Page 4 - Schooley Mitchell Marketing Manual

SCHOOLEY MITCHELL
MARKETING MANUAL
CHEAT SHEETS – LESS THAN TRUCKLOAD .......................................................................................... 192 CHEAT SHEETS – COMPRESSED GASES............................................................................................... 194 CHEAT SHEETS – FACILITY SUPPLIES ................................................................................................... 196 CHEAT SHEETS – FUEL............................................................................................................................. 199 CHEAT SHEETS – UNIFORMS AND LINENS ........................................................................................... 202 OBJECTIONS .............................................................................................................................................. 205
Introduction ............................................................................................................................................... 205 Welcome to our little friend ....................................................................................................................... 206 Acknowledge............................................................................................................................................. 208 Isolate ........................................................................................................................................................ 209 Confirm...................................................................................................................................................... 210 Problem Solve ............................................................................................................................................211 Confirm (for the next step)..........................................................................................................................212 “I’m Not Interested – No Time”...................................................................................................................214 “I’m Not Interested – Not Important” .........................................................................................................215 “I’m Not Interested – Bad Experience” ......................................................................................................216 “50% Is Too Much – We Don’t Get 50%”...................................................................................................217 “50% Is Too Much – 35% for 48 Months”..................................................................................................218 “We’re Not Going To Pay For Three Years For Work You Do Now”...........................................................219 “Too Busy”................................................................................................................................................. 220 “We’re Good” ............................................................................................................................................ 221 “Send Me Some Information” ................................................................................................................... 223 “Send Me Some Information” ................................................................................................................... 224 50% is Too Much, 3 Years is Too Long ..................................................................................................... 225 Contract with Vendor................................................................................................................................. 229 Telecom Brokers ....................................................................................................................................... 230 Experience................................................................................................................................................. 231 Schooley Mitchell is a Franchise ............................................................................................................... 232 Contingency Contracts ............................................................................................................................. 234
IMPLEMENTATION ..................................................................................................................................... 236 Implementation of Your Recommendations.............................................................................................. 236 Presenting the Value Report...................................................................................................................... 238
STEPS & COMMITMENTS ......................................................................................................................... 239 Building Your Franchise ............................................................................................................................ 239 Goal Setting............................................................................................................................................... 242
SMART Goals ....................................................................................................................................... 243 Goal Continuum ........................................................................................................................................ 244 Sales Activity Plan ..................................................................................................................................... 245
SCHOOLEY MITCHELL – SIX STEPS TO GUARANTEED SUCCESS..................................................... 250 BIBLIOGRAPHY ......................................................................................................................................... 260
Manual Revised: April 3 2025 Confidential
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