Cloud PBX providers and telecom operators face unique challenges when selling cloud PBX systems to potential customers. Despite growing market demand for cloud-hosted PBX solutions, sales teams regularly encounter objections about pricing, security, and reliability. Understanding what is cloud pbx and mastering objection handling techniques is crucial for closing more deals in today's competitive telecommunications market.
Perhaps this objection is the most frequent when selling Cloud PBX phone systems, so pay special attention to preparing for an answer with your team beforehand.
Your answer. If Internet or power outages occur in your office, Cloud PBX systems will continue to operate, and all features and data will be saved. If the landline phones in the office go down, mobile phones will still work, you won't miss any calls, and you can view all the information in your account remotely. In our data center, there will be no outage.
Nevertheless, if you want to be always online, you can get a backup source of connectivity that guarantees uninterrupted Internet access. As usual, companies pay an additional cost for a backup connection, which completely solves the problem.
Comment. It is crucial to show that cloud hosted PBX solutions are much better than on-premises alternatives (and they, indeed, are more secure because the professionals on the vendor's side take on maintaining the cloud-based solution).
Some clients may have concerns about potential downtime, latency, and compatibility issues. To alleviate these concerns, demonstrate how cloud pbx providers employ redundancy, backup, and recovery systems to guarantee the high reliability of your cloud pbx phone system.
This objection appears when people don't understand how cloud pbx systems work and can doubt the security just because they've heard something about it.
Your answer. Security risks are inherent when your business is online, whether in on-premises or cloud settings. While cloud pbx security has significantly advanced and continues to improve, it's a misconception that having data in the cloud means it's easily accessible to anyone on the Internet. In reality, 64% of enterprises believe cloud pbx solutions offer better security than traditional legacy systems.
Today, cloud based pbx systems satisfy the security requirements of the military, global banks, and other high-security organizations. So, using a cloud pbx system will be as secure as doing a transaction through your mobile banking app.
Comment. It's essential to show that cloud hosted pbx solutions don't have more security problems than on-premises PBX systems. You can highlight that data "in the cloud" is actually stored in a physical data center on tangible equipment. These facilities boast top-tier physical and network security.
Moreover, you can emphasize that securing on-premises servers against physical theft requires significant investment in time and resources. Comprehensive protection typically involves implementing robust security measures, including guards, mantraps, and securely locked server cages.
This objection indicates that a prospect knows little about cloud pbx systems and on-premises alternatives, and financial calculations from your side are recommended.
Your answer. In any case, you need to pay for a service. As for an on-premises PBX, you will spend a lot of resources on deploying the system. Then, paying for maintenance and updates is necessary to suit the company's development. If it fails at the most inconvenient moment while waiting for a PBX technician, you will miss calls, which means you risk losing income from sales. There's no such problem with cloud pbx solutions because cloud pbx providers take on all essential maintenance parts, and you will always access the service without outages.
Comment. Comparing cloud pbx pricing with on-premises costs is crucial because it will show a customer the difference. There's often an illusion that an on-premises PBX is cheaper: a customer thinks primarily about upfront costs and ignores the following expenses related to maintenance. Besides, on-premises solutions don't have advanced features like cloud based pbx systems.
You can encounter such an objection regarding nearly every service or product, so knowing how to show the benefits of cloud pbx phone systems definitely won't hurt you.
Your answer. It always depends on what solution you compare cloud pbx systems with. If you mean an on-premises PBX, consider who manages that hardware. Is it an in-house team or a managed service provider? Additionally, consider the on-site expenses and risks associated with hosting your infrastructure, such as power and internet redundancy, physical security, and other costs. These expenses can accumulate, particularly when hardware needs to be updated every 3-4 years.
Comment. If a client says so, they probably don't understand the value of cloud pbx solutions. So, explaining how the service will increase their revenue or save money is essential. You can focus on the following characteristics: without cloud hosted pbx systems, there's a high risk of losing money due to missed calls.
Typically, objections regarding cloud pbx systems appear when customers don't understand exactly what problems the service solves. To address such objections even more effectively, you can focus on the following approaches:
Tell about possible objections first, not waiting for customers' questions. This strategy will help you answer all questions "in advance." If prospects don't ask you directly about issues of cloud pbx security or other doubts, it doesn't mean they don't have objections.
