what is a holding objection in planning
Simply fill in the form below and someone on our team will get back to you within two business days. Prospects don't often give you a chance to explain the value that you can provide. Objections are an inevitable part of sales. Sometimes, your customers just want to know that they are being heard. Once you've given them a positive experience, they'll naturally form a high opinion of you. The first, and by far the most important, step is to clarify the objection. The lesson is that it can be possible to get planning permission for what seems like a very difficult site. WebIn fact, planning lawyers spend huge amounts of time and money deciding what should be a material consideration and whether they should affect the planning decision, so give it a shot, you never know. While your prospect discloses their objections, listen to understand, not respond. We didnt need to provide any additional information it was all there at the councils fingertips. 7. When there are a lot of objections, many of them will turn out to be duplicate comments, which counterintuitively do not carry much weight. Check with Marketing to see if there's any collateral you can leverage on your prospect's behalf. Restate your impression of their situation, then align with your prospect's take and move forward from there. will be enough for your prospect to start talking. When confronted with an objection, the first requirement is to listen to it. WebMaking an objection at the time the evidence is admitted and including the reason why you are objecting can be important if you later decide to appeal the case. HTn0E Inventory is the accounting of items, component parts and raw materials that a company either uses in production or sells. Hampstead, Understanding the circumstances that are shaping a prospect's objections is central to addressing them effectively. In this post, you'll learn everything you need to know about objection handling, including ways to rebut common objections. Walk London SE8 3FB, Green Can I hand you off to my colleague [name] to continue the conversation? That said, at a certain point, no means no. They say they are going to lose a view, e.g. Islington, Likewise, multiple objections from one address will not add weight to the cause of those objections unless - as is unlikely - each one is bringing up a different, new and valid point. This objection could be overcome by jogging their memory, or you might consider your sales cycle and whether it's feasible to nurture them through it. The others concerned issues like noise generated during construction or individual design preference. Unfortunately, they have learned through experience that these knee-jerk objections are the best defenses against people who unintentionally waste their time. This point is a natural extension of the one above extensive background information informs effective, actionable situational awareness. Every no is a step toward learning more about your prospect and helping them solve problems with the product or service you're offering. To make your objections to a planning application heard, you must submit what is known as a letter of representation (see our respond pages for tips on writing an effective letter of representation). The final step is to respond. An objective of finance, or financial objective, is a goal that businesses set for success and growth. Eventually, understanding the material planning considerations that were most relevant to our application site allowed us to emerge from the process successfully. You probably already know this. To unsubscribe from Gong's communications, see Gong's Privacy Policy. Planning rules protect whats called your outlook - essentially your right not to have a big bare wall shoved a few metres in front of your bedroom window. What issues do the prospect's industry peers consistently run into? Who on your team handles these types of decisions? Objection handling is the way that a sales professional deals with a refusal or rejection. Empathy is central to every successful sales effort. The idea is that all parties have 21 days to comment on the proposal, either in support of or against it. "Tell me more about that. If you're in a competitive niche, objections may center on other vendors. The relaxation of planning laws has not been approved. "Thank you for your time and for speaking with me regarding this product. Beware the moment you start focusing on price as a selling point, you reduce yourself to a transactional middleman. But don't let them off that easily it's a vague brush-off uttered in the hopes you'll fade away and disappear. Effective sales professionals recognise that a refusal or rejection is more than just a barrier to sales. If you stay on top of their problems and circumstances and approach them with patience and empathy you can set yourself up to anticipate the objections they might raise and address them effectively. If they can offer concrete answers, don't sweat it. Next, combat their reluctance to change by digging into the costs or pains of their current situation. That often starts by asking them relevant, tactful questions and giving them the space to discuss them thoroughly. view the success stories of our clients. But not all conversations are inbound conversations, and they may have genuinely never heard of you. Objection handling is when a prospect presents a concern about the product/service a salesperson is selling, and the salesperson responds in a way that alleviates those concerns and allows the deal to move forward. 