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Transition Networks Inc. Overview. Zak Admani Regional Sales Manager UK, Ireland & Africa. What is Media Conversion Technology. How to Spot Opportunities. Customer are installing fiber, do they have the budget for new optical equipment? Help save money

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Transition Networks Inc.


Zak Admani

Regional Sales Manager UK, Ireland & Africa


What is Media Conversion Technology

How to Spot Opportunities

  • Customer are installing fiber, do they have the budget for new optical equipment? Help save money
  • You add distant offices, will that be connected?
  • Moving into a new office, fiber may already exist
  • Upgrade the network, adding fiber only where it is needed
  • Anticipating network traffic levels to grow?
  • Factory / industrial control systems upgrades - EMI
  • High Security applications
five major steps in the selling process
Five Major Steps in The Selling Process
  • Open The Sale
  • Identify and Validate Needs
  • Presentation

4. Objection Response

5. Gain Commitment

identify and validate needs
Identify and Validate Needs
  • Open Probes

- Specific Examples:

      • Can you tell me about your experiences with media converters?
      • How have you designed your network?
      • Can you tell me a little about your current network needs?
      • How are new vendors approved in your company?
      • What do you look for in a new supplier?
      • How did you decide upon your current supplier for media converters?
      • Can you explain how you made the decision to use media converters in your network?
identify and validate needs1
Identify and Validate Needs
  • Closed Probes

- Specific examples:

      • Have you ever used converters before?
      • Have you used SNMP managed converters?
      • Who is your current supplier for media converters?
      • Have you ever had problems with your current supplier?
      • Do you have fiber in your network?
      • What brand of routers/switches are you using?
      • Has your company ever had problems with network down time using unmanaged converters?
      • What kind of fiber do you have? Connectors? Distances?
      • Do you prefer stand alone or modular converters?
identify and validate needs2
Identify and Validate Needs
  • Asking the right questions helps to determine the correct converter for your customer
  • Simple questions to define the right model
    • What is the protocol?
    • What type of fiber optic cable?
      • Singlemode dual/single fiber or multimode fiber?
    • What type of optical connectors?
    • What is the estimated distance over fiber or the attenuation?
    • Do you require stand alone or modular converters?
    • Do you require SNMP management?
objection response
Objection Response
  • Facts about objections
    • Many objections are given simply to see how you respond
    • Objections are often a request for additional information not provided in your presentation
    • Objections are often given for price negotiations
    • Objections can be emotionally charged
objection response1
Objection Response
  • What to do when you encounter an objection from your customer or end user.
  • Step 1: Cushion (Soften) the objection
    • Choosing to act upon vs. react to an objection
    • Accepting the objection
    • Don’t take it personally
    • Find a point of agreement
objection response2
Objection Response
  • Step 2: Ask clarifying questions
    • Find the real objection
      • We want to know real objection before we respond
      • Bring out false objections used in price negotiation
      • Get the customer to indicate real objection
    • Those objections that are unrealistic and not legitimate are:
      • Postponements/procrastination
      • Prejudice
      • Half-truths
      • Hearsay or rumors
    • Those objections that are realistic are:
      • Request for added information
      • Need for clarification
      • Clear up misunderstandings
      • Request for justification

Questions & Answers

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