A strong planning application will address each of the material planning considerations that apply to a site through a carefully researched development proposal. It also stands to reason that sales objections would be the converse of BANT: Objections based on price are the ones you'll come across most frequently. **Trials are provided to all LexisNexis content, excluding Practice Compliance, Practice Management and Risk and Compliance, subscription packages are tailored to your specific needs. What issues do the prospect's industry peers consistently run into? In sum, knowledge of the material planning considerations relevant to a tricky site again helped us secure approval for our client, even after a number of valid objections brought the case to committee. "I understand why you may think that. I've heard complaints about you from [company]. When you've learned more, you can decide whether it makes economic sense for this prospect to work with you and if there's an opportunity to become one of their buying group's vendors. The more information they give, the more you have to work with to potentially turn the sale around. Urbanist Architecture Ltd. These matter in every instance, not only in cases that garner a significant amount of local pushback. At the heart of all of this are those material planning considerations. The planning committee is made up of elected councillors who might or might not have experience in planning, architecture or property development. What was clear was that mimicking the sizeable local houses at a reduced scale was neither respectful to them nor a sensible response to the constraints of the plot. I'd love to connect you to a customer success technician or product engineer to help you better understand how we can help you.". The final step is to respond. Currently, theres a garage and a couple of sheds at the bottom of a big garden. Can we schedule a time for a follow-up call? If you are in B2B sales, you can also share relevant information about your prospects competitors and any success theyve seen from overcoming a similar objection. See: Freedom of informationoverview and Environmental information regulationoverview, Additionally, section 100A of the Local Government Act 1972 (LGA 1972) requires meetings of principal local authorities to be open to the public, unless that would involve the disclosure of exempt information. Objection handling is the way that a sales professional deals with a refusal or rejection. Editor's note: This post was originally published in September 2015 and has been updated for comprehensiveness. Principle 3: Own the Frame. Can you tell me how you're currently solving for X?". Its even possible that they have read none of the documents, and are just going by a description of the proposal from a neighbour, newspaper or local pressure group. If you dont take the time to explore the customer's objection, you won't find out that they are using "price" as a smokescreen and wont be able to respond appropriately. But more likely, your prospect is having some sort of challenge (after all, who isn't?). WebThe main purpose of a planning objection is, quite simply, to stop the approval of an application, appeal or emerging Local Plan etc. %%EOF
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. "I understand. "What features are confusing to you? How many minutes a day do you spend on [task]?". The key elements are an applicant who is committed; a local planning authority that is willing to engage imaginatively and constructively to work towards the good-quality housing the borough needs; and, not least, an inspired design team backed up with planning smarts. Allow me to explain our other offerings that may be a better fit for your current growth levels and budget.". Prospects are often put off by the effort required to switch products, even if the ROI is substantial. In fact, 60% of customers say no four times before they say yes. Your product doesn't have X feature, and we need it. I'd love to learn more and see how we may compare.". 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). I'd love to schedule a follow-up call for when your calendar clears up.". Rule of thumb: if the prospect says an objection twice, it's real. How integral are those tools to your [strategy]? Once you know what to expect, you can devote extra time to practicing and refining your responses. WebIts important to understand that planning decisions can be made by one of two groups of people: the planning department and the planning committee. If your prospect literally can't wrap their head around your product, that's a bad sign. Its important to understand that planning decisions can be made by one of two groups of people: the planning department and the planning committee. Remember, our customer service team will be available 'round-the-clock to help with implementation.". Entertaining and motivating original stories to help move your visions forward. Is it fair for me to assume that's the case?". What is objection handling? Do some light qualification to determine if they're facing any problems you can solve, then move forward or disqualify based on their answers. Its an example of success that embodies our philosophy at Urbanist Architecture, where planning research directly informs and strengthens every design proposal that we create. Any time you object, the judge might disagree and allow the evidence into the record. If you simply made an incorrect assumption about your prospect's company or industry, don't be afraid to own up to it. WebIf your neighbours, the local council or any other private or public developer are applying for planning permission to carry out building work in your area, you have the right to comment on their plans or write a planning objection letter. #%A-Kf59QP4(C%&-K('%%DW`VE (0pE5 JM#\ PyAE$R cM@:!$H"e[_!~GB^H/rPtY.\,o^z2)qPsw-i:8?.hU:w'EEwp0t8.gd ``,hkp/M8?P;GIAhz,o]rN|Yp-m\f./'VJK7{zt8l;RI?gWU0<=0i7nDC]oq[
