Page 237 - Schooley Mitchell Marketing Manual
P. 237
SCHOOLEY MITCHELL
MARKETING MANUAL
Objections
Experience
Experience
“What telecom experience do you have?”
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..."
Good question. I have a great deal of experience in various professional business scenarios. That's what at- tracted me to Schooley Mitchell. All of our people have a tremendous amount of experience – and I can bring all of it to bear for you. My particular experience, plus the experience and expertise in every telecom disci- pline that you need is at my fingertips through Schooley Mitchell. My particular skill is to identify your specific needs and then to use our expertise to deliver the best solutions possible for you.
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 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) I have a great deal of personal business experience
2) We have many diverse backgrounds at SM, which allows us to deliver maximum value to our clients
3) Access to thousands of years of experience and over 200 telecom specialists
4) I'm very good at identifying your needs and bringing the right resources to address your needs – because your needs are different than other people's needs
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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