Modified Orientation

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  • Suggested welcoming script: “ Welcome to CLEAR’s Sales Training for Authorized Representatives . My name is __________ and I’m excited to be here in [City/Market] to share with you the great products and services that are currently available from CLEAR. Before we launch into the content, let’s do a quick round of introductions . Please tell us your name, the name of your business, and share something interesting that no one would know just by looking at you. I’ll start. [Class Introductions] Great – now let’s get into the material. I’m going to begin with some basic background info that everyone selling CLEAR should be aware of.” * Please note that time cited is a suggested estimate, and will vary depending on such factors as number and duration of breaks, number of participants, participation level and level of familiarity with the content covered. Session Time: 70 minutes*
  • CLEAR’s goal is to make sure that every customer gets the solution that is right for them. To that end, we offer several different products and many different pricing and service plans – this allows for many different combinations and therefore many different solutions.
  • “ Has anyone heard of Craig McCaw ?” The following are things to listen for in the responses, as well as a bit of company history. The facilitator is not necessarily to cover all of this info but rather to draw from it to build credibility. The points cited on the slide are sufficient unless additional discussion occurs. He took over his father’s cable company in the 1980’s and grew McCaw Cable Vision to the 20th largest cable carrier in the US. After acquiring MCI's cellular segment in 1986, McCaw sold the cable company to Cooke Cablevision (now part of Comcast). In 1994, McCaw sold Cellular One to AT&T for $11.4 billion, and the company was renamed AT&T Wireless. AT&T Wireless was sold to Cingular in 2004 to become the nation's largest wireless carrier. He then became a significant investor in Nextel Communications, and in the late 1990’s began quietly acquiring spectrum in 2.5 to 2.6 GHz range. In 2004 he acquired a company out of Dallas called Clearwire that was building service in Jacksonville, FL. Clearwire launched service there in August 2004 with Motorola’s Expedience standard (a WiMAX precursor, since the WiMAX standard was not ratified until 2005). In May 2008, Clearwire and Sprint agreed to combine their next-generation wireless broadband businesses to form a new wireless communications company. Sprint was the largest spectrum holder in the WiMAX frequencies and Clearwire was second – but neither one alone could build out a nationwide WiMAX network efficiently. Sprint’s WiMAX division was called XOHM. The new company, named Clearwire, is focused on accelerating the deployment of the first nationwide mobile WiMAX network. Five innovative technology, content and communications leaders - Intel Corporation, Google, Comcast, Time Warner Cable and Bright House Networks - have collectively invested $3.2 billion into the new company. L et’s Be CLEAR! When we introduce CLEAR to prospective customers, how we speak is just as important as what we are actually saying. With new WiMAX technology, we have new ways of talking about our innovative products and services! Our mission is clear: To provide super fast internet everywhere. So whether you’re at home, in the car, on the tram, or even riding a Ferris wheel, you can always be connected to your life online. Although the legal name of the company is “Clearwire,” the public-facing name and brand are both “CLEAR.” P ortland, OR was CLEAR’s first WiMAX market , and XOHM’s was Baltimore, MD.
