Page 92 - CSAM2 - Successful Sales Engagement for Cloud Services
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Example
Objection
I don’t have the budget for transforming to the Cloud
Acknowledge
• I understand you have a concern regarding budget.
Clarify
• May I ask what you mean by ‘a budget for cloud transformation’?
• Yes – I have already allocated all of my CapEx budget for this year
Qualify
• Oh I understand, is there anything else that would stop you from considering the benefits of cloud right now?
• No – that’s my main objection right now
Response (Feel, Felt, Found)
• It’s helpful to understand your concerns and I can assure you that many other CIOs have initially felt the same way, however, they found that once
they calculated the savings from cloud and understood the different commercial options, they could afford to implement a solution.
Recommend & Close
• May I recommend that we hold a workshop with you and your other key stakeholders to qualify the business benefits and commercial options to
establish if we can deliver the benefits you need within your budget constraints.
• That sounds very helpful.
Close
• Can we schedule something for late March or first week in April? Who else needs to be invited?
