Consider this probing question: How could IP telephony applications improve your business processes?
Which rationale is most applicable to this type of questioning strategy?
A.
If the customer has a clear strategy for a voice network, including executive sponsorship, it is easier to gain approval for new technologies and applications.
B.
Look for opportunities to sell IP telephony at the business ROI level by examining the way that the customer does business. A business ROI case has a better chance of success than a technology-focused ROI.
C.
Leasing improves the ROI analysis by reducing initial costs and improving cash flows. If a customer will not consider leasing, a positive ROI may be more difficult to prove.
D.
Recognizing areas where customers incur high costs with their current phone system can present opportunities for IP telephony