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Handling sales objections
Objections and Follow up
It’s too expensive
For every 1000 users, £7000 savings can be made by improving efficiency, with further savings available from improved productivity and reduced cost of downtime. A bundle of 30 credits is valued at just £5000
Why HP? I’ve invested thousands of pounds in training my own staff – I don’t need any outside help
How long, and how much does it cost to make sure your staff are sufficiently trained on all new hardware? HP designed and built the product and are therefore uniquely placed to help and advise on running it
We’ve just purchased a very expensive, resilient system; therefore I shouldn’t need any additional support. “It won’t go wrong”
80% of problems are due to people & processes – who and what they do has the biggest impact and cost
Why can’t I just have standard warranty / break fix?
Warranty / break fix only protects against hardware / software faults, and only on a “best endeavour” basis
My environment is stable and doesn’t need all the latest patches and firmware upgrades
The support can be invalid if you’re not up to the latest firmware or patch revision, which can delay the response from HP. Not keeping patches up to date can actually be the cause of the problem / outage
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