what is a holding objection in planning

Can you share what specific challenges you're facing right now? "I don't want to take up too much of your time. Offer to send over some resources and schedule a follow-up call. "Have you checked out [partner or conjoining product]? But, to many peoples shock, you are not entitled to a sea view even though thats why you built a house where you did. Types of Production Planning (With Examples and The planning committee is made up of elected councillors who might or might not have experience in planning, architecture or property development. Perhaps the easiest competitor-related objection to handle, this phrase is worded in a way that broadcasts your prospect's feeling of being trapped. You'll seem confident and collected, whereas your competitor will seem desperate and insecure. One of the things that alarmed a lot of people about the governments 2020 proposals to reform the planning system was the idea that they would lose the right to object to local applications, including those made by their neighbours. "What features are confusing to you? Editor's note: This post was originally published in September 2015 and has been updated for comprehensiveness. Wait a few seconds, then call back. Provide strong facilitation. But if that specific need is a must-have and your product can't solve it, your prospect might not be a good fit. Greenwich, So, if you're looking for a quick and easy way to get started, check out this sales objections and answers PDF. We then grouped the material planning considerations into seven main themes, and demonstrated how the collection of documents we had submitted as our application already predicted and addressed each of these questions. I'd love to learn more and see how we may compare.". I Object! Four Steps to Handling Objections | AMA WebA holding objection can be submitted and this is a strategy that Planning Objections Scotland. An objection can also provide suggestions Prospects don't often give you a chance to explain the value that you can provide. It was withdrawn. Free and premium plans, Operations software. Planning Objection I'm locked into a contract with a competitor. "Who will be in charge of this buying process?" Determining planning applicationsmaterial considerations 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. 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. 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. Such details may reveal what is proposed for a site, at what stage a proposal is, and the details of the developer. Sen. Tommy Tuberville blocks 184 military promotions in abortion This happens rarely, but when it does, there's usually nothing you can do. But if youve said your piece and the prospect still objects, let it go. Ukraine war latest: Boy, 6, cries as sister killed in Russian attack Here are 40+ common sales objections from prospects and how to handle them without breaking a sweat. This is a great opportunity to segue into some qualification questions. CcCCcY[On:lQbESg*xDj:8+L!LDtG2&N=EBN}N'UZukB_pQ_T\owxHW"5|$zTl(GHXE?./WW\kk0O,s ^e1a%:l`Xh`4YTo>.V+N} jT5&/Um\N0gTGO^fbyfz2G`Ep^HG*M-GE|y[]~LU &"u As we went through each comment, we began to realise that all of the material planning considerations raised from impact on neighbourhood character to the potential flood risk presented by the proposed basement had already been explored during our application process. Objection handling is a natural part of selling, but it can be a significant roadblock when you're trying to move prospects through the pipeline. This means as a salesperson, you have to be more assertive and persistent. "Let's schedule a follow-up call for when you expect funding to return. So, even after the comments period ends, it is possible that new considerations will be raised that become relevant to the application. 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. That application drew fierce local opposition and also had a couple of seemingly intractable practical problems. According to the creator of Your Sales MBA Jeff Hoffman, salespeople should first respond with, "That's not true," then pause. Only once you have a complete understanding of your customers objection can you offer your response in the form of a recommendation, an alternative, a solution, or a next step designed to address the customers concern and close the transaction. Once you know what to expect, you can devote extra time to practicing and refining your responses. Exempt information is then defined as including information relating to the financial or business affairs of any particular person/authority, but not where information relates to proposed development for which the LPA may grant itself planning permission. In sales, you're building relationships with every remark and gesture. What are valid objections to planning permission in the UK? Holding Objection Take turns with another rep on your team posing common objections (like any of the 40 on this list), answering, and then giving each other feedback. Given what weve just discussed about material planning considerations, it follows logically that a valid planning objection has to concern one of these factors. What issues do the prospect's industry peers consistently run into? I need help with Y, not X. Mandatory Elements of a Capital Islington, HubSpot uses the information you provide to us to contact you about our relevant content, products, and services. Privacy Policy, 2 Little Thames Let them know that you have experience working with similar companies, and have solved similar problems in the past. Let's take a closer look at some of the most common types of objections in sales. For example, we recently secured planning permission for a client following a notably lively comments period: their application received a whopping 61 responses. This. Our minimum level of engagement is 3,000 and can go up from there depending on the scope of your project. What price are you currently receiving? I think it will be helpful to set up a time when we can answer this question and others with a specialist. "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. Pre This objection can be a deal-killing roadblock. Urbanist Architecture is a London-based architecture and planning practice with offices in Greenwich and Belgravia. This phenomenon is commonly referred to as BANT (Budget, Authority, Need, and Timing). If they're doing backflips to justify inaction on a real pain point, you may have an opening. But you dont want to leave them hanging. How much progress has been made?". This gives you an opportunity to establish credibility and trust with your prospect. A variation of the "no money" objection, what your prospect's telling you here is that they're having cash flow issues. What is objection handling? Walk away if they ask you to go lower. WebHolding Objection We respond with a holding objection for the following reasons: The application is premature: The submission does not provide sufficient clarity to fully assess the impact of the development. For further information, see: Traffic Orders Procedure (Coronavirus), Derivative claimwhat it is and when to use itA guide to specific terminology used in this Practice Note is providedsee below.What is a derivative claim?A derivative claim (or derivative action) is a claim brought or continued by a shareholder on behalf of the company in relation to a breach of, Proprietary estoppelThis Practice Note considers proprietary estoppel from a generic standpoint.For industry specific guidance on proprietary estoppel, see Practice Notes:Estoppel and property lawMortgages by estoppelProprietary estoppelwhat is it?Unlike the other forms of estoppel (see Practice, Environmental impact assessment, strategic environmental assessment and appropriate assessment, Freedom of information and environmental