what is a holding objection in planning

The following Planning practice note provides comprehensive and up to date legal information covering: Objecting to a planning application/permission. The verb inventory refers to the act of counting or listing items. If you read these interactions right, you'll be in a good position to handle any objection that comes up. To unsubscribe from Calendly's communications, see Calendly's Privacy Policy. And while ultimately you might discover they really don't need your product, don't take this objection at face value. If you hear this objection, ask a few more clarifying questions and do a little more qualification. But more likely, your prospect is having some sort of challenge (after all, who isn't?). 2023 All Rights Reserved. Objection handling means responding to the buyer in a way that changes their mind or alleviates their concerns. While your prospect discloses their objections, listen to understand, not respond. This turns the conversation into one about risk vs. reward. "Who will be in charge of this buying process?" endstream endobj 29 0 obj <>stream But if that specific need is a must-have and your product can't solve it, your prospect might not be a good fit. What your prospect is trying to convey with this objection is that they're not the best person to have this conversation with. As I said, objection handling is frustrating but virtually unavoidable in sales. Having a set of neutral recommendations to offer prospects when objections arise can keep sales moving. Instead, it exists for the purpose of owning assets. We're already working with another vendor. If your prospect asks for more time to think things over, give them the time and space to weigh their options. Ask questions about their relationship with the competitor to determine whether they're actually happy or are itching for a vendor switch. WebThis plan can be an outline, a project plan, or another document. HTn0E Who on your team handles these types of decisions? Megane Leroux How integral are those tools to your [strategy]? So you always need to bear their needs and interests in mind. Are you in a competitive situation, and the prospect is playing you against a competitor to drive up discounts? 4) Generating a pipeline of X amount with the leads captured during the event. WebPlanning Objections Scotland provides targeted planning and surveying advice to homeowners and businesses looking to object or make representation on planning When considering an application for planning permission or permission in principle, section 70 (2) of the Town and Country Planning Act 1990 (TCPA 1990) states that the decision-maker must have regard to: the provisions of the development plan, so far as material to the application Our public consultation response only addressed the comments that were considered valid planning objections. Thats a number that might make you imagine that this was a development of a dozen homes, not a single three-bedroom house. 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. Find out what you're dealing with here. 0 Republican Sen. Tommy Tuberville of Alabama blocked 184 military promotions Tuesday in the latest chapter of his protest against the Pentagon's new Registered Office: 2 Little Thames Walk London SE8 3FB The lesson is that it can be possible to get planning permission for what seems like a very difficult site. Walk London SE8 3FB, Green 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. Walk London SE8 3FB020 3793 7878. Communication Hack: Frames Are the Name of the Game. 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. 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 Essentially, it should anticipate objections and provide solutions to them as part of the design process. The latest news, updates and expert views for ambitious, high-achieving and purpose-driven homeowners and property entrepreneurs. I may have some enablement materials I can share to help.". "That's too bad. "I don't want to take up too much of your time. It is vital that I don't see what your product could do for me. What issues do the prospect's industry peers consistently run into? "Have you checked out [partner or conjoining product]? When is a good day and time for us to talk?". A holding company is a company that doesnt conduct any operations, ventures, or other active tasks for itself. 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. What's not? Our comments are therefore pending receipt of this 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). In turn, your sales process will move along more quickly than if you had targeted them from the beginning. Check with Marketing to see if there's any collateral you can leverage on your prospect's behalf. The public sector body procuring the project. If they can't, it's likely a brush-off and you should press them on precisely why they don't want to engage with you. Even so, a delegated decision will always be quicker, at the very least. It's also important to distinguish between sales objections and brush-offs. The planning register may also contain previous applications made for the sitesometimes this can include useful information on why previously development was considered unacceptable/acceptable on the site in question, making a request under the Freedom of Information Act 2000 and/or the Environmental Information Regulations 2004, SI 2004/3391 in respect of the proposal. When all else fails, schedule an appointment with them at a later date to dive deeper into the issue. (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. Objections are an inevitable part of sales. 