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You arrive for an appointment with Jack Miller of ACME company
to present a complete service portfolio to support his network
and Cisco equipment.
Your goal is to educate Jack on the SMARTnet service portfolio,
and convince him to purchase a SMARTnet service contract to
optimize the investment on his equipment.
You begin your conversation with Jack by stressing the importance
of covering all of his Cisco equipment with Cisco service
programs. Before you can begin to educate him on the Cisco
portfolio of service offerings, Jack interrupts you with
the
following statement.
“All of my Cisco equipment is covered under warranty
– why do I need an additional service contract? I feel
like I’m already getting the support I need.”
How should you respond to Jack’s statement?
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