Page 235 - Schooley Mitchell Marketing Manual

SCHOOLEY MITCHELL
MARKETING MANUAL
Objections
Contract with Vendor
Contract with Vendor
I just signed a three-year contract with AT&T, you won’t be able to help me. As with all objections:
Objections are actually an opportunity for us – we can present more facts and strengths about our program
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...
e) I know how you feel, we have a lot of clients that felt the same way, what we found...
(this is the feel, felt, found positioning)
f) You never follow up a), b), c) or d) with "but...‟
We have many other clients in that same situation. I’d still like to review that contract so I can understand what you’re committed to and what you’re not. Sometimes you can still negotiate options with the supplier as long as you don’t change suppliers. Sometimes, if your business is valuable, other suppliers may buy-out the contract. In some cases, the contract isn’t as binding as you think and there is room for movement. Even though there is a contract in place, there may still be some billing errors. If I can examine the contract and bills to find out this information, and there is no room for movement, I’d still like to be able to be “in second place‟ so to speak, so that you know that I'm there to help if you need help or if circumstances change.
There may be some things that we can help you with in other areas of your telecom as well.
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) Understand what you’re committed to...
2) Can still negotiate options sometimes if no supplier change 3) Other suppliers may buy out
4) Sometimes not as binding as you think
5) May be room for movement
6) May still be billing errors
7) Other areas of telecom not under contract
8) Second Place Strategy
a. Pulse
b. Send them something to address personal stress
c. Send them something (knowledge-based) to address business stress
d.Help them as if you were their actual supplier of consulting services – not with our
chargeable services but with anything else you can
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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