Objection Handling: Trade-Offs, Evidence, and Next-Step Proposals
Objection handling in a customer round turns concerns about cost, lock-in, multi-cloud, and compliance into testable questions. This interactive lesson practices clarifying the real driver and closing with evidence, an owner, and a date. Covers: Upfront versus long-term cost, cost of staying put, portability boundaries, multi-cloud trade-offs, compliance gap assessments, customer close template. Practice: Objection handling trade-offs. Prerequisites: Directional cost estimates and migration waves.
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The one-page directional cost summary and Wave 1 migration plan are decision artifacts, not arguments to defend. When the customer says, “This seems expensive,” “We’ll be locked in,” “We want multi-cloud,” or “Security and compliance will block this,” we need to turn the statement into a claim that evidence can confirm or challenge.
A strong response follows one loop. We restate the objection as a testable concern, ...