Page 233 - Schooley Mitchell Marketing Manual

SCHOOLEY MITCHELL
MARKETING MANUAL
Objections
50% is Too Much, 3 Years is Too Long
Hopefully this helps with positioning so you can get most of your Service Agreements at three years/50%. Certainly, it should help get the best terms possible if you get comfortable delivering this information to your prospective clients.
In order to be ready for this objection, you must learn these points – you must practice them – over and over until they become second nature.
1) Makes sense you would want to motivate me to find maximum savings for you 2) We keep delivering value to you for three years – regular reviews
3) Vigilant Optimization – Not a one-time analysis – Stay on top of market – for you 4) Pain – others let money slip out the window
5) You focus on your core business
6) Investment in software
7) Investment in R&D
8) Investment in education of specialists
9) We really only get 30% over five years
10) Risk is all mine – profit is fair for the work and risk – I don't apologize for that 11) 35% over 48 months is an acceptable alternative
The Key – Learn these points – it will take you an hour – and then you'll be ready
Manual Revised: April 3 2025 Confidential
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