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Module 5: Software Support
Overcoming Objections
Additionally, do not forget to mention to customers that future additions
to their network that may include new hardware technology might not
work with their current software. This could result in unexpected
- and unwanted — expenses associates with purchasing a major
software release to support the new additions.
Also make sure your customers understand that updates to each of
their additional Cisco network software applications are not supported
under:
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Most warranties. |
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Other packages or service contracts that they
have with Cisco. |
Finally, conclude by explaining the value that the specific network
software applications in question provide to their company as business.
Position your argument as:
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Can your company afford to be without enhancements
to this software or technology in the future? |
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Can your company risk competing against competitors
who may automatically update to the latest software — providing them with a competitive advantage over you? |
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