  • “ Has anyone heard of Craig McCaw ?” The following are things to listen for in the responses, as well as a bit of company history. The facilitator is not necessarily to cover all of this info but rather to draw from it to build credibility. The points cited on the slide are sufficient unless additional discussion occurs. He took over his father’s cable company in the 1980’s and grew McCaw Cable Vision to the 20th largest cable carrier in the US. After acquiring MCI's cellular segment in 1986, McCaw sold the cable company to Cooke Cablevision (now part of Comcast). In 1994, McCaw sold Cellular One to AT&T for $11.4 billion, and the company was renamed AT&T Wireless. AT&T Wireless was sold to Cingular in 2004 to become the nation's largest wireless carrier. He then became a significant investor in Nextel Communications, and in the late 1990’s began quietly acquiring spectrum in 2.5 to 2.6 GHz range. In 2004 he acquired a company out of Dallas called Clearwire that was building service in Jacksonville, FL. Clearwire launched service there in August 2004 with Motorola’s Expedience standard (a WiMAX precursor, since the WiMAX standard was not ratified until 2005). In May 2008, Clearwire and Sprint agreed to combine their next-generation wireless broadband businesses to form a new wireless communications company. Sprint was the largest spectrum holder in the WiMAX frequencies and Clearwire was second – but neither one alone could build out a nationwide WiMAX network efficiently. Sprint’s WiMAX division was called XOHM. The new company, named Clearwire, is focused on accelerating the deployment of the first nationwide mobile WiMAX network. Five innovative technology, content and communications leaders - Intel Corporation, Google, Comcast, Time Warner Cable and Bright House Networks - have collectively invested $3.2 billion into the new company. L et’s Be CLEAR! When we introduce CLEAR to prospective customers, how we speak is just as important as what we are actually saying. With new WiMAX technology, we have new ways of talking about our innovative products and services! Our mission is clear: To provide super fast internet everywhere. So whether you’re at home, in the car, on the tram, or even riding a Ferris wheel, you can always be connected to your life online. Although the legal name of the company is “Clearwire,” the public-facing name and brand are both “CLEAR.” P ortland, OR was CLEAR’s first WiMAX market , and XOHM’s was Baltimore, MD.
  • YThe CLEAR Sales Method ensures that you get the most from every prospect interaction by using a consultative selling approach. 1. Engaging the Prospect Use open-ended questions, compliments, or some other type of clever opening to engage a prospect. Examples could include: Where do you use the Internet? How often are you able to access the Internet everywhere you need to? 2. Pre-Qualification Once you have your prospect hooked, be sure to pre-qualify them early in the sales process. You don’t want to spend too much time and effort convincing someone that CLEAR will meet all his/her needs only to discover he/she is outside our coverage area. 3. Asking Probing Questions Use Probing Questions to identify or uncover the prospect’s needs and identify where he/she is (Actual State) so that when you present the solution you can show them where he/she would like to be (Desired State). 4. Product Presentation/Custom Solutions Address the features, advantages, and benefits of the solution you present. The key is to present an accurate and complete solution that will meet the prospect’s real needs. The needs you have uncovered should directly relate to the benefits you present. Benefits = needs! 5. Handling Objections Remember, there are four steps to handling objections: Listen to the prospect’s objection Acknowledge the objection Explore to undercover true objection by asking clarifying questions Respond to the objection with a solution that meets the customers needs. 6. Closing the Sale Don’t wait for the prospect to ask you nicely. Ask for the sale. The three main types of closes are the assumptive close, the summary close, and the trial close. 7. Following-up and asking for referrals - Go to next slide.
  • YThe CLEAR Sales Method ensures that you get the most from every prospect interaction by using a consultative selling approach. 1. Engaging the Prospect Use open-ended questions, compliments, or some other type of clever opening to engage a prospect. Examples could include: Where do you use the Internet? How often are you able to access the Internet everywhere you need to? 2. Pre-Qualification Once you have your prospect hooked, be sure to pre-qualify them early in the sales process. You don’t want to spend too much time and effort convincing someone that CLEAR will meet all his/her needs only to discover he/she is outside our coverage area. 3. Asking Probing Questions Use Probing Questions to identify or uncover the prospect’s needs and identify where he/she is (Actual State) so that when you present the solution you can show them where he/she would like to be (Desired State). 4. Product Presentation/Custom Solutions Address the features, advantages, and benefits of the solution you present. The key is to present an accurate and complete solution that will meet the prospect’s real needs. The needs you have uncovered should directly relate to the benefits you present. Benefits = needs! 5. Handling Objections Remember, there are four steps to handling objections: Listen to the prospect’s objection Acknowledge the objection Explore to undercover true objection by asking clarifying questions Respond to the objection with a solution that meets the customers needs. 6. Closing the Sale Don’t wait for the prospect to ask you nicely. Ask for the sale. The three main types of closes are the assumptive close, the summary close, and the trial close. 7. Following-up and asking for referrals - Go to next slide.
