Jon Garber and German Lopez answer a question about selling cloud solutions

Описание: Jonathan Garber (aka "the Master of Disaster") and German Lopez, 2 very successful cloud sales companies, discuss some potential client objections to cloud computing at Robin Robins' small mastermind group session in February 2012.

The original question being answered is: The number 1 push back we get is the buying iron argument. Most business owners have never known anything but purchasing capital equipment. The cloud is a total paradigm shift. When faced with the prospect of spending lots of money replacing their server network with a cloud system they still hold on with a steel grip to that owning a piece of hardware mentality knowing full well that the hardware is destined for the landfill in a few years. What are the most successful approaches in your experience to overcome this? We do a full ROI and show the savings but this is not enough. Their fear is overwhelming the monetary savings. There is security in the buying iron approach just like there is in that tattered baby blanket we all carried around until we were 5.