Page 69 - Selling Cisco ONE

Objection Handling Exa

• Objection
• I really don’t want to commit to purchasing software for 3
• Acknowledge
• I understand you have a concern regarding commitment to a

• Clarify
• May I ask what it is that concerns you about committing to tha
• Yes – I don’t know what I am going to be using in 3-5 years o

• Qualify
• Oh I can appreciate that, is there anything else that would sto
• No – that’s my main objection right now

• Response
• Thank you - It’s helpful to understand your concerns and man

Cisco One gave them a future-proof solution through immedia
it can simply be ported to new hardware in the future.

• Recommend & Close
• May I recommend that we explore the added value of the suit

some comfort that making the term commitment is going to gi
• That sounds very helpful.

• Close
• Can we go through that now or schedule a call tomorrow afte