The lesson is that it can be possible to get planning permission for what seems like a very difficult site. How many minutes a day do you spend on [task]?". Our comments are therefore pending receipt of this As a business leader, you practice inventory management in order to ensure that you have enough stock on hand and to identify when theres a shortage. Below, we list examples of valid planning objections taken from various sources: The proposed development will: 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. This happened in our case. "We had a customer with a similar issue, but by purchasing [product] they were actually able to increase their ROI and assign some of their new revenue to other parts of the budget.". Firstly, some councils have a threshold number of objections above which even if planning officers recommend approval, an application will need to be handed over to the committee for the decision. The latest news, updates and expert views for ambitious, high-achieving and purpose-driven homeowners and property entrepreneurs. Planning Objection 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. "I came across your website in my research and believe that [product] would be a great fit for you.". If your company isn't on a prospects list of approved suppliers, your prospect probably won't be interested. will be enough for your prospect to start talking. And yes, it turned out there were those 61 objections, which for an application for a single three-bedroom house is pretty spectacular. Prior Approval Its important to understand that planning decisions can be made by one of two groups of people: the planning department and the planning committee. What challenges is the company currently facing? See our completed projects map or An objective of finance, or financial objective, is a goal that businesses set for success and growth. The responses to the common objections above give you a way to pierce through the reactionary objections prospects give without thinking. Perhaps the easiest competitor-related objection to handle, this phrase is worded in a way that broadcasts your prospect's feeling of being trapped. Make sure you ask open-ended questions that allow your prospect to continue expressing their thoughts on your product. Urbanist Architecture Ltd. And the committee always gets a thorough briefing from the planning department before they discuss the application. VMOSA helps your organization set and achieve short term goals while keeping sight of your long term vision. Share case studies of similar companies that have saved money, increased efficiency, or had a massive ROI with you. It's important to gain the gatekeeper's trust and learn as much as you can from them, but then you need to move on and build relationships with the people in the company who can actually choose your product or service. "Sorry, looks like we got disconnected! Event Goals and Objectives: The 5 Step Guide with Examples WomensLaw.org Company Registered in England and Wales. In addition to timing, the clarity of a public consultation response is also important. "What features are confusing to you? I'd love to schedule a follow-up call for when your calendar clears up.". "What are your goals? But you dont want to leave them hanging. Determining planning applicationsmaterial considerations Many sales reps thrive on the phone or in a meeting but get stuck when they try to put those ideas on paper. Define Event Goals and Objectives That Make an Impact - Social 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. Rule of thumb: if the prospect says an objection twice, it's real. As London architects, we may call London home, but our work takes place all over the UK. When do you think that may be?". hX[O#7+~3>[Z!A F` If you're in a competitive niche, objections may center on other vendors. Walk London SE8 3FB, Green After all, you sell your product every day. At that point, you can offer more background in your rebuttal. Do you feel you'll get the go-ahead from your superiors?". Keep in mind that excuses can be a sign that your prospect understands they have a problem and is trying to rationalize their inaction. This turns the conversation into one about risk vs. reward. Ask your prospect what aspects of your product they're unclear on, then try explaining it in a different way. "I understand. Just because a prospect is working with a competitor doesn't mean they're happy with them. That said, at a certain point, no means no. I need help with Y, not X. "How is your relationship with [competitor]? The relaxation of planning laws has not been approved. For the objection or Can you introduce me to them?". unlock the hidden potential of your site and deliver you a successful transformational change. "I apologize! Don't get defensive simply remind the prospect that they filled out a form on your site, or signed up for more information at a trade show, or that you simply came across their website and wanted to connect to see if you could help. 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. Let's take a closer look at how you can overcome these potential roadblocks. 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. But, as we will explain below, the council only needs to pay attention to relevant comments, either in favour or against. First and foremost, as your prospect is sharing their concerns with you, make sure you are using active listening skills to take in what theyre saying. As weve said, councils request comments within a time limit: usually within three weeks of notification. But if that specific need is a must-have and your product can't solve it, your prospect might not be a good fit. Can you tell me how you're currently solving for X?". WebVMOSA (Vision, Mission, Objectives, Strategies, and Action Plans) is a practical planning process used to help community groups define a vision and develop practical ways to enact change. To unsubscribe from Calendly's communications, see Calendly's Privacy Policy. People do business with people they like, know, and trust. This is often relevant if what you are proposing would prompt a loss of open space, including gardens, They are concerned about how the building would look, either as an individual design or how it would fit into the street or neighbourhood, They claim that the proposal feels overbearing or out of scale when compared with the buildings (or open space) surrounding it, They claim that the development would harm the character of a conservation area, They claim that the development would have a negative impact on a nearby Listed Building or its setting, They claim that the development could affect highway safety or traffic, Anything that mentions anything personal about the applicant, including racial or ethnic origin, sexual orientation, religious beliefs, political views, nationality or membership of any organisation, They discuss the applicants motives for applying for planning permission (opposition to