Page 227 - Schooley Mitchell Marketing Manual

SCHOOLEY MITCHELL
MARKETING MANUAL
Objections
“We’re Good”
“We’re Good”
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 all set already” or “We have people doing that already” or “Our vendors are doing a great job for us.”
Acknowledge – “I understand what you are saying.” Isolate
“Can I ask you what they are doing to optimize your expenses against the marketplace each month and recover billing errors?”
“They’re just on top of it so I don’t worry about it.”
“OK, are they able to report to you each month about market options available to you or about changes in each cost industry?”
And
“How are they doing in reducing your costs each month? How would you rate them on a scale of 1 to 10?”
“It’s their job to make sure we have the best options available. I’m assuming they are on top of things, but I guess I would say an 8.” (this is where the past/history/beliefs come out)
“Do you know why they aren’t at 10?”
“I’m not familiar enough with their day-to-day to make that judgment.”
Confirm
“So what you’re saying is that you feel they’re doing a good job but it’s difficult to really know that for sure?”
Manual Revised: April 3 2025 Confidential
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