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Introduction to CLEAR

Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

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Page 1: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Introductionto CLEAR

Page 2: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

ROI

What would you like to take away from today’s training?

ROI

Page 3: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Your Role Today

• Take Notes (there may be a test!)

• Ask Questions

• Keep Your Mind Open

• Think About How Selling CLEAR Can Help You Reach Your Personal Goals

Page 4: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Our Goals Today

• To share our excitement for the CLEAR sales opportunity

• To demonstrate how easy it is to sell the CLEAR solution

• To provide enough basic information to allow you to begin selling the CLEAR solution TODAY!

Page 5: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Our Objectives For This Session:

When you leave today we want you to be able to:

• Describe who CLEAR is and the services we provide• Explain the CLEAR product and plan offerings • Position CLEAR solutions against competitive offerings• Pre-qualify a prospect and enter an order through the Sales

OE Portal• Possess the confidence and motivation to begin selling

CLEAR today

Page 6: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Here is what we will talk about:

• Who we are• What we do• Our vision for this market• What sets us apart• Our products• The rate plans• How to approach customers• How to enter an order

Page 7: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

What we do…

Empower a smarter, more connected world

with the fastest, most cost-efficient, and

highest capacity 4G network – enabling

people everywhere to have the magic of the

Internet with them all of the time.

The CLEAR Mission Statement

You are part of the next big thing!

Page 8: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Who we are…Energetic young company passionate about

how people access the internet

Brain child of wireless pioneer Craig McCaw

WiMAX will cover as many as 120 million people with true broadband mobility across 80 markets by the end of 2010

Strategic investors include Intel Capital, Comcast, Sprint, Google, Time Warner Cable, and Bright House Networks

CLEAR WiMAX Launches in 2009:Portland, Atlanta, Las Vegas, Philadelphia, Chicago, Dallas,

San Antonio & Austin + Conversion markets

You are part of our big picture!

Page 9: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

CLEAR Values

CUSTOMER CENTRIC with every decisionC LOW COST in all we doL EASY TO USE at every touch pointE ALWAYS BETTER than yesterday, our competition, and our user expectations

A REALLY FAST transmission speeds, actions, and resultsR

Page 10: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

What is our vision for this market?

We will be here to help you succeed!

Page 11: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

WiMAX

• CLEAR uses a 4G technology called WiMAX

• Service areas are measured in miles, not feet

• WiMAX technology provides:– High speed of broadband service– Wide coverage, high capacity, mobility and a

single standard– Wireless rather than wired access– Secure data transmission – Less expensive than Cable or DSL and

easier to extend to new areas

You partner with a technology pioneer!

Page 12: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

CLEAR WiMAX Value Propositions

• Speed: Super fast internet everywhere

• Consistency: At home or on-the-go, CLEAR provides consistent speeds that you can rely on.

• Simplicity: Easy to install. Easy to use. We keep things CLEAR!

• Openness: CLEAR supported by robust vendor ecosystem

Propose a simple, high quality life for customers!

Page 13: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

But our biggest Value Proposition…

“CLEAR is dedicated to providing industry-setting customer service and an unparalleled sales experience.

As such, CLEAR is committed to ensuring that all sales and customer service activities are conducted in a

truthful and legally compliant manner.

CLEAR does not tolerate any dishonest or unlawful conduct, including false or misleading statements or fraud of any kind.”

Unwavering commitment to our customers!

You do the right thing!

Page 14: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Let’s Review…

• Which of the following is not a goal of today’s program?– To share our excitement for the CLEAR opportunity– To teach you to calculate how much bandwidth a customer needs– To prepare you to sell CLEAR today

• How many markets will CLEAR be in by 2010 year end?– 80 markets, covering as many as 120 million people– 35 markets, covering as many as 75 million people– 114 markets, covering as many as 185 million people

Page 15: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Let’s Review…

• Cite two of CLEAR’s value propositions– Speed (SUPER fast)– Consistency– Simplicity– Openness

Page 16: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

So What? Who Cares?

Why is this information important to you?

Why is this information important to your customers?

Page 17: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

CLEARProducts and Plans

Page 18: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

CLEAR products = Choices

Clear USB Modem

Clear Voice Adapter

Clear Modem

Clear Spot

Clear 4G+ Mobile USB

You give customers choices based on needs!

Page 19: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Clear Modem

• Provides super fast internet access via WiMAX– Average download 3-6 Mbps, bursts up to 10

Mbps– 1 Mbps upload on all plans– Unlimited usage

• Move the connection anywhere, anytime: stay online everyday

• Self-installed – no software, no technician• Use with any devices that require internet• Target market = Consumer and small

business (up to 8 employees)

You provide a simple alternative TODAY!

Page 20: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Clear Modem Installation

Optimally position with antenna facing window. Move modem slowly in quarter turns until 2-3 consistent lights.