Train your reps to answer uncomfortable questions. The most common objections in your case will be obvious when you listen to 100 potential customers and find out the most frequent questions. After that, you can form your list with objections and teach your sales reps to overcome them efficiently.
Build a reputation. The most effective way to overcome an objection is to show case studies. It's especially great to have government agencies as clients. There's always an association with credibility and security (if the government uses cloud pbx providers, this service can't offer something unsecured).
Cloud PBX is a phone system hosted in the cloud rather than on-premises. It delivers voice communication services through the internet, allowing businesses to make and receive calls without traditional hardware.
Cloud based PBX systems offer greater flexibility, scalability, and cost-effectiveness compared to traditional on-premises solutions. They require minimal upfront investment and provide automatic updates and maintenance.
The best Cloud PBX for small business depends on specific needs, but key factors include pricing, features, reliability, and customer support. Look for providers offering cloud pbx for small business packages with scalable solutions.
Yes, Cloud PBX pricing typically offers better value through predictable monthly costs, no hardware investments, automatic updates, and reduced IT overhead compared to traditional PBX systems.
Modern Cloud PBX solutions include advanced features like auto-attendants, call routing, voicemail-to-email, mobile integration, analytics, and CRM integration that aren't available in basic on-premises systems.
The objections about Cloud PBX systems often stem from misconceptions and outdated perceptions. You can always address these concerns with factual information and highlight the numerous advantages of Cloud hosted PBX solutions. The main advantage in this case is saving revenue as all calls won't go unanswered.
As Cloud PBX providers continue to innovate and improve their services, the gap between cloud and on-premises solutions will only widen in favor of cloud-based systems. By mastering these objection-handling techniques and understanding what is Cloud PBX, your sales team can confidently address concerns and close more deals.
Perhaps this objection is the most frequent when selling Cloud PBX phone systems, so pay special attention to preparing for an answer with your team beforehand.
Your answer. If Internet or power outages occur in your office, Cloud PBX systems will continue to operate, and all features and data will be saved. If the landline phones in the office go down, mobile phones will still work, you won't miss any calls, and you can view all the information in your account remotely. In our data center, there will be no outage.
Nevertheless, if you want to be always online, you can get a backup source of connectivity that guarantees uninterrupted Internet access. As usual, companies pay an additional cost for a backup connection, which completely solves the problem.
Comment. It is crucial to show that cloud hosted PBX solutions are much better than on-premises alternatives (and they, indeed, are more secure because the professionals on the vendor's side take on maintaining the cloud-based solution).
Some clients may have concerns about potential downtime, latency, and compatibility issues. To alleviate these concerns, demonstrate how cloud pbx providers employ redundancy, backup, and recovery systems to guarantee the high reliability of your cloud pbx phone system.
This objection appears when people don't understand how cloud pbx systems work and can doubt the security just because they've heard something about it.
Your answer. Security risks are inherent when your business is online, whether in on-premises or cloud settings. While cloud pbx security has significantly advanced and continues to improve, it's a misconception that having data in the cloud means it's easily accessible to anyone on the Internet. In reality, 64% of enterprises believe cloud pbx solutions offer better security than traditional legacy systems.
Today, cloud based pbx systems satisfy the security requirements of the military, global banks, and other high-security organizations. So, using a cloud pbx system will be as secure as doing a transaction through your mobile banking app.
Comment. It's essential to show that cloud hosted pbx solutions don't have more security problems than on-premises PBX systems. You can highlight that data "in the cloud" is actually stored in a physical data center on tangible equipment. These facilities boast top-tier physical and network security.
Moreover, you can emphasize that securing on-premises servers against physical theft requires significant investment in time and resources. Comprehensive protection typically involves implementing robust security measures, including guards, mantraps, and securely locked server cages.
This objection indicates that a prospect knows little about cloud pbx systems and on-premises alternatives, and financial calculations from your side are recommended.
Your answer. In any case, you need to pay for a service. As for an on-premises PBX, you will spend a lot of resources on deploying the system. Then, paying for maintenance and updates is necessary to suit the company's development. If it fails at the most inconvenient moment while waiting for a PBX technician, you will miss calls, which means you risk losing income from sales. There's no such problem with cloud pbx solutions because cloud pbx providers take on all essential maintenance parts, and you will always access the service without outages.