speculative development, for instance, is not a valid planning objection, however fair that concern may be), They allege that the applicant is simply doing this to make money. Before we got involved, there had been an attempt to get planning permission with a design that was aiming for a smaller version of the large 1930s houses to either side of the plot. It should highlight the goal you set and detail the actions youll take to reach those goals. Any of the following comments might constitute a valid objection to a planning application: Of the 61 comments our application received, we would say that a little more than half raised material planning considerations and therefore were valid planning objections. WebThe first step in objecting to a planning application occurs when the local authorities notifies those neighbours it believes will be affected by the development. Sudan live updates: First Britons back in UK after 'chaotic' "[X problem] isn't important for me right now.". Ask your prospect what objections they anticipate, and help them prepare the business case for adopting your product. Editor's note: This post was originally published in September 2015 and has been updated for comprehensiveness. Do not be deceived by what appears to be a simple step. hbbd```b``^"70W`j&9.0"&"`v> B,q``O 8M,2,b"3`s 6"f"" sjEDcL@_ g`& Registered Office: 2 Little Thames Walk London SE8 3FB This is as useful for applicants formulating a public consultation response as it is for residents seeking to make effective remarks. Depending on what product you sell, it's possible your prospect will have to add headcount or divert resources to fully take advantage of your offering, and if they truly aren't able to, you might have to disqualify them. We are aware that not everybody reads through all of the documents supplied in a planning application. Can I hand you off to my colleague [name] to continue the conversation? Ask your prospect the name of the right person to speak to, and then redirect your call to them. What is their decision-making authority? "Sorry I assumed X was true, but it looks like that doesn't apply to your business. "Who else should we bring on board for this conversation?". Avoid interrupting them while they are speaking, and give them space to voice their concerns and objections freely. Simply explain that you're not looking to give a full-blown conversation, just have a quick chat about whether or not a longer discussion about your product would be a good fit at their organization. o8bn'8et5iF3he{t?LQ|.lfG40&3A50 V? I'd love to learn more and see how we may compare.". They therefore recommended the application for approval. By providing value and painting a picture of where your solution will take them, they can be convinced that the reward is enough to justify the risk. Allow me to explain our other offerings that may be a better fit for your current growth levels and budget.". "What objections do you think you'll face? Therefore, current planning laws still apply. 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. But you need to learn how to both discover and resolve these concerns if you're going to be successful. Can we schedule a time for a follow-up call? Flow. The answers below can help you respond to the objections you're most likely to hear on your first few calls with a prospect. However, you need to be confident that your holding objection will lead to a further consultation. The first rescued Britons have landed back in the UK after a heavily criticised evacuation effort from Sudan on the second day of a ceasefire between the country's two warring factions. Are you in a competitive situation, and the prospect is playing you against a competitor to drive up discounts? What is objection handling? Effective sales professionals recognise that a Thats because effective planning proposals are ones that address material considerations from the very start of the design process. Objection handling helps you learn how to get to the root of your prospects' issues. This demonstrates to your customer that you are interested in their concern and care about what they have to say. 020 3793 7878 The planning system provides a clear forum for public engagement: a three-week-long comments period follows the validation of any application. **Trials are provided to all LexisNexis content, excluding Practice Compliance, Practice Management and Risk and Compliance, subscription packages are tailored to your specific needs. A variation of the "no money" objection, what your prospect's telling you here is that they're having cash flow issues. #%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[ }i#18$hFyM1GGZH?m?g1%Ca2(AP sWp&BrfN3@Lq0BVJc$Mg\@Rjp Dhx*Csn3Q P)dRT:qs_X4 3Z/`'rs6[*~nh"-ajQUQJ}E(kj9uR1w*D#}0@J69lx$T &\loYFH'[$u;(vs;TctBgPNs*ZG"#C L9[ZLA h-6p;3uS; r!.6b;Y"`H\lS!ug@\PuI vhp_ What components of the product or relationship are you most satisfied with? As a sales rep, you'll want to consider the positioning of your product or service and how to demonstrate that value. Perhaps I can offer a discount to make up for the cost of switching over to work with us.". Another request for information packaged as an objection. Your product doesn't have X feature, and we need it. See if you can come up with a creative discount to offset the cost of breaking a contract early, or demonstrate ROI that will make up for the sunk cost. A sincere acknowledgment can circumvent an argument and have a calming effect. Ultimately, the most effective strategy for handling sales objections is to predict them. But knowing and preparing for the most common objections can help you close more sales. hb```l@Y8&@-g.X*01x3/`O1&F'G-Vay This depends on the judgement of planning officers, so even if you think that you should be notified of a development in your area, you might not be informed straight away. Given what weve just discussed about material planning considerations, it follows logically that a valid planning objection has to concern one of these factors. After you have confirmed you understand where your prospect is coming from, continue building trust by empathizing with your prospect, and validating their point of view. megane@urbanistarchitecture.co.uk. But it is one of the most common obstacles that prevent an SDR from converting the lead to an SQL. "That's too bad. Another tactic is to assess your prospect's current duties and day-to-day to see what job responsibilities could potentially be eliminated or made easier by your product. Again, being a bad neighbour does not make you ineligible to put in a planning application, They raise the possible effect on property values. A proven and effective method for objection handling is Carew Internationals LAER: The Bonding Process. What is objection handling? (Plus importance and examples) What are some of your competing priorities? The good news is this generally means the prospect is interested. Word-of-mouth reviews are powerful, which can be both a