Page 231 - Schooley Mitchell Marketing Manual
P. 231
SCHOOLEY MITCHELL
MARKETING MANUAL
Objections
50% is Too Much, 3 Years is Too Long
“Fifty percent for three years is too much. I'll do a one year deal or 35%.” As with all objections:
1) Objections are actually an opportunity for us – we can present more facts and strengths about our program 2) You always start off by addressing the objection with:
a) I'm glad you brought that up...
b) That's a good point...
c) I understand what you mean...
d) We have a lot of clients with the very same concern... f) You never follow up a), b), c) or d) with "but...‟
The first thing to realize when someone puts this objection forward is that they are negotiating with you. Therefore you should try to understand their motivation. You do this by asking why they feel that 3 years/50% is a problem – AND THEN SHUT UP! Do not speak next until they have spoken to reveal their thoughts on why it's a problem. They may reveal that it's the term that concerns them, or the percentage, or both, or they just want to see if you'll negotiate. At least you will understand their concerns and you won't give away things you don't have to give away. In addition you can address the objection from a proper perspective.
My responses in relation to this objection generally follow this pattern:
“Actually I'm glad you raised that issue because I can explain a little more clearly why our program is set up this way.”
First of all, I would think that you'd want to write me the largest cheque (check) possible because that means I've done the best job and the most work to bring you the most savings possible.
The reality is that we've invested millions of dollars in developing our system and we have to recover those investments. Those values are delivered directly to you. In addition, we've spent over a decade developing our software tools, executing our research, educating our specialists and developing our system, again to maximize your benefits of saved time, saved money and security through correct decisions.
One of the most beneficial parts of our service for you is that we will be vigilant in continually optimizing your position. This will not be a one-time “shoot and run” analysis. We continue to consult and review your system every month so you don't waste your resources – time or money.
Manual Revised: April 3 2025 Confidential
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