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Module 4: Technical Assistance
Overcoming Objections
Your customer is watching their budget, and feels that there is
not enough value associated with technical assistance to justify
the cost of a service solution that provides them with technical
assistance as a component of an overall service solution.
As previously mentioned, a good way to address any concerns your
customer may have related to cost is to do a comparison of what
they could spend supporting their network without technical assistance
to the annual, “one-time” flat fee they incur with a
service solution that provides them with technical assistance. Make
sure to touch on key points such as:
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How quickly the time and materials costs they
will pay per incident by calling the Cisco TAC on a case-by-
case basis will add up. |
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The amount of revenue lost per hour in their
industry as a result of network down-time. |
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Conclude your cost discussion by telling your customers that the
annual cost they incur by paying a fixed fee for a a service contract
that provides them with technical assistance as a key component
of an overall services solution is in most cases substantially
lower than the costs they would pay otherwise.
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