  • YThe CLEAR Sales Method ensures that you get the most from every prospect interaction by using a consultative selling approach. 1. Engaging the Prospect Use open-ended questions, compliments, or some other type of clever opening to engage a prospect. Examples could include: Where do you use the Internet? How often are you able to access the Internet everywhere you need to? 2. Pre-Qualification Once you have your prospect hooked, be sure to pre-qualify them early in the sales process. You don’t want to spend too much time and effort convincing someone that CLEAR will meet all his/her needs only to discover he/she is outside our coverage area. 3. Asking Probing Questions Use Probing Questions to identify or uncover the prospect’s needs and identify where he/she is (Actual State) so that when you present the solution you can show them where he/she would like to be (Desired State). 4. Product Presentation/Custom Solutions Address the features, advantages, and benefits of the solution you present. The key is to present an accurate and complete solution that will meet the prospect’s real needs. The needs you have uncovered should directly relate to the benefits you present. Benefits = needs! 5. Handling Objections Remember, there are four steps to handling objections: Listen to the prospect’s objection Acknowledge the objection Explore to undercover true objection by asking clarifying questions Respond to the objection with a solution that meets the customers needs. 6. Closing the Sale Don’t wait for the prospect to ask you nicely. Ask for the sale. The three main types of closes are the assumptive close, the summary close, and the trial close. 7. Following-up and asking for referrals - Go to next slide.
  • “ Has anyone heard of Craig McCaw ?” The following are things to listen for in the responses, as well as a bit of company history. The facilitator is not necessarily to cover all of this info but rather to draw from it to build credibility. The points cited on the slide are sufficient unless additional discussion occurs. He took over his father’s cable company in the 1980’s and grew McCaw Cable Vision to the 20th largest cable carrier in the US. After acquiring MCI's cellular segment in 1986, McCaw sold the cable company to Cooke Cablevision (now part of Comcast). In 1994, McCaw sold Cellular One to AT&T for $11.4 billion, and the company was renamed AT&T Wireless. AT&T Wireless was sold to Cingular in 2004 to become the nation's largest wireless carrier. He then became a significant investor in Nextel Communications, and in the late 1990’s began quietly acquiring spectrum in 2.5 to 2.6 GHz range. In 2004 he acquired a company out of Dallas called Clearwire that was building service in Jacksonville, FL. Clearwire launched service there in August 2004 with Motorola’s Expedience standard (a WiMAX precursor, since the WiMAX standard was not ratified until 2005). In May 2008, Clearwire and Sprint agreed to combine their next-generation wireless broadband businesses to form a new wireless communications company. Sprint was the largest spectrum holder in the WiMAX frequencies and Clearwire was second – but neither one alone could build out a nationwide WiMAX network efficiently. Sprint’s WiMAX division was called XOHM. The new company, named Clearwire, is focused on accelerating the deployment of the first nationwide mobile WiMAX network. Five innovative technology, content and communications leaders - Intel Corporation, Google, Comcast, Time Warner Cable and Bright House Networks - have collectively invested $3.2 billion into the new company. L et’s Be CLEAR! When we introduce CLEAR to prospective customers, how we speak is just as important as what we are actually saying. With new WiMAX technology, we have new ways of talking about our innovative products and services! Our mission is clear: To provide super fast internet everywhere. So whether you’re at home, in the car, on the tram, or even riding a Ferris wheel, you can always be connected to your life online. Although the legal name of the company is “Clearwire,” the public-facing name and brand are both “CLEAR.” P ortland, OR was CLEAR’s first WiMAX market , and XOHM’s was Baltimore, MD.
