Transition Networks Inc. Overview

1. Transition Networks Inc. Overview Zak Admani Regional Sales Manager UK, Ireland & Africa

2. What is Media Conversion Technology How to Spot Opportunities • Customer are installing fiber, do they have the budget for new optical equipment? Help save money • You add distant offices, will that be connected? • Moving into a new office, fiber may already exist • Upgrade the network, adding fiber only where it is needed • Anticipating network traffic levels to grow? • Factory / industrial control systems upgrades - EMI • High Security applications

3. Five Major Steps in The Selling Process • Open The Sale • Identify and Validate Needs • Presentation 4. Objection Response 5. Gain Commitment

4. Identify and Validate Needs • Open Probes - Specific Examples: • Can you tell me about your experiences with media converters? • How have you designed your network? • Can you tell me a little about your current network needs? • How are new vendors approved in your company? • What do you look for in a new supplier? • How did you decide upon your current supplier for media converters? • Can you explain how you made the decision to use media converters in your network?

5. Identify and Validate Needs • Closed Probes - Specific examples: • Have you ever used converters before? • Have you used SNMP managed converters? • Who is your current supplier for media converters? • Have you ever had problems with your current supplier? • Do you have fiber in your network? • What brand of routers/switches are you using? • Has your company ever had problems with network down time using unmanaged converters? • What kind of fiber do you have? Connectors? Distances? • Do you prefer stand alone or modular converters?

6. Identify and Validate Needs • Asking the right questions helps to determine the correct converter for your customer • Simple questions to define the right model • What is the protocol? • What type of fiber optic cable? • Singlemode dual/single fiber or multimode fiber? • What type of optical connectors? • What is the estimated distance over fiber or the attenuation? • Do you require stand alone or modular converters? • Do you require SNMP management?

7. Objection Response • Facts about objections • Many objections are given simply to see how you respond • Objections are often a request for additional information not provided in your presentation • Objections are often given for price negotiations • Objections can be emotionally charged

8. Objection Response • What to do when you encounter an objection from your customer or end user. • Step 1: Cushion (Soften) the objection • Choosing to act upon vs. react to an objection • Accepting the objection • Don’t take it personally • Find a point of agreement

9. Objection Response • Step 2: Ask clarifying questions • Find the real objection • We want to know real objection before we respond • Bring out false objections used in price negotiation • Get the customer to indicate real objection • Those objections that are unrealistic and not legitimate are: • Postponements/procrastination • Prejudice • Half-truths • Hearsay or rumors • Those objections that are realistic are: • Request for added information • Need for clarification • Clear up misunderstandings • Request for justification

10. Questions & Answers Contact us at: www.transition.com 800-526-9267 952-941-7600