blessing and a curse. What aspects of the company's operations do they touch on a day-to-day basis? It is usually - although not always - in the interests of the person or company putting in an application to have it dealt with as a delegated decision. Rather than defending your solution, business, or brand which will only validate the criticism thank them for sharing the feedback with you. The public sector body procuring the project. If you've got an expensive product, chances are that money, budget, and pricing will be an issue. Perhaps [product] presents a solution we have yet to discuss.". This isn't so much an objection as an obstacle to closing a call with a prospect and getting them to the next appointment, (such as a demo or a discovery call with the sales rep). Provide strong facilitation. Objection Read world-renowned marketing content to help grow your audience, Read best practices and examples of how to sell smarter, Read expert tips on how to build a customer-first organization, Read tips and tutorials on how to build better websites, Get the latest business and tech news in five minutes or less, Learn everything you need to know about HubSpot and our products, Stay on top of the latest marketing trends and tips, Join us as we brainstorm new business ideas based on current market trends. Let them know that you have experience working with similar companies, and have solved similar problems in the past. Hybrid Meeting The officers who make up the planning department are council employees - civil servants who have training and usually academic qualifications in planning. When there are a lot of objections, many of them will turn out to be duplicate comments, which counterintuitively do not carry much weight. Instead, objections should be viewed as opportunities to help your customer and grow your relationship with them. For example, social media is now widely accepted as a necessary part of a sound business strategy, but seven years ago many would have scoffed at it. In sales, you're building relationships with every remark and gesture. Prospects who raise objections generally point to the fact that they simply can't buy right now. Ask some questions to find out their motivations for brushing you off. In the meantime, I can send over some resources so you can learn more.". Sen. Tommy Tuberville blocks 184 military promotions in abortion Don't give an elevator pitch, but offer a quick summary of your value proposition. Objection Which approach you choose is purely dependent on how your conversation with your prospect went before the hang-up. HTn0E Principle 3: Own the Frame. Objections are far more serious than brush-offs. Flow manufacturing often involves thorough standardization and intensive quality control. In the second scenario, take advantage of the comparison. "The adage 'people buy from those they know, like, and trust' is still true. Carrying out the process involves certain actions and skills that every salesperson should have a grip on. 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. If anything changes, please don't hesitate to contact me. The main issues that were raised had to do with the proposals density and its potential impact on the character of the surrounding area. This is because we understood that the case officer would recognise and ignore invalid ones. If your prospect hangs up on you, don't sweat it it happens to everyone eventually. I don't see what your product could do for me. Use this opportunity to end the conversation on a good note and set up another appointment to discuss it. What are you interested in learning about?". Objectives for this goal: 1) Selling X% more tickets to boost event attendance. 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. Of course, your prospect could have simply chosen an overly negative turn of phrase. Such details may reveal what is proposed for a site, at what stage a proposal is, and the details of the developer. Fill out the form for HubSpot's sales objection handling tips and templates. We helped a client craft a detailed planning submission on an irregularly shaped site that could best be described as a pie slice, where the crust lines the curve of a residential street. Our public consultation response only addressed the comments that were considered valid planning objections. That's because all purchases come with some level of financial risk. CONTINUE READING If you're pioneering a new concept or practice, you'll have to show that it works. 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. endstream endobj startxref "Which tools are you currently using? Sometimes, the objection is a good old-fashioned brush-off. Hoffman says 90% of the time this reply will satisfy the buyer and they'll move on. WebPlanning Objections Scotland provides targeted planning and surveying advice to homeowners and businesses looking to object or make representation on planning "You want to call out your prospect's lack of interest and get them to admit the answer is 'No' without going too negative," says Rogewitz. Currently, theres a garage and a couple of sheds at the bottom of a big garden. The ability to ask thoughtful, open-ended questions can underscore every other point listed here. (But, as well note in the next section, noise or disturbance from the construction process itself is not a relevant planning consideration), They are arguing that what would be built would be too high a density for the area or an over-development of the plot itself. That's why you need to avoid getting obviously frustrated and impatient with your prospects when they push back a bit. Instead of telling your prospect they're wrong, help them come to a different conclusion on their own accord. Perhaps these would be a better fit.". What your prospect is trying to convey with this objection is that they're not the best person to have this conversation with. Download these free templates and best practices to help you and your team handle objections better. Can we have a quick chat about your challenges with X and how [product] may help?". But starting the conversation with someone on the team with less responsibility can give you a direct intro to the decision-maker. The flow method involves smoothing the connections between manufacturing stages and steps to prevent bottlenecks or delays. When trying to overcome sales objectives, its imperative you respond appropriately and avoid reacting impulsively to your prospects objections. When confronted with an objection, the first requirement is to listen to it. After all, you can't offer them the same discount for purchasing in bulk. It's imperative that you understand exactly what your customer meant by what they said. Unfortunately, they have learned through experience that these knee-jerk objections are the best defenses against people who unintentionally waste their time. Your product doesn't work with our current set-up.

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