Page 150 - UCSSW - UCS Sales Workshop

Objection Handling Technique

There are 3 phases to Objection Handling : Acknowledge, State an
Alternative and State the Benefit of that alternative (AAB)

Objection: Jessica (TDM): “UCS is too expensive”

Acknowledge: “I understand your concern since this could be a serious problem,

especially in todays market of tight budgets.”

Alternative: (Neutralise or defeat). “This may be true when simply comparing

one blade product versus another, but at Cisco we take a full
lifecycle approach to UCS and our TCO is proven to be significantly
less than our competitors”

Benefit: (Adapt to the conversation). “Many customers initially had the

same concern. Here are two independent reports on the total
economic impact of UCS and a real-world TCO analysis that will
validate what I am saying.