Page 236 - Schooley Mitchell Marketing Manual

SCHOOLEY MITCHELL
MARKETING MANUAL
Objections
Telecom Brokers
Telecom Brokers
“We have a Telecom Broker – One-Stop-Telecom-Shop. I don't know how you can help us.”
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 abjection 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...‟
“Actually, I'm glad you mentioned that because we are often compared to Telecom Brokers that offer various products and services from various suppliers. They often do a good job for their clientele, and they make their profit from com- missions from the supplier of the products or services. We do similar comparisons, except we look at the entire market place rather than just a specific set of suppliers. In addition, we don't get paid via commissions from the supplier, which means that we have no reason to favor the one that's paying the most commissions over the other. Only the best pack- age for you is what we recommend.
The most significant difference is that we are vigilant in optimizing you on a continuous basis. A Broker is not rewarded for continuing to drive your prices and costs down as market opportunities become available because that simply cuts into their own margins and profits. Once they make a sale to you it doesn't pay them to keep decreasing your costs. However, we are constantly in your corner looking for better pricing, and better options that fit your business, and the way that you communicate.
As we find better alternatives for you we are rewarded, which aligns our motives with yours. That's why our clients are so happy with our services, because our goals are always consistent with yours.”
As with all objections, you must be prepared for them, and therefore you must practice (rehearse) the points that you wish to bring into the conversations. In this case, memorize the three main points:
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) They get paid commissions and we don't
2) We look at all suppliers, not just those paying us commissions (the ones they represent) 3) We continue to optimize you, while that's contradictory to the Broker's interests
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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