Welcome

How to sell Data / Video / Phone in a Competitive Market

From

Adrian Wagoner

to

Agenda & Time Line

• Introduction• Sales Fundamentals• COX Digital Cable vs. Satellite • COX High Speed Internet vs. DSL • COX Digital Telephone vs. Phone Company• Q & A• Quiz

Total time allotted 14.5 minutes

9 minute presentation

5.5 minute Q&A and Quiz

IntroductionName: Adrian Wagoner

Position: Sales Trainer

Experience: • Sold cable services to businesses • Installed cable TV and configured networks• Sold copper phone solutions; both POTS and T1• Sold wireless service• Managed phone service to wireless towers• Owned my own company

Introducing……

Three Most Important Fundamentals of Sales • Know your products and services (basics covered today)• Know your competitions products and services• Know your customers needs and opinions

COX Digital Cable vs. Satellite

Cable TV Offers:• About 260 channels of programming• Standard service without equipment• No equipment to buy• Cable does not require a contract• No repair costs• Additional services, phone/internet• Not subject to minor weather• Average customer spends $150 less

Satellite TV offers:• About 260 channels of programming• Each TV needs a converter box• Converters as much as $400 each• 1 and 2 year contracts are normal• Repairs are not included• Additional services are not offered• Rain & snow can effect signal• Average customer spends $150 more

The Facts

COX High Speed Internet vs. DSL

Cable offers:• Speed - Up to 15Mbp / 2Mbps • National average of $45• No long term contracts• No termination fee• No distance restrictions• Fiber & Coax vs. Copper• Installed in less then an hour• Purchase bundled or separate

DSL offers:• Speed – Up to 7Mbps / 1Mbps• National average of $48• 1 to 2 year contract is standard• $200+ early termination fee• Works only within a 3 mile radius• The “last mile” is a copper solution• Installation can take several weeks• TV service is not an option

The Facts

COX Digital Telephone vs. Phone Company

Cable offers:• Lower standard price• Flat rate billing• Bundled discounts / billing• No discernable difference in

quality• Wireless integration (coming

soon)• Superior customer service

The Facts

Phone Company offers:• Higher prices• Fluctuating & confusing billing• Limited products to bundle• Average voice quality• No true integration options• Historically poor customer service

Q & A

QUIZ

1. About how many television channels does COX have?

2. What is the maximum internet speed COX offers?

3. What award did COX receive for highest customer satisfaction for residential cable TV & Phone service?

4. COX requires contracts for residential service? True or False?

5. What was your instructors name today?

"Service is the supreme commitment of life."

Warren G. Harding

Quote of the day:

Thank you for your time and attention!