Vodavi Telenium IP User Manual page 64

Application-Based Selling
11. What is your budget for telephone systems?
A:
What budget? We typically don't plan things that way.
(Many times, companies do not allocate a set budget for their communications
. Stress the importance of having a reliable system since the telephone is his
equipment
lifeline. Upsell quality versus price.)
12. Will you be evaluating other options besides Vodavi?
A:
Sure...we're looking at a few other brands.
(Try to assess the competitive landscape. This better prepares you to overcome
customer objections. Having a sound understanding of the other manufacturers – [refer
to the competitive section], helps to overcome objections and to highlight the
competition's potential weaknesses or your strengths.)
13. Why are you looking at several vendors or brands?
A:
Well, it comes down to whoever can get me a good deal. Price is the deal breaker here.
It appears that price is important as one of his key motivators. If your product is a price
(
leader in the market, use it to your advantage. Discussion should be steered toward the
increases in productivity and effectiveness, to emphasize those benefits long-term, over
today's cost to acquire a system)
December, 2005
mobility ▪ presence ▪ collaboration ▪ convergence
IP
Vodavi Telenium Product Guide
62