Amaze customers with the ease of installation!

Page 21: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Clear USB Modem

• Same super fast internet you get at home on the road– Average speed of 3-6 Mbps with bursts of up to

10 Mbps– 1 Mbps upload on all plans

• Go anywhere in our coverage area• Install software and be online in 5 minutes• Works with XP/Vista/Win 7 or Mac OS• Target market = Mobile users and

home/business users

Increase efficiency for local customers!

Page 22: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Clear 4G+ Mobile USB

• WiMAX average speed of 3-6 Mbps with bursts of up to 10 Mbps– 3G speeds vary by area but average 600 Kbps to

1.4 Mbps

• First USB modem to integrate both 4G WiMAX and 3G (cellular) – Connects to CLEAR’s network when available and

3G service outside of CLEAR coverage

• Works with XP/Vista/Win 7• Target market = Mobile users who travel

outside of CLEAR’s coverage areas

Internet access nationwide!

Page 23: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Clear Spot

• Accessory that allows Wi-Fi enabled devices to access CLEAR’s WiMAX network – Using USB Modem and 4G+ only

• One-time cost of $139.99• Four-hour rechargeable battery life

– Can also run on AC power

• Target Audience: Up to 8 Users– Examples: Student study group, picnic in the park,

day at the beach, mobile coffee shop, etc.

Become a walking hotspot!

Page 24: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Clear Voice

• Plug it into your Clear Modem and talk all you want

• One low monthly service price ($25.00)• Unlimited calls to anywhere in the US,

Canada and Puerto Rico• Great low International rates• Extraordinary Features

• Target Audience: CLEAR home internet

users and small businesses

Simple, all inclusive, consumer voice solution!

Page 25: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Features

Ordinary Features

• Caller ID

• Call Waiting

• Call Forwarding

• Basic Voicemail

• Do Not Disturb

• 3-Way Calling

• E911 Compliance

• Local Number Portability

Extraordinary Features

• Remote Management

• Advanced Call Forwarding

• Simultaneous Ring

• Voicemail to E-mail

• Call Blocking

• Call Screening & Adv. DND

• Call Activity History

• Secondary Phone Numbers

Everything is included in one low price!

Page 26: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Fax & Analog Lines

• Fax machines work • LNP (Local Number Portability) available• Analog Line Devices work, including

– Credit Card Machines / DirecTV & Dish DVR– “Rule One”: Use Ethernet first– Requires *99 Dial Prefix

• Alarm systems: NOT recommended, NOT supported

Building a more robust Voice offering!

Page 27: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Requirements & Conditions

Requirements

• Existing CLEAR Broadband• Analog Phone - Preferably a

5.8 GHz Multi-Station Cordless• Minimum CINR/Cheetah ≥ 8• Call quality and RF quality are

directly related. If our customer has poor wireless signal, they will have a poor voice experience.

Conditions

• Power Required – will not work during power outages without backup power

• Dialing Restrictions• No 900/976• No inbound collect calls

• Wireless number porting available • Rate Centers must match

• White Pages listings• Ported numbers retain listing• CLEAR numbers NOT listed

Set proper expectations for customers!

Page 28: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Let’s Review…

• What is the primary function of the Clear Modem?– To provide VoIP telephone capability– To allow internet access for multiple computers at the same location– To provide internet access via WIMAX

• True or False: You can only access the Internet in CLEAR WiMAX markets?– False! You can access the Internet via 3G with the 4G+ Mobile USB

Page 29: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Let’s Review…

• Which of the following features is a Clear Voice extraordinary feature?– Call Forwarding– Do Not Disturb– Voicemail to Email– E911 Compliance

• True or False: Alarm systems are OK with Clear Voice?– False!

Adding Voice adds $$$ to your business!

Page 30: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

So What? Who Cares?

Why is this information important to you?

Why is this information important to your customers?

Page 31: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Plans and Promos

Home + Mobile + Home Voice

Simple, cost effective solutions for anyone!

Page 32: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Additional Terms

• Two-year agreement or no commitment plans– $35.00 activation on no commitment plans, including Voice– Activation waived on two-year agreements, including Voice

• ETF:

All Plans $120 pro-rated down by $4 per month

4G+ Dual Mode $200 pro-rated down by $8 per month

Voice Plan $50

• Clear Voice available with Clear Modem only

The devil is in the details – know them!

