reductions.”
Confirm – “OK, if I understand correctly, you wouldn’t mind being able to save money, but you just don’t want to share 50-50 in the result?”
“Yes, I suppose so.”
Problem Solve - “OK, I guess I should have been more clear in my explanation. We actually don’t get 50% of your savings. If we look at it in a 5-year window we would actually only get 30%. We share for 36 months to cover our costs and after that all the savings are yours. The reality is that your vendors are actually paying us from money you are giving them now. 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) – “Can I show you how our service works and how the money flows into your bank account, or is tomorrow at 10 better for you.”
Manual Revised: April 3 2025 Confidential
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