If your customer is already considering client virtualization, which fact should you consider?

Question

Options

• AThe customer is likely expecting you to cone in with the lowest price.
• BThe customer has already made their decision, and your job is to change their mind to go with HP.
• CThe customer has already decided that HP can only provide hardware.
• DThe customer likely has engaged a consulting and services provider to help with planning.

• A
  5% (2)
• B
  80% (35)
• C
  5% (2)
• D
  11% (5)

Explanation

Option B is correct because when a customer is "already considering" client virtualization, they have effectively committed to that technology direction - the decision of what to buy is settled. Your role as an HP sales representative shifts to winning the who: steering them toward HP's client virtualization solutions rather than a competitor's. Option A is wrong because customer intent to virtualize doesn't signal price-sensitivity - it signals they want the right solution, not the cheapest. Option C is wrong because HP offers full client virtualization solutions including software, services, and management tools, not just hardware. Option D may occasionally be true in practice, but it is not the key strategic fact a sales rep should act on - the actionable insight is that HP must compete for the deal, not that a consultant is involved. Memory tip: Think "already considering = already decided the what, now fight for the who" - your job is to make HP the answer to a question the customer has already asked.

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