5(f`d`eS =SB3L}! P9$c/m07P gj Each of those concerns were fair, which is why they were heard by the committee. Objections are far more serious than brush-offs. But if it's the former, remind your prospect that they'll have help from your customer service team should they choose to buy and that you'll be on hand to answer any implementation questions they have. has deployed successfully in the past where there are inaccuracies Find out if your prospect is confused about specific features or if the product is indeed over their head. Try another search, and we'll give it our best shot. But this was another instance in which every question raised had already been answered by our design and access statement. 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. 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. GET A QUOTE. Do not be deceived by what appears to be a simple step. Flow. endstream endobj 26 0 obj <>/Metadata 18 0 R/OCProperties<>/OCGs[66 0 R]>>/Outlines 22 0 R/Pages 23 0 R/Type/Catalog>> endobj 27 0 obj <>/ProcSet[/PDF/Text]/XObject<>>>/Rotate 0/Type/Page>> endobj 28 0 obj <>stream 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). It should highlight the goal you set and detail the actions youll take to reach those goals. "I am glad you asked that. Prospects sometimes try to earmark resources for other uses. For more information, check out HubSpot's Privacy Policy. But it is always completely and utterly irrelevant as far as the council is concerned. But it is one of the most common obstacles that prevent an SDR from converting the lead to an SQL. For many, this ability to object is a precious democratic right - at least until they try to build something themselves. In this article, were going to explain what to do if you are on the wrong side of multiple planning objections. Thats because often whats actually What's working well? "I'd love to show you. Your prospects will appreciate your candor. What are your current priorities?". Such a scheme is not something that we would craft lightly: after seeking detailed pre-application advice from the council, we also sought a parking stress survey and produced both a sunlight study and sustainability statement. Privacy Policy, 2 Little Thames Understandably, in the sense that it is a matter close to the objectors heart. This objection can be a deal-breaker if the buyer is committed to their existing solutions. Allow me to explain how [product] is different.". The goal here is to figure out if timing actually is an issue or if the prospect is brushing you off. I'm locked into a contract with a competitor. 0:27. Be sure to emphasize the authority your organization has in the market. Free trials are only available to individuals based in the UK and selected UK overseas territories and Caribbean countries. A variation of the "no money" objection, what your prospect's telling you here is that they're having cash flow issues. Your product doesn't have X feature, and we need it. WebA holding objection can be submitted and this is a strategy that Planning Objections Scotland. And when the planning officer read through all those comments, he was able to see that all the legitimate concerns had already been addressed. They are too busy and have too little faith in the hordes of SDRs and sales reps that contact them on a daily basis. "I understand. Objectives for this goal: 1) Selling X% more tickets to boost event attendance. 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. One way to do that is by asking them to elaborate on why it's not important or what competing priorities currently have their attention. Can you tell me how you're currently solving for X?". You need to get to the root of your prospect's pain points if you're going to understand and effectively handle the objections they raise. Try suggesting a supplementary product that can be used in conjunction with yours. Provide strong facilitation. The planning system provides a clear forum for public engagement: a three-week-long comments period follows the validation of any application. While objections are authentic, brush-offs are excuses. And it's obviously not necessary to become best friends with someone to sell to them. Fill out the form for HubSpot's sales objection handling tips and templates. Objection handling doesnt have to be a painful activity for sales professionals. Our document organised all of the material planning considerations raised into seven key themes, and then demonstrated very explicitly where our application materials had included information to address each point. Material planning considerations are matters that should be taken into account by a case officer while making a decision about a planning application. Download these free templates and best practices to help you and your team handle objections better. Alternatively, bring in a technician or product engineer to answer questions out of your depth. Your product sounds great, but I'm too swamped right now. Nothing sells quite like hard numbers. oGaf This phenomenon is commonly referred to as BANT (Budget, Authority, Need, and Timing). This is exactly what we did with the 61 objection application. And that put them in a position to reach a swift and positive decision. "Thanks for sharing that feedback with me. The relaxation of planning laws has not been approved. However, you need to be confident that your holding objection will lead to a further consultation. People do business with people they like, know, and trust. Nothing is more dangerous to a deal than letting sales objections go unaddressed until the final stages. If you hear your prospect pulling back, asking follow-up questions can be a tactful way to keep them talking. 