Page 229 - Schooley Mitchell Marketing Manual

SCHOOLEY MITCHELL
MARKETING MANUAL
Objections
“Send Me Some Information”
“Send Me Some Information”
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 – “Please send me some information”
Acknowledge
“We have lots of great stuff to help explain our services so thanks for asking.”
Isolate
“It sounds like something I said was of interest. What was most interesting to you?” (what in my talk track triggered these past experiences?)
Response - “We might want to look at it down the road?”
“Oh, OK, help me understand why you wouldn’t like to look at it now and start saving some money?” Because – (past history/beliefs/experiences – maybe another objection
“I’m just not sure we need to do it now, so I’ll look at your stuff and get back to you.”
Confirm
“So, you’re saying that you don’t see the value in it right now but maybe later? Is that correct?”
Manual Revised: April 3 2025 Confidential
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