Page 39 - Schooley Mitchell Marketing Manual

SCHOOLEY MITCHELL
MARKETING MANUAL
Distinctive Value
Stress and Knowledge
Stress and Knowledge
1. Identify Stress/Dissatisfaction
• Better Questioning Techniques; the real stress of the business and the individual you're speaking to (see Questioning Techniques section)
• Not necessarily related to our core services but in general
2. Remove Stress
• Better Presentations – Best Solutions
• Can we cause knowledge to be delivered that addresses the REAL stress of the business AND the person
3. Examine Events
• Examine current events to determine who may be stressed by a particular event
• Can we provide something of knowledge/value to address that stress thereby building a trusting relationship?
4. Ask The Question!
• When you’re not working 12 hours a day, what do you do for fun? o How long have you been doing that?
o Really? What kind of _____?
Manual Revised: April 3 2025 Confidential
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