Page 96 - CHCS - Cisco Hosted Collaboration Solutions

Dealing with Stakeholder Issues

• Most issues are dealt with:

• Objection Handling

Objection Handling Template
There are 3 phases to
Objection Handling: Acknowledge, state

an Alternative and state the Benefit of that alternative
(AAB).

• Competition Handling

Competitive Offensive Strategy :
• Our strengths, Their weaknesses

Competitive Defensive Strategy :
• Their strengths, Our weaknesses