Comment. Comparing cloud pbx pricing with on-premises costs is crucial because it will show a customer the difference. There's often an illusion that an on-premises PBX is cheaper: a customer thinks primarily about upfront costs and ignores the following expenses related to maintenance. Besides, on-premises solutions don't have advanced features like cloud based pbx systems.
You can encounter such an objection regarding nearly every service or product, so knowing how to show the benefits of cloud pbx phone systems definitely won't hurt you.
Your answer. It always depends on what solution you compare cloud pbx systems with. If you mean an on-premises PBX, consider who manages that hardware. Is it an in-house team or a managed service provider? Additionally, consider the on-site expenses and risks associated with hosting your infrastructure, such as power and internet redundancy, physical security, and other costs. These expenses can accumulate, particularly when hardware needs to be updated every 3-4 years.
Comment. If a client says so, they probably don't understand the value of cloud pbx solutions. So, explaining how the service will increase their revenue or save money is essential. You can focus on the following characteristics: without cloud hosted pbx systems, there's a high risk of losing money due to missed calls.
Typically, objections regarding cloud pbx systems appear when customers don't understand exactly what problems the service solves. To address such objections even more effectively, you can focus on the following approaches:
Tell about possible objections first, not waiting for customers' questions. This strategy will help you answer all questions "in advance." If prospects don't ask you directly about issues of cloud pbx security or other doubts, it doesn't mean they don't have objections.
Train your reps to answer uncomfortable questions. The most common objections in your case will be obvious when you listen to 100 potential customers and find out the most frequent questions. After that, you can form your list with objections and teach your sales reps to overcome them efficiently.
Build a reputation. The most effective way to overcome an objection is to show case studies. It's especially great to have government agencies as clients. There's always an association with credibility and security (if the government uses cloud pbx providers, this service can't offer something unsecured).
Cloud PBX is a phone system hosted in the cloud rather than on-premises. It delivers voice communication services through the internet, allowing businesses to make and receive calls without traditional hardware.
Cloud based PBX systems offer greater flexibility, scalability, and cost-effectiveness compared to traditional on-premises solutions. They require minimal upfront investment and provide automatic updates and maintenance.
The best Cloud PBX for small business depends on specific needs, but key factors include pricing, features, reliability, and customer support. Look for providers offering cloud pbx for small business packages with scalable solutions.
Yes, Cloud PBX pricing typically offers better value through predictable monthly costs, no hardware investments, automatic updates, and reduced IT overhead compared to traditional PBX systems.
Modern Cloud PBX solutions include advanced features like auto-attendants, call routing, voicemail-to-email, mobile integration, analytics, and CRM integration that aren't available in basic on-premises systems.
The objections about Cloud PBX systems often stem from misconceptions and outdated perceptions. You can always address these concerns with factual information and highlight the numerous advantages of Cloud hosted PBX solutions. The main advantage in this case is saving revenue as all calls won't go unanswered.
As Cloud PBX providers continue to innovate and improve their services, the gap between cloud and on-premises solutions will only widen in favor of cloud-based systems. By mastering these objection-handling techniques and understanding what is Cloud PBX, your sales team can confidently address concerns and close more deals.
Perhaps this objection is the most frequent when selling Cloud PBX phone systems, so pay special attention to preparing for an answer with your team beforehand.
Your answer. If Internet or power outages occur in your office, Cloud PBX systems will continue to operate, and all features and data will be saved. If the landline phones in the office go down, mobile phones will still work, you won't miss any calls, and you can view all the information in your account remotely. In our data center, there will be no outage.
Nevertheless, if you want to be always online, you can get a backup source of connectivity that guarantees uninterrupted Internet access. As usual, companies pay an additional cost for a backup connection, which completely solves the problem.
Comment. It is crucial to show that cloud hosted PBX solutions are much better than on-premises alternatives (and they, indeed, are more secure because the professionals on the vendor's side take on maintaining the cloud-based solution).
Some clients may have concerns about potential downtime, latency, and compatibility issues. To alleviate these concerns, demonstrate how cloud pbx providers employ redundancy, backup, and recovery systems to guarantee the high reliability of your cloud pbx phone system.
This objection appears when people don't understand how cloud pbx systems work and can doubt the security just because they've heard something about it.
Your answer. Security risks are inherent when your business is online, whether in on-premises or cloud settings. While cloud pbx security has significantly advanced and continues to improve, it's a misconception that having data in the cloud means it's easily accessible to anyone on the Internet. In reality, 64% of enterprises believe cloud pbx solutions offer better security than traditional legacy systems.
