Page 225 - Schooley Mitchell Marketing Manual

SCHOOLEY MITCHELL
MARKETING MANUAL
Objections
“We’re Not Going To Pay For Three Years For Work You Do Now”
“We’re Not Going To Pay For Three Years For Work You Do Now”
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 keep paying you for three years for analysis you do now.” Acknowledge – “I hear you” or “I understand what you’re saying.”
Isolate – “What is it that bothers you about the process?” (What in my talk track triggered these past experiences?)
Response – “Just that we keep paying for work done now. It seems like an endless pit.” “Have you used contingency consultants in the past?”
“Yes”
“What happened that you didn’t like?”
“Because...” – here is the real issue – from history, past facts, beliefs.
“They provided us with a report to make adjustments and then just kept billing us and billing us.”
Confirm – “So your concern is that we will do a one-time review and then you need to pay into the future, right?”
“Yes, I just don’t see the value.”
Problem Solve - “OK, I think you’ll find our process and value is completely different. We analyze your bills every month for the entire 36 months. We manage your vendors for that entire time and monitor the market on your behalf so we can ensure you always have the best available prices – not just once. We’ve got your back for the entire time so there will be no price creep or errors that end up in your bills. Let me give you an example (story time). I’m confident you will find our ongoing service so valuable that you will want to renew with us at the end of the agreement.”
Confirm (for the next step) – “Can we review the Service Agreement so I can show you what I mean, or should we talk again tomorrow?”
Manual Revised: April 3 2025 Confidential
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