| < Previous | Next >
Module 6: Hardware Replacement
Overcoming Objections
Your customer does not see the need or sense of urgency to purchase
a service contract that includes Advance Replacement, because their
equipment is currently covered under warranty.
Review the terms of your customers’ warranty with them. Make
sure that your customer understands their equipment has a 10-day
return to factory coverage under warranty. While products that are
purchased from other vendors may have additional warranty support,
they may vary from one vendor to another, and still may not guarantee
the necessary turnaround required by the customer. Given that, you
should ask your customer these questions:
|
|
|
If you experience network down time as a result
of a malfunctioning piece of Cisco equipment, are you comfortable
waiting 10 days for the equipment to ship? |
|
|
 |
|
|
|
|
Do you understand that this 10-day period of
network down time could have a substantial impact on your revenue?
You will lose potential revenue each day that your network is
unavailable to end users. |
|
|
|
|
|
|
|
Do you know how many more spares you will need
to purchase and keep onsite in order to maintain adequate availability
while waiting for the replacement unit to arrive? |
Once your customer has thought about these points, reiterate the
quicker delivery response times available within the various Advance
Replacement options.
< Previous | Next >
|
