Guide to Objection Handling

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Objection Handling

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Objection handling

Objection	How to respond
I’ve never heard of Cisco Breach Defense. Is Cisco new to this business? Is security a Cisco priority? I am only aware of it selling routers, switches, and so on.	Cisco has been investing significantly in improving its security solutions. The solution combines years of research and product advances into one comprehensive solution that will protect you – from the network to the DNS layer to email to the endpoint. It is backed by industry-leading Talos threat research for the ultimate responsiveness against ransomware.
We have limited budget. I’ve looked at Cisco in the past and your security products seem more expensive than other solutions.	Have you thought about financing through Cisco Capital? Financing is very flexible. You can choose to defer payments to better reflect your return on investment and begin payments when the technology is up and running. Cisco Capital assists in moving forward your investment in technology to help your business, and provides a finance solution tailored to meet your specific needs. Cisco Capital can finance the entire solution (hardware, software, services, and complementary third-party equipment). You can find out more about financing options at www.ciscocapital.com.
I already have a firewall and other great security products and services. What differentiates the Cisco solution from the products that protect me now?	Cisco believes that to reduce the risk of infections, your security measures require a portfolio-based approach rather than a single product. If you already have a Cisco firewall or AMP, you can simply add the rest of the solution to your defenses. Cisco Breach Defense uses the Cisco security architecture to protect businesses, with defenses that span from the network to the DNS layer and from email to the endpoint. It is backed by industry-leading Talos threat research for the ultimate responsiveness against ransomware. (Then go into the product talking points.)

Objection handling

Objection	How to respond
I currently have [xx] amount of Cisco security products. Won’t those protect me from malware?	Your existing security products will certainly help protect you. However, malware attacks are evolving at a rapid pace. Their attack vectors alone are increasing as malware becomes more sophisticated. Because of this, the Breach Defense solution encompasses multiple products that protect you at the DNS layer and your network, email, web, and endpoints. Combined with our industry-leading Talos threat research, having the full solution significantly decreases your chances of an attack. May I ask what products you already have deployed? (Compare and contrast with the solution product list.)
With malware attacks rapidly increasing in their volume and sophistication, there is still a chance I may be infected. What happens then?	In the worst-case scenario of an infection, dynamic segmentation with Cisco TrustSec (via Network as a Sensor and Network as an Enforcer)* can block ransomware from moving broadly once it is inside your network. This is vital in helping ensure it cannot run rampant in your network and affect a majority of systems. Cisco malware protection services (AMP + Threat Grid) provide the ability to retrospectively remove the malware from endpoints where it has been seen. This means that in a worst-case scenario, one of two endpoints might be affected during the discovery process, and then the defense in-depth approach removes the malware from endpoints where it might be sitting dormant.
What about security for branch locations?	Umbrella is integrated with Cisco SD-WAN solution to provide an initial layer of protection for locations requiring direct Internet access but also protection against ransomware. Cisco Firepower Threat Defense for ISR, including AMP, can also be activated, increasing the "HQ-level" security at the branch. These reduce WAN costs with no need to backhaul traffic.