Page 224 - Schooley Mitchell Marketing Manual
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SCHOOLEY MITCHELL
MARKETING MANUAL
Objections
“50% Is Too Much – 35% for 48 Months”
“50% Is Too Much – 35% for 48 Months”
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 hear you” or “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 – “We simply have a policy that we will not pay 50%.” Or “The CEO simply says we’re not paying 50% of our savings.”
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, let me think about some options (pause and think). Would you feel more comfortable if we just charged you 35%?
Response – “That seems more reasonable at about a third.”
“OK, I’ll tell you what, I think I can get our analysts to do it for 35% if we can say an extra 12 months – say 48 months of sharing 65-35%. OK? By the way, do you have software that identifies errors on past invoices?”
Confirm (for the next step) – “Can we go through how I get access to your bills, or should I talk to someone else about that?”
  Manual Revised: April 3 2025 Confidential
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