2023 All Rights Reserved. "Have you ever purchased this type of product or service before?" If it's the former, lay out your deepest discount and emphasize the features that make your product superior. What your prospect is trying to convey with this objection is that they're not the best person to have this conversation with. If you know all that and more, you'll put yourself in a solid position to tactfully handle objections. Copy-and-pasting a stock response is likely to have a limited influence on a case officers decision. endstream endobj startxref The upside? With this response, you are acknowledging that their concern is valid, and are offering a solution to mitigate their fears. Such details may reveal what is proposed for a site, at what stage a proposal is, and the details of the developer. WebIts important to understand that planning decisions can be made by one of two groups of people: the planning department and the planning committee. I need to use this budget somewhere else. The act of securing a Prior Approval consent is effectively a discharge of a pre-commencement condition. Prospects who raise objections generally point to the fact that they simply can't buy right now. For example, your customer may have stated a price objection, but the real reason they dont want to work with you is that they like the competitions salesperson and enjoy the attention from them. Our comments are therefore pending receipt of this Nothing is more dangerous to a deal than letting sales objections go unaddressed until the final stages. Thats because effective planning proposals are ones that address material considerations from the very start of the design process. It is vital that I'd love to learn more and see how we may compare.". They therefore recommended the application for approval. A prospect with a genuine need and interest who balks at time-based contract terms is generally hesitant for cash flow reasons. Allow me to explain how [product] is different.". Just because a prospect is working with a competitor doesn't mean they're happy with them. Either help your prospect secure a budget from executives to buy now or arrange a follow-up call for when they expect funding to return. If your prospect asks for more time to think things over, give them the time and space to weigh their options. Price objections are the most common type of objection and are even voiced by prospects who have every intention of buying. To discuss trialling these LexisNexis services please email customer service via our online form. We specialise in crafting creative design and planning strategies to unlock the hidden potential of developments, secure planning permission and deliver imaginative projects on tricky sites, Urbanist Architecture2 Little Thames And believe it or not, this is a pretty common occurrence that surprisingly has benefits. WebObjections, comments or representations can be made by any individual or organisation. 2) Raising Y amount of funds with the help of event sponsorship. Can we schedule a time for a follow-up call? Not only does getting into the weeds waste time, but you also run the risk of devolving into a features and benefits conversation when you don't need to. The following Planning practice note provides comprehensive and up to date legal information covering: Before a planning application is submitted, an objector can find out more about a development proposal by: checking the online planning register of the relevant local planning authority (LPA). A prospect who's already working with a competitor can be a gift. As London architects, we may call London home, but our work takes place all over the UK. Essentially, you would rather have it judged by a knowledgeable professional than subject to the more political atmosphere of the planning committee. If there is a parish or community council, they will also be informed, along with relevant specialists at either your council itself or the county council, like the tree officer, the ecologist or the highways authority. 22 Responses to the Sales Objection "It's Not a Good Time There's no default, magic objection handling formula that fits any and all concerns a prospect might bring up. This demonstrates to your customer that you are interested in their concern and care about what they have to say. In addition to timing, the clarity of a public consultation response is also important. and in other locations throughout London and the UK, and further abroad on occasion. During a prospecting call, it's far too early for a prospect to be able to definitively say they are or aren't interested in your product. When a prospect tells you theyre not hiring, this is still an opportunity to learn more about the business and the hiring challenges theyre facing. Is this realistic for you? It's at this point that you double down on the value you provide with your elevator pitch. Ask your prospect the name of the right person to speak to, and then redirect your call to them. And it's obviously not necessary to become best friends with someone to sell to them. But if you and your prospect really just don't get along, consider handing them off to a colleague lest your company lose the deal for good. Of course, your prospect could have simply chosen an overly negative turn of phrase. A variation of the "no money" objection, what your prospect's telling you here is that they're having cash flow issues. If it's the latter, you might have to disqualify that lead.