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vhp_ I'd love to help you get your team onboard.". If you find a fit, leverage it to demonstrate value. The act of securing a Prior Approval consent is effectively a discharge of a pre-commencement condition. "I understand. This. Thankfully, the planning system has clear guidelines on what is a material consideration, or an issue that matters, in planning terms, during an applications determination. exercise. HubSpot uses the information you provide to us to contact you about our relevant content, products, and services. Sometimes, your customers just want to know that they are being heard. 0
Play the differences up and emphasize overall worth, not cost. People also questioned what impact the scheme might have on neighbouring amenity and privacy, and in addition, the safety of the proposal from a highways perspective - given its access along a curved street and potential impact on traffic generation. The next step is to acknowledge your customers concern. Hoffman says 90% of the time this reply will satisfy the buyer and they'll move on. A daily dose of irreverent and informative takes on business & tech news, Turn marketing strategies into step-by-step processes designed for success, Spotlighting bold Black women entrepreneurs who have scaled from side hustles to profitable businesses, For B2B reps and sales teams who want to turn complete strangers into paying customers, Get productivity tips and business hacks to design your dream career, Free ebooks, tools, and templates to help you grow, Learn the latest business trends from leading experts with HubSpot Academy, All of HubSpot's marketing, sales CRM, customer service, CMS, and operations software on one platform. The relaxation of planning laws has not been approved. 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. This is a great opportunity to segue into some qualification questions. Pop up for FREE OBJECTION HANDLING GUIDE + TEMPLATES, FREE OBJECTION HANDLING GUIDE + TEMPLATES, An Effective Method for Objection Handling LAER: The Bonding Process, Objection Handling Templates and Best Practices. Next, combat their reluctance to change by digging into the costs or pains of their current situation. How much progress has been made?". You'll seem confident and collected, whereas your competitor will seem desperate and insecure. "Thanks for sharing that feedback with me. In an inbound sales conversation, the prospect will have likely interacted with your content or will already be familiar with your organization in some way. When do you think that may be?". In this article, were going to explain what to do if you are on the wrong side of multiple planning objections. "I'm sorry you feel that way. Timing and urgency are also common challenges. WebThe perceived loss of property value Private disputes between neighbours The loss of a view The impact of construction work or competition between firms Restrictive The following Planning practice note provides comprehensive and up to date legal information covering: Objecting to a planning application/permission. "Hi [Name], thanks for letting me know you're not the right person to discuss this with. Perhaps [product] presents a solution we have yet to discuss.". Another request for information packaged as an objection. Walk London SE8 3FB, Green Ultimately, the most effective strategy for handling sales objections is to predict them. Inventory is the accounting of items, component parts and raw materials that a company either uses in production or sells. Almost all of the 23 victims of the "What are your goals? Restate your impression of their situation, then align with your prospect's take and move forward from there. If your product is particularly complicated or specialized, it may be time to disqualify your prospect lest they churn two months from now. People don't like to say "No" and that includes your prospects. You can unsubscribe from communications from HubSpot at any time. To be lawful, the development must still comply with the relevant terms and conditions of the GPDO. Can you tell me a little more about X?". We were ultimately granted planning permission after formulating a response to the 61 objections that we received on a development proposal. Alternatively, bring in a technician or product engineer to answer questions out of your depth. Below, we list examples of valid planning objections taken from various sources: The proposed development will: Virtually every prospect you speak to has sales objections or reasons they're hesitant to buy your product if they didn't have reservations about your solution's price, value, relevance to their situation, or their purchasing ability, they would have already bought it. Perhaps he'll be a better fit.". This was on what could be seen as a backlands site, but, crucially, one that fronts onto a street. I'm locked into a contract with a competitor. Again, being a bad neighbour does not make you ineligible to put in a planning application, They raise the possible effect on property values. The good news is this generally means the prospect is interested. This gives you an opportunity to establish credibility and trust with your prospect. Think of an objection as, "I see the value in your product, but I'm not sure about buying it for X reason," while a brush-off translates to, "I don't want to talk to you.". Each of those concerns were fair, which is why they were heard by the committee. This may reveal discussions and correspondence which could be useful in preparing an objection. Instead, objections should be viewed as opportunities to help your customer and grow your relationship with them. Registered Office: 2 Little Thames Walk London SE8 3FB Most online planning registers can be searched using a property address, and many LPAs keep details of pre-application discussions with developers on their planning register. Try reaching out to a different person at the company using a different approach. An acknowledgment can be something as simple as a head nod or a restatement of the issue. The case officer will often inform neighbours likely to be affected by a proposal and traditionally laminated notices are put up on nearby lamp posts (several high-tech alternatives to this are being explored). Every Urbanist Architecture planning application is accompanied by a design and access statement that identifies and explains in detail the material planning considerations on site. For example, if you are selling automation software and your