Customer: "My network is already well-managed, I don't need the solution you are offering."
Typically when sales consultants runs into objections from customers they become dejected and feel that there's no point in pursuing certain opportunities with the customers. These are just roadblocks so don't worry, it's normal. This just means that you are not finished selling yet. Here's how you can handle objections and turn it into a million dollar deal.
Define the objection The main key is to hear them out and understand customers view point. It could be based upon false evidence or beliefs, but even so, you still have to know where are they coming from. Ask probing questions to define the real objections and the whole story, objections will stop the sale if not defined and dealt with.
Gain agreement to the definition Rephrase all the concerns and be certain that everything has been laid down on the table to make sure that no other concerns crop up after you have handled it. Ask if there's anything else bugging them, if there are more go back to step one.
Present the answer You know the objections and gained agreement to the definition now answer it confidence. Only present the benefits that will handle objections and challenge any false evidence or beliefs they had.
Close the sale Once you and your customer have agreed that all objections has been answered, you can go on to the next stage of sale by simply asking a direct question to close the deal.
Our long time partner in digital vaulting technology, Cyber-Ark, marks its 10th year anniversary with the upcoming release of Privileged Identity Management (PIM) 6.0. Quantiq is very proud to be part of Cyber-Ark's success in delivering innovative security software to its customers in the region.
PIM Suite 6.0 introduces the new On-Demand Privileges Manager™ (OPM) which expands Cyber-Ark into the superuser access control market and makes it the first vendor to provide a unified, policy-driven approach for shared-account/software-account password management (SAPM) and superuser privilege management (SUPM).
PIM 6.0 also introduces the next generation solution for automatic detection of privileged accounts, including service accounts and scheduled tasks, wherever they are used across all data centers and remote networks. This capability not only dramatically lowers implementation efforts, but also significantly reduces ongoing administration overhead by proactively adding in new devices and systems as they are commissioned, on top of increasing stability and ensuring that any privileged password change is propagated to wherever the account is used.
Call or email us now to find out more about this exciting update.
Introducing New SSH Tectia MobileID
SSH Tectia MobileID is a new authentication platform by SSH Communications Security, the forerunning provider of open-stadards-based enterprise security and managed file transfer solutions.
SSH Tectia MobileID is a strong two-factor authentication service that utilizes the most readily available authentication device, the end user’s existing mobile phone, to provide higher security and ease of use for user authentication to various enterprise services.
SSH Tectia MobileID enables organizations to activate new partners, users, or ad-hoc accounts within minutes instead of days, and removes the costs of distributing, maintaining, and replacing additional hardware such as security tokens or other devices. Two-factor authentication increases security by requiring something that the user knows (user name and password), and something that the user has (e.g. the mobile phone).
The SSH Tectia MobileID authentication platform introduces a new level of flexibility, usability and security for enterprise user authentication. It enables secure access to critical business resources, without changing business processes or requiring the user to learn or install new hardware or software. The combination of high security, high usability, and low cost of maintenance lead to improved operational efficiency and lower costs.
SSH Tectia MobileID enables strong authentication for multiple enterprise services, including file transfer portals, intranet applications, business information systems, or cloud services. In addition to mobile phone based authentication, it can also be used with other authentication solutions, such as hardware tokens, reusable SMStickets, or printable lists of one-time passwords. Its fast deployment and flexible management capabilities make SSH Tectia MobileID a powerful secure access component for SaaS (Software as a Service) and cloud services.
- Back to School: eSeminar: Evolving Security Priorities and Practices
- The Fish Market:Lumension Partners with Citrix to Advance Desktop Virtualization Security
eSeminar: Evolving Security Priorities and Practices Join this interactive panel discussion
Join Benjamin Gray, Senior Analyst at Forrester Research, and Joe Gow, Senior Director Product Management at GuardianEdge, as they explore the changing enterprise IT landscape and its effects on security priorities and practices.
Lumension Partners with Citrix to Advance Desktop Virtualization Security
Partnership Allows Citrix to Deliver a Sophisticated Approach to Application Whitelisting by Verifying Insecure Software and Applications to Help Customers Improve Security Posture and Trust within Citrix IT Environments
Scottsdale, AZ, Mar. 30, 2010
Lumension, a global leader in endpoint management and security, today announced it has forged a new partnership with Citrix Systems, a leading provider of virtualization, networking and cloud computing technologies, to extend its leading-edgeLumension® Endpoint Integrity Service (EIS) to Citrix customers. As insecure applications and software plaguing organizations with newly introduced vulnerabilities, the new partnership will allow Citrix users to validate endpoint software integrity by definitively identifying compromised or unapproved software before being deployed in Citrix desktop virtualization environments to further eliminate risks.
