soft skills_ sales presentation sample_mary wiley

PROMOTIONAL PACKAGES Bars & Restaurants

Sales Presentation Sample by:

Mary WileyInstructional Designer/Training Specialist

DIRECTV for Business™

Get the resources you need to grow your

business

■ Learn the features and benefits of three promotional package offers

■ How to sell promotional packages to new customers

■ Why new customers should choose DIRECTV over our competitors

TRAINING OBJECTIVES



business

NFL SUNDAY TICKET™

(Premium Sports Package) NHL® CENTER ICE ®

(Premium Sports Package)NBA LEAGUE PASS™

THREE PROMOTIONAL PACKAGE OFFERS



businessNFL SUNDAY TICKET™

Premium Package Features Include:■ Up to 14 NFL games every Sunday

including all out-of-market games■ Games in HD■ Game Mix■ Red Zone Channel■ Short Cuts■ Player Tracker

ONLY ON DIRECTV



business

Package Benefits for Customers Include:■ Incredible entertainment experience

■ Over 40 games a week available to watch outside local areas

■ 100% digital TV – best color, picture and clearest sound ■ Never miss a play from inside the 20 yard line (Game Mix)■ Enjoy up to 8 games at the same time (Red Zone Channel)■ See replays of entire games in less than 30 minutes

(Short Cuts)■ Track up to 18 players in real time right on the screen

(Player Tracker)




business NEW CUSTOMER PROMOTIONAL

PRICE LIST1-Pay Option(Activation by X/X/XX)

3-Pay Option (Activation by

X/X/X)Savings

PUBLIC VIEWING (Price based on the Fire Code Occupancy)

(Chart modified)

1-50 $ xxx.00 $ xx.00/mo. $ xxx.00

51-100 $ xxx.00 $ xxx.00/mo. $ xxx.00

101-200 $ x,xxx.00 $ xxx.00/mo. $ xxx.00

201-350 $ x,xxx.00 $ xxx.00/mo. $ xxx.00

351-500 $ x,xxx.00 $ x,xxx.00/mo. $ x,xxx.00

501-750 $ x,xxx.00 $ x,xxx.00/mo. $ x,xxx.00

751-1,000

$ x,xxx.00 $ x,xxx.00/mo. $ x,xxx.00

1,001-1,500

$ x,xxx.00 $ x,xxx.00/mo. $ x,xxx.00

1,501-2,000

$ x,xxx.00 $ x,xxx.00/mo. $ x,xxx.00

2,001-5,000

$ xx,xxx.00 $ x,xxx.00/mo. $ x,xxx.00

5,000-10,000

$ xx,xxx.00 $ xx,xxx.00/mo. $ xx,xxx.00

10,001+ $ xx,xxx.00 $ xx,xxx.00/mo. $ xx,xxx.00



business

Additional Benefit to Customers:■ *X Free Months of NFL SUNDAY TICKET

with premium sports package (Auto Bill Pay enrollment required) ■ Savings of over $XXX■ Includes over 180 of the best news, sports

and entertainment channels

■ Features all 5 ESPN channels and over 35 regionaland specialty sports networks

*OFFER ENDS XX/X/XX, ON APPROVED CREDIT – NEW COMMERCIAL CUSTOMERS ONLY




businessNHL® CENTER ICE ®

Premium Package Features Include:■ Up to 40 out-of-market games a

week■ Select Stanley Cup® playoff games■ Most games available in HD■ NHL Network™ for FREE■ Dual Feeds – an NHL® CENTER ICE ®

special feature



business

Package Benefits for Customers Include:■ Customers won’t find more games anywhere

else■ Over 40 games a week from outside local areas■ 100% digital TV – best color, detail and clearest

sound■ 24-hour NHL coverage available in both SD and HD

(most games)■ Choose from either the home or away broadcasts

(Dual Feeds)

NHL® CENTER ICE ®



business NEW CUSTOMER PROMOTIONAL PRICE LIST

(Existing Customers)

New Customer Offer** Savings

PUBLIC VIEWING (Price based on the estimated viewing occupancy)

(Chart modified)

1-50 $ xxx.00 $ xxx.00 $ xxx.00

51-100 $ xxx.00 $ xxx.00 $ xxx.00

101-150 $ x,xxx.00 $ xxx.00 $ xxx.00

151-200 $ x,xxx.00 $ x,xxx.00 $ xxx.00

201-350 $ x,xxx.00 $ x,xxx.00 $ xxx.00

351-500 $ x,xxx.00 $ x,xxx.00 $ xxx.00

501+ $ x,xxx.00 $ x,xxx.00 $ xxx.00

**OFFER ENDS XX/X/XX, ON APPROVED CREDIT – NEW COMMERCIAL CUSTOMERS ONLY



businessNBA LEAGUE PASS™

Promotional Package Features Include:■ Up to 40 out-of-market games a

week■ Up to 20 games available in HD

each week■ includes NBA TV and NBA TV HD for

live games■ NBA LEAGUE PASS™ STATS CENTRAL■ NBA LEAGUE PASS™ BROADBAND



business

Package Benefits for Customers Include:■ Customers can follow their favorite

teams coast to coast■ 24/7 league coverage

■ Keep scores – real-time updates, scores and stats of every game(NBA LEAGUE PASS™ STATS CENTRAL)