Page 33: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

CLEAR Professional Services

• Designed for customers that require value-added services from their broadband provider

• Include “professional class” features most requested by businesses and government agencies

• Provided at no additional cost over and above base rate plan

Page 34: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Features

• Static IP Address – One static IP address free of charge for each CLEAR modem (fixed modems only)

• Port Security – Usage and access can be restricted based on port number assignment of application used. Port security can be enabled in one-way or two-way configurations (fixed modems only)

• Anytime Technical Support – Available to help customers 24 hours a day, 7 days per week

Page 35: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Features

• Service Level Agreement – CLEAR Professional Services come with our commitment to quality and a robust set of service performance guarantees

• Volume Discount Policy – As customer’s broadband needs grow, they may qualify for discounts on monthly recurring charges

• Network Maintenance Notifications – Customer is notified in advance when proactive network maintenance may impact them

Page 36: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Selling and Retaining Customers

Page 37: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

The Sales Process

Close business – make $$$!

Get In

Get Interest

Get Info

Get Ink

Get Income

Get Involved

Engage the Prospect

Pre-Qualify

Ask for Referrals

Follow-up

Ask Probing Questions

Present Solutions

Handle Objections

Close the Sale

Page 38: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Get In! (Engage the Prospect)

Use a TRAFFIC GRABBER to stop them:

How do you like your _______ ? (BlackBerry or other device)

• It’s not just what you say, it’s how you say it.

• The “personality factor” cannot be overestimated in successful traffic grabbing.

Talk so they don’t walk!

Page 39: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Get Interest! (Pre-qualify)

Have an elevator pitch!

• Concise, clear summary of our products/services• Includes key customer benefits• Can be delivered in the time span of an elevator ride

(~30 seconds)

Once the prospect is ‘hooked’ – pre-qualify their address

Entice them with a pitch-perfect opener!

Page 40: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Get Info! (Probe)

Ask Probing Questions:

• “When you travel, where do you travel to?” (need for mobility)

• “For what purpose do you use the Internet?” (establish the plan)

• Make sure your questions are open-ended and lead you closer to the close.

Identify the Customer’s Gap!

Page 41: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Get Ink! (Handle Objections)

• There are four steps to handling objections:

1. Listen to prospect’s objection

2. Acknowledge the objection

3. Explore to undercover true objection

4. Respond to the objection

• We refer to this as the “LAER” process

Get to the bottom of a customer’s true objection!

Page 42: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Get Ink! (Close)

Ask for the Sale:

• Assumptive close: The customer has made a buying decision. For example, “Will that be MasterCard or Visa?”

• Summary close: Review the benefits and the package the customer is purchasing.

• Trial close: If you think the customer is ready to purchase, go ahead and ask a little earlier in the engagement.

Ask for the business – Everyone wins!

Page 43: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Get Income! (Referrals)

• Always ask for referrals• Should be considered an integral part of your overall

compensation

Grow your business – more referrals can mean more commissions!

Page 44: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Get Involved! (Follow up)

Purpose of 2.2.2.5 Tracker• Reach out at 2 day, 2 week, 2 month and 5 month time frames• Have your customers at your fingertips• Answer questions• Get referrals and customer’s unique referral code• Build relationships

Keep your business!

Page 45: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Let’s Review…

• The “Get In” step of the sales process refers to what?– Getting direct mail to the prospect’s home– Engaging the prospect– Asking probing questions– Getting referrals

• True or False: There are no referral fees paid for new Monthly customers.– FALSE!

• The purpose for the 2.2.2.5 Tracker is to…– Answer customer questions– Get referrals– Build relationships– All of the above

Simple product, simple sales process!

Page 46: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

So What? Who Cares?

Why is this information important to you?

Why is this information important to your customers?

Page 47: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

WiMAX Sales Order Entry (OE) andClearwire Queues (CQ)

Page 48: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Order Entry Process

Step 1: Login

Step 2: Pre-qualification

Step 3: Credit check

Step 4: Select service plan

Step 5: Complete the sale

Step 6: Add services

Get credit for the sale!

Page 49: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Enter Username and Password, then click “Login”

Start the order process!

Page 50: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Sales OE Training Site

Practice entering an order!

X_

Page 51: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Clearwire Queues (CQ)

• Credit Queues• Customer Lookup Tool• Inventory Audit• AR New Equipment Request• Feedback• Fraud Review

Handle exceptions and get information!

Page 52: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Inventory Audits

Do it weekly – keep your consignment!

Page 53: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Program Summary

Page 54: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

Here is what we talked about:

• Who we are• What we are• Our vision for this market• What sets us apart• Our products• The rate plans• How to approach customers• How to enter an order

Page 55: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

So, how did we do?

Our Goals Today:

• To share our excitement for the CLEAR sales opportunity

• To demonstrate how easy it is to sell the CLEAR solution

• To provide enough basic information to allow you to begin selling the CLEAR solution TODAY!

Page 56: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

So, how did we do?

What would you like to take away from today’s training?

ROI

Page 57: Introduction to CLEAR. ROI What would you like to take away from today’s training? ROI

You’re on your way –thank you for attending!