7. A prospect with a genuine need and interest who balks at time-based contract terms is generally hesitant for cash flow reasons. Access this content for free with a trial of LexisNexis and benefit from: To view the latest version of this document and thousands of others like it, sign-in with LexisNexis or register for a free trial. When we treat an objection like rejection, for example. Effective sales professionals recognise that a 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. "That's great. Practice Manager WebSample Planning Objection Letters Sample Objection letter 1. The same strategy still applies find out why they believe their relationship with your competitor is beneficial, and identify weak spots where your product could do better. Objection handling helps you learn how to get to the root of your prospects' issues. This means as a salesperson, you have to be more assertive and persistent. People don't like to say "No" and that includes your prospects. No problem. 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. Ask your prospect to define their competing priorities for you. "Sorry I assumed X was true, but it looks like that doesn't apply to your business. Free and premium plans, Sales CRM software. We and the client agreed that the erection of multiple new homes on site would better utilise the available land area while more productively contributing to local housing stock. Copyright Notice and If you know all that and more, you'll put yourself in a solid position to tactfully handle objections. In another case, there were over 90 objections and yet the council officers judged that none of them raised questions that had not been answered in the application. Editor's note: This post was originally published in September 2015 and has been updated for comprehensiveness. Then follow up with an offer to add value. Handling objections is a natural, frustrating fact of sales life. 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. 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 A disclaimer: Generally, prospects won't actually come right out and say this. Listen closely to determine if their response involves concrete timing issues or vague excuses. 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. Trial includes one question to LexisAsk during the length of the trial. 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. Buyers want (and expect) a personalized sales experience. "[X problem] isn't important for me right now.". If you've got an expensive product, chances are that money, budget, and pricing will be an issue. Eventually, understanding the material planning considerations that were most relevant to our application site allowed us to emerge from the process successfully. #%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_ Principle 3: Own the Frame. So, whether youre looking to object to a proposal in your neighbourhood, or conversely, to respond to the objections that your proposal has received, its important to first get a basic understanding of the factors that actually have an impact upon an applications determination. Understanding the circumstances that are shaping a prospect's objections is central to addressing them effectively. In order to move the deal forward, the onus lies on the sales rep to overcome these objections, alleviate their concerns, and build rapport and trust. has deployed successfully in the past where there are inaccuracies or a lack of information . I need help with Y, not X. The first, and by far the most important, step is to clarify the objection. It's a good fit with ours and can be used alongside it to solve for Y.". Try reaching out to a different person at the company using a different approach. See our completed projects map or But starting the conversation with someone on the team with less responsibility can give you a direct intro to the decision-maker. How many minutes a day do you spend on [task]?". 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. For the objection or Avoid questions that only warrant one-word, "yes or no" answers and don't be afraid to use silence to your advantage. What does this mean for valid objections to planning permission? But if you know how to get to the root of your prospects' issues, lead with empathy, understand where most objections come from, and read these kinds of interactions appropriately, you'll be in a good position to handle these issues as they arise. Sales objections are normal and nothing to be afraid of. That application drew fierce local opposition and also had a couple of seemingly intractable practical problems. Almost all of the 23 victims of the 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. Company Number: 08567312. CONTINUE READING Webobjection: 1 n the act of expressing earnest opposition or protest Synonyms: expostulation , remonstrance , remonstration Type of: communicating , communication the activity of And this is where objections can come into play. 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. To be lawful, the development must still comply with the relevant terms and conditions of the GPDO. 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 you've already addressed objection #12 by providing internal selling advice and coaching and your prospect just can't hack it, it might be time to walk away. Hertfordshire,

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