Page 226 - Schooley Mitchell Marketing Manual

SCHOOLEY MITCHELL
MARKETING MANUAL
Objections
“Too Busy”
“Too Busy”
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 – “I’m too busy”
Acknowledge – “I hear you. Time is the commodity of the day isn’t it?”
Isolate – “How does your calendar look in the next month or so?” (What in my talk track triggered these past experiences?)
Response – “Well I’m still going to be busy. Try me in a year.”
“Why so long. Why do you think you need to wait until next year?
Get ready to listen – this should coax out the real reason(s)
Response - “I have three significant projects in process right now and I’m already working overtime.”
Confirm
So, what you’re saying is there aren’t enough hours in the day for your work projects? “Yes, exactly.”
Problem Solve
It’s interesting you say that. We had another client that just couldn’t keep up. We were able to save them enough money that they were able to hire a half-time helper and they relieved a lot of stress. Let me give you an example (story time). They actually cleared one of their major projects ahead of time.
Confirm (for the next step)
Why don’t we meet for breakfast, on me, tomorrow before you start at 6:30 so it doesn’t interfere with your day, or is Wednesday better for you?
Manual Revised: April 3 2025 Confidential
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