■ Watch multiple out-of-market games at once (NBA LEAGUE PASS™ BROADBAND)

NBA LEAGUE PASS™



business NEW CUSTOMER PROMOTIONAL

PRICE LISTExisting

CustomerNew Customer

Offer* Savings

PUBLIC VIEWING (based on FCO)

1-50$ xxx.00

$ xxx.00 $ xxx.00

51-100 $ xxx.00 $ xxx.00 $ xxx.00

101-150 $ x,xxx.00 $ x,xxx.00 $ xxx.00

151-200 $ x,xxx.00 $ x,xxx.00 $ xxx.00

201-500 $ x,xxx.00 $ x,xxx.00 $ xxx.00

501-1000 $ x,xxx.00 $ x,xxx.00 $ xxx.00

1001-2000 $ x,xxx.00 $ x,xxx.00 $ xxx.00

2001-5000 $ x,xxx.00 $ x,xxx.00 $ x,xxx.00

5001-10,000

$ x,xxx.00 $ x,xxx.00 $ x,xxx.00

10,000+ $ xx,xxx.00 $ xx,xxx.00 $ x,xxx.00

*OFFER ENDS XX/X/XX, ON APPROVED CREDIT – NEW COMMERCIAL CUSTOMERS ONLY



business

Determine Customer Needs:■ Ask inviting questions

■ What type of business establishment do you have?

■ Is television used in your business?

■ How did you hear about us (e.g., type of marketing materials they received about promotions or through word of mouth)?

■ Are they a new customer?

■ Look and listen for cues from customers that help you sell■ Bar/Restaurant = sports programing with HD access

HOW TO SELL PROMOTIONAL PACKAGES

TO NEW CUSTOMERS



businessHOW TO SELL PROMOTIONAL

PACKAGES TO NEW CUSTOMERS

Determine Customer Needs:■ Qualify the customer’s programming

needs■ How do you entertain your customers at your

bar/restaurant?

■ Ask about hardware (number of televisions and those in HD)

■ Talk in DIRECTV benefits■ Provide the features and benefits of each

promotional package (based on client needs)

■ Let them understand how DIRECTV will provide the best TV experience



businessHOW TO SELL PROMOTIONAL

PACKAGES TO NEW CUSTOMERS

Promotional

Package

Feature Benefit

X free months with subscription of premium sports package

Over 180 channel of exclusive sports. Savings of over $xxx!

Up to 40 out-of-market games a week

Customers won’t find more games anywhere else

NBA LEAGUE PASS™ STATS CENTRAL

Keep scores – real-time updates, scores and stats of every game



business

Determine Customer Needs:■ Sell a Solution

■ DIRECTV will encourage customers to come in for the best in sports – over 180 entertainment channels

■ Gets customers to stay longer – consuming more food and beverages increases profits

■ Close the Deal■ Promotional package pricing for new customers only

■ Limited time offer – state current promotional offer and ending date

HOW TO SELL PROMOTIONAL PACKAGES

TO NEW CUSTOMERS



business

The Ultimate Entertainment Experience: ■ The Most Sports – get more

customers through the door and keep them coming back

■ TV Packages for Businesses – treat your customers up to 180+ channels of the best TV entertainment

■ Marketing Tools & Support (MVP Marketing Program) – receive DIRECTV marketing tools and support to promote your business

WHY CHOOSE DIRECTV OVER COMPETITORS



business

The MVP Marketing Program provides: ■ A partnership between DIRECTV and bars/restaurants that

drives more traffic through the door:

■ Free promotional sports kits that include banners, posters and coasters

■ Ad Builder - Customized advertising options to promote businesses

■ Exclusive Sports Bar Finder mobile app for iPhones and Android phones

■ COMING SOON. Recognition for bars/restaurants as a DIRECTV subscriber through partnership with online city guides

■ Bars/restaurants will gain maximum exposure through partnership with DIRECTV

■ Online search results from sports fans will show bars/restaurants that have DIRECTV

WHY CHOOSE DIRECTV OVER COMPETITORS

DIRECTV is more than a TV provider – a teammate for businesses



business WHY CHOOSE DIRECTV

OVER COMPETITORS (Benefits of DIRECTV over Dish Network and Cable)

DIRECTV provides the best in sports entertainment programming value compared to competitors



business

What you have learned:■ The features and benefits of three

promotional packages for new customers■ NFL SUNDAY TICKET™, NHL® CENTER ICE ® and

NBA LEAGUE PASS ™ – reduced rates for new customers (promotional offer X/X/XX)

■ How to sell promotional packages to new customers■ Determine customer needs, sell the solution

and close the deal

■ Why new customers should choose DIRECTV over competitors■ The ultimate entertainment experience – the

most sports, TV package options for businesses, marketing tools and support

SUMMARY



businessAnyway you look at it, DIRECTV

is great for businessWe’ve Got Game

soft skills_ sales presentation sample_mary wiley

Documents

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business package benefits

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market games games

x free months of nfl

games available

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new customers