Page 264 - Schooley Mitchell Marketing Manual

SCHOOLEY MITCHELL
MARKETING MANUAL
Sales & Marketing Training Overview
14) Conversations
a. Debrief after every discussion – be critical of yourself – to improve
i. Networking event
ii. Briefing
iii. Value Report presentation iv. Business lunch
v. Referral request
b. Look for improvements i. Body language
ii. Facial expressions
iii. Responses
iv. Handling of objections
v. Explanations - scripts
vi. Questioning process
vii. Use of the briefing checklist viii. Information gathering
c. Objections
i. Build a database of responses
ii. Debrief your conversations every time
iii. Know them cold – record them and listen in your car
1. 50% is too much
2. 3 years is too long
3. We can do it ourselves
4. We have a contract
5. Our vendors do a great job for us 6. Others
15) Implementation
a. No hit and run sales
b. Promote your clients beforehand – SMARRT – Relationship Builder c. Never present Value Report in less than three weeks
d. Always present in person
e. Always present Value Report with PRIDE – even if no savings
f. Always present three alternatives
Manual Revised: April 3 2025 Confidential
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