prospect is worried about their ability to implement your software into their complex system, you could say, "I understand, implementing new software can feel like a daunting task. Try suggesting a supplementary product that can be used in conjunction with yours. BHCs must include an assessment of the expected uses and sources of capital over the planning horizon that reflects the BHC's size, complexity, risk profile, and scope of operations, assuming both expected and stressful conditions. In practice, the vast majority of planning applications end up as delegated decisions - left to the council officers to deal with. You shouldn't sell to a prospect purely for the sake of making money you should sell to them because your product or service is best equipped to suit their pain points. KFFQhtga=(=7 "I'd be happy to send you some materials, but I want to make sure that they're relevant to you. In addition to timing, the clarity of a public consultation response is also important. But this was another instance in which every question raised had already been answered by our design and access statement. The officers who make up the planning department are council employees - civil servants who have training and usually academic qualifications in planning. But if that specific need is a must-have and your product can't solve it, your prospect might not be a good fit. "I'd love to unpack [product's] features and how it can help with the issue of [prospect problem] you shared with me.". It could be that your prospect's business simply isn't big enough or generating enough cash right now to afford a product like yours. This sample objection letter is from an actual planning application at the historic site of Nether Understandably, in the sense that it is a matter close to the objectors heart. An objective of finance, or financial objective, is a goal that businesses set for success and growth. Having a set of neutral recommendations to offer prospects when objections arise can keep sales moving. Or is your prospect under the impression that a similar, cheaper product can do everything they need? The ability to ask thoughtful, open-ended questions can underscore every other point listed here. If your prospect asks for more time to think things over, give them the time and space to weigh their options. But you also know that writing is a challenging skill. Or you can go on the offensive. 12 For the purposes of CCAR, BHCs are required to submit capital plans that are supported by their internal capital This happens rarely, but when it does, there's usually nothing you can do. The responses to the common objections above give you a way to pierce through the reactionary objections prospects give without thinking. hX[O#7+~3>[Z!A F` Set a specific date and time to follow up. Neighbours do not need to have been contacted by the council in order to give their views: any member of the public can comment on any planning application, regardless of where they live. If your prospect hangs up on you, don't sweat it it happens to everyone eventually. Once you truly understand the problem thats holding a buyer back, you can start solving their problems. Sometimes, a simple "Oh?" Ask your prospect what objections they anticipate, and help them prepare the business case for adopting your product. What are some of your competing priorities? LAER involves four steps Listen, Acknowledge, Explore, and Respond. Objections are an inevitable part of sales. 12/07/22. Let's talk about some different contract terms and payment schedules that I can offer you. But we were prepared. The first, and by far the most important, step is to clarify the objection. The answers below can help you respond to the objections you're most likely to hear on your first few calls with a prospect. Objections are generally around price, product fit, or competitors. This manifests in ghosting, procrastination (as mentioned above), and asking for more time. I need help with Y, not X. If you hear this objection, ask a few more clarifying questions and do a little more qualification. "I understand. Simply fill in the form below and someone on our team will get back to you within two business days. I'll pass it along to [relevant department]. Hertfordshire, A lot of misunderstandings and hard feelings can be resolved simply by rephrasing your prospect's words. What challenges is the company currently facing? Let them know that you have experience working with similar companies, and have solved similar problems in the past. Material planning considerations are matters that should be taken into account by a case officer while making a decision about a planning application. Flow manufacturing often involves thorough standardization and intensive quality control. I think it will be helpful to set up a time when we can answer this question and others with a specialist. Find out if your prospect is confused about specific features or if the product is indeed over their head. Nothing sells quite like hard numbers. "Sorry, looks like we got disconnected! The upside? Objections are far more serious than brush-offs. And believe it or not, this is a pretty common occurrence that surprisingly has benefits. Instead, circle back to the product's value. If they're doing backflips to justify inaction on a real pain point, you may have an opening. unlock the hidden potential of your site and deliver you a successful transformational change. Thoroughly research your prospect's company and, to a certain extent, the prospect themself. 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. "There's no money." This is because we understood that the case officer would recognise and ignore invalid ones. Belt Map, Mastering planning considerations: The secret to planning success, Renovating & extending a 1930s semi house in London, Converting a house into flats: Design and planning tips, Design (bulk and massing, appearance and materials), Effect on listed building and conservation area, The objector claims that their quality of life will be affected by noise, overlooking, overshadowing, loss of privacy, smells or other disturbance that will happen as a result of what is being proposed.
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