information, Highways, Streets and Public Rights of Way, Obtaining, amending and implementing planning permission, Planning conditions, obligations and the community infrastructure levy, Planning for nationally significant infrastructure, Planning issues in property and insolvency, Local Government and Social Care Ombudsman, Failure to consider alternatives results in quashing planning permissions for school relocation (Save Diggle), No relief for unlawful disposal of land at less than best consideration due to delay (Whitstable). Can you tell me a little more about X?". At the heart of all of this are those material planning considerations. However fair those comments are, planning guidance does not allow a case officer to take these into account during their determination process. As a sales rep, you'll want to consider the positioning of your product or service and how to demonstrate that value. What are your current priorities?". For other councils, its more of a judgement call based on the importance of the proposal. Eventually, understanding the material planning considerations that were most relevant to our application site allowed us to emerge from the process successfully. Track their growth and see how you can help your prospect get to a place where your offering would fit into their business. Are Objections To Planning Applications Confidential? International Sales(Includes Middle East), Objecting to a planning application/permission, Pre-applicationfinding out about proposals, Examining the planning application once submitted for purposes of making a planning objection, Drafting letter of objection to planning application, After planning permission has been grantedrights to appeal and challenge. What does someone in their position typically struggle with? (To give you a bit of context, the majority of our projects receive five comments at most, and very often none at all.) Inventory is the accounting of items, component parts and raw materials that a company either uses in production or sells. Republican Sen. Tommy Tuberville of Alabama blocked 184 military promotions Tuesday in the latest chapter of his protest against the Pentagon's new Unfortunately, they have learned through experience that these knee-jerk objections are the best defenses against people who unintentionally waste their time. Many sales reps thrive on the phone or in a meeting but get stuck when they try to put those ideas on paper. 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. Dealing with planning objections: How to respond and get planning 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. Company Registered in England and Wales. Prospects will often say this to dissuade you from pursuing a conversation. In theory, all planning decisions are the responsibility of the planning committee. "Interesting. These are all factors that our planning consultants explore, alongside the relevant local and national policy guidelines in order to inform our design proposals. This is where you demonstrate you have been actively listening. 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. Put simply, accusing somebody of being greedy is not relevant when objecting to a planning application - but it is something often done by people making objections, They take issue with any nuisance or annoyance previously caused by the applicant. A sales objection is any concern a prospect raises in reference to a barrier obstructing their ability to buy from you an explicit indication that you have to address more aspects of the buying process than you initially anticipated. What do those products help you accomplish?". Not only will this help clarify their points for you, but it will also help your prospect feel heard and valued, which is important for building trust. Use this opportunity to end the conversation on a good note and set up another appointment to discuss it. Event Goals and Objectives: The 5 Step Guide with Examples Mayfair, This brings us to a key question: what are material planning considerations? Instead of telling your prospect they're wrong, help them come to a different conclusion on their own accord. A prospect with a genuine need and interest who balks at time-based contract terms is generally hesitant for cash flow reasons. Webobjection: 1 n the act of expressing earnest opposition or protest Synonyms: expostulation , remonstrance , remonstration Type of: communicating , communication the activity of But more likely, your prospect is having some sort of challenge (after all, who isn't?). Objections Let's schedule a time for me to walk through how our product helped some other businesses like yours find success with X and why it's here to stay.". Allow me to explain how [product] is different.". %%EOF If you've got an expensive product, chances are that money, budget, and pricing will be an issue. But starting the conversation with someone on the team with less responsibility can give you a direct intro to the decision-maker. But don't let them off that easily it's a vague brush-off uttered in the hopes you'll fade away and disappear. Simply fill in the form below and someone on our team will get back to you within two business days. "I understand. 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. 65 0 obj <>/Filter/FlateDecode/ID[<39372D30432D34312D43422D46312D30>]/Index[25 70]/Info 24 0 R/Length 156/Prev 247055/Root 26 0 R/Size 95/Type/XRef/W[1 3 1]>>stream Having a set of neutral recommendations to offer prospects when objections arise can keep sales moving. That's why you need to maintain situational awareness as your conversations with each prospect progress. This is exactly what we did with the 61 objection application. An acknowledgment can be something as simple as a head nod or a restatement of the issue. Material planning considerations are matters that should be taken into account by a case officer while making a decision about a planning application. Competitive Objection Handling 101: Your Guide to Knocking - Klue It's also important to distinguish between sales objections and brush-offs. This is as useful for applicants formulating a public consultation response as it is for residents seeking to make effective remarks. Every no is a step toward learning more about your prospect and helping them solve problems with the product or service you're offering. "I'm sorry you feel that way. "Thanks for sharing that feedback with me. Once your prospect has stated their objections, repeat back what you heard to make sure you are understanding correctly. If your prospect asks for more time to think things over, give them the time and space to weigh their options. The latest news, updates and expert views for ambitious, high-achieving and purpose-driven homeowners and property entrepreneurs. Objectives for this goal: 1) Selling X% more tickets to boost event attendance. Word-of-mouth reviews are powerful, which can be both a blessing and a curse. Objections are far more serious than brush-offs. See pricing, Marketing automation software. That often starts by asking them relevant, tactful questions and giving them the space to discuss them thoroughly. Templates, best practices, and strategies for salespeople and managers. Hopefully, you're not pulling numbers from lists you got off the internet because if you are, your prospects have every reason to be annoyed. To be lawful, the development must still comply with the relevant terms and conditions of the GPDO. A holding objection can be submitted and this is a strategy that Planning Objections Scotland has deployed successfully in the past where there are If we sent the council our statement too early, we could have missed new comments, but if we waited too long, we ran the risk of a decision being made before we submitted a formal reply.

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