Today, cloud based pbx systems satisfy the security requirements of the military, global banks, and other high-security organizations. So, using a cloud pbx system will be as secure as doing a transaction through your mobile banking app.
Comment. It's essential to show that cloud hosted pbx solutions don't have more security problems than on-premises PBX systems. You can highlight that data "in the cloud" is actually stored in a physical data center on tangible equipment. These facilities boast top-tier physical and network security.
Moreover, you can emphasize that securing on-premises servers against physical theft requires significant investment in time and resources. Comprehensive protection typically involves implementing robust security measures, including guards, mantraps, and securely locked server cages.
This objection indicates that a prospect knows little about cloud pbx systems and on-premises alternatives, and financial calculations from your side are recommended.
Your answer. In any case, you need to pay for a service. As for an on-premises PBX, you will spend a lot of resources on deploying the system. Then, paying for maintenance and updates is necessary to suit the company's development. If it fails at the most inconvenient moment while waiting for a PBX technician, you will miss calls, which means you risk losing income from sales. There's no such problem with cloud pbx solutions because cloud pbx providers take on all essential maintenance parts, and you will always access the service without outages.
Comment. Comparing cloud pbx pricing with on-premises costs is crucial because it will show a customer the difference. There's often an illusion that an on-premises PBX is cheaper: a customer thinks primarily about upfront costs and ignores the following expenses related to maintenance. Besides, on-premises solutions don't have advanced features like cloud based pbx systems.
You can encounter such an objection regarding nearly every service or product, so knowing how to show the benefits of cloud pbx phone systems definitely won't hurt you.
Your answer. It always depends on what solution you compare cloud pbx systems with. If you mean an on-premises PBX, consider who manages that hardware. Is it an in-house team or a managed service provider? Additionally, consider the on-site expenses and risks associated with hosting your infrastructure, such as power and internet redundancy, physical security, and other costs. These expenses can accumulate, particularly when hardware needs to be updated every 3-4 years.
Comment. If a client says so, they probably don't understand the value of cloud pbx solutions. So, explaining how the service will increase their revenue or save money is essential. You can focus on the following characteristics: without cloud hosted pbx systems, there's a high risk of losing money due to missed calls.
Typically, objections regarding cloud pbx systems appear when customers don't understand exactly what problems the service solves. To address such objections even more effectively, you can focus on the following approaches:
Tell about possible objections first, not waiting for customers' questions. This strategy will help you answer all questions "in advance." If prospects don't ask you directly about issues of cloud pbx security or other doubts, it doesn't mean they don't have objections.
Train your reps to answer uncomfortable questions. The most common objections in your case will be obvious when you listen to 100 potential customers and find out the most frequent questions. After that, you can form your list with objections and teach your sales reps to overcome them efficiently.
Build a reputation. The most effective way to overcome an objection is to show case studies. It's especially great to have government agencies as clients. There's always an association with credibility and security (if the government uses cloud pbx providers, this service can't offer something unsecured).
Cloud PBX is a phone system hosted in the cloud rather than on-premises. It delivers voice communication services through the internet, allowing businesses to make and receive calls without traditional hardware.
Cloud based PBX systems offer greater flexibility, scalability, and cost-effectiveness compared to traditional on-premises solutions. They require minimal upfront investment and provide automatic updates and maintenance.
The best Cloud PBX for small business depends on specific needs, but key factors include pricing, features, reliability, and customer support. Look for providers offering cloud pbx for small business packages with scalable solutions.
Yes, Cloud PBX pricing typically offers better value through predictable monthly costs, no hardware investments, automatic updates, and reduced IT overhead compared to traditional PBX systems.
Modern Cloud PBX solutions include advanced features like auto-attendants, call routing, voicemail-to-email, mobile integration, analytics, and CRM integration that aren't available in basic on-premises systems.
The objections about Cloud PBX systems often stem from misconceptions and outdated perceptions. You can always address these concerns with factual information and highlight the numerous advantages of Cloud hosted PBX solutions. The main advantage in this case is saving revenue as all calls won't go unanswered.
As Cloud PBX providers continue to innovate and improve their services, the gap between cloud and on-premises solutions will only widen in favor of cloud-based systems. By mastering these objection-handling techniques and understanding what is Cloud PBX, your sales team can confidently address concerns and close more deals.
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