  • “ Has anyone heard of Craig McCaw ?” The following are things to listen for in the responses, as well as a bit of company history. The facilitator is not necessarily to cover all of this info but rather to draw from it to build credibility. The points cited on the slide are sufficient unless additional discussion occurs. He took over his father’s cable company in the 1980’s and grew McCaw Cable Vision to the 20th largest cable carrier in the US. After acquiring MCI's cellular segment in 1986, McCaw sold the cable company to Cooke Cablevision (now part of Comcast). In 1994, McCaw sold Cellular One to AT&T for $11.4 billion, and the company was renamed AT&T Wireless. AT&T Wireless was sold to Cingular in 2004 to become the nation's largest wireless carrier. He then became a significant investor in Nextel Communications, and in the late 1990’s began quietly acquiring spectrum in 2.5 to 2.6 GHz range. In 2004 he acquired a company out of Dallas called Clearwire that was building service in Jacksonville, FL. Clearwire launched service there in August 2004 with Motorola’s Expedience standard (a WiMAX precursor, since the WiMAX standard was not ratified until 2005). In May 2008, Clearwire and Sprint agreed to combine their next-generation wireless broadband businesses to form a new wireless communications company. Sprint was the largest spectrum holder in the WiMAX frequencies and Clearwire was second – but neither one alone could build out a nationwide WiMAX network efficiently. Sprint’s WiMAX division was called XOHM. The new company, named Clearwire, is focused on accelerating the deployment of the first nationwide mobile WiMAX network. Five innovative technology, content and communications leaders - Intel Corporation, Google, Comcast, Time Warner Cable and Bright House Networks - have collectively invested $3.2 billion into the new company. L et’s Be CLEAR! When we introduce CLEAR to prospective customers, how we speak is just as important as what we are actually saying. With new WiMAX technology, we have new ways of talking about our innovative products and services! Our mission is clear: To provide super fast internet everywhere. So whether you’re at home, in the car, on the tram, or even riding a Ferris wheel, you can always be connected to your life online. Although the legal name of the company is “Clearwire,” the public-facing name and brand are both “CLEAR.” P ortland, OR was CLEAR’s first WiMAX market , and XOHM’s was Baltimore, MD.
  • “ Any final questions before we end the training?” Wrap the session by thanking the participants for their time and attention, and wishing them all the best of luck in their CLEAR careers.
  • Modified Orientation

    1. 1. Orientation Pinnacle Security Clear Division
    2. 2. The Future is CLEAR TM
    3. 3. So what exactly are we talking about?
    4. 4. Here’s what we are talking about. Imagine your entire city is a Wi-Fi hot spot… That’s CLEAR Think broadband speed + Wi-Fi convenience + go-anywhere coverage… That’s CLEAR
    5. 5. New WiMax Technology 4 th Generation (4G) Speed Where You Can Use It Price <ul><li>Down 600 kbps – 1.4 Mbps </li></ul><ul><li>Up 350 -800 kbps </li></ul><ul><li>Down 500 kbps – 2 Mbps </li></ul><ul><li>Up 300 kbps – 1 Mbps </li></ul><ul><li>Down 2 – 4 Mbps </li></ul><ul><li>Up 1 Mbps </li></ul><ul><li>At home or in public </li></ul><ul><li>Only in public </li></ul><ul><li>At home or in public </li></ul><ul><li>$60 - $70 per month </li></ul><ul><li>$20 - $30 per month </li></ul><ul><li>$40 - $50 per month </li></ul>3G/Cellular WiFi WiMAX
    6. 6. The Merger of $uccess
    7. 7. Oh, yeah. And there’s that $3,200,000,000 investment from a few not-so-unknown players… No. That’s not a typo. 10 digits.
    8. 8. And now Clear and Pinnacle have partnered up to bring this monetary opportunity directly to you. Clear has entered into an EXCLUSIVE door-to-door partnership with Pinnacle because of their tried and tested training program and results.
    9. 9. Pinnacle’s Advantage: The Triple Play Plus + + or + <ul><li>Traditional Triple Play </li></ul><ul><ul><li>Internet </li></ul></ul><ul><ul><li>Phone </li></ul></ul><ul><ul><li>TV </li></ul></ul><ul><li>Same features as a traditional triple play </li></ul><ul><li>Plus mobile internet </li></ul><ul><li>Plus you save $100 a month </li></ul><ul><li>Plus now you’ve upgrade to the new 4G internet </li></ul>
    10. 10. Clear will redefine the devices we use and where we use them. And the way consumers work, play, and live is now changed!
    11. 11. Clear Equipment Overview Clear USB Modem Clear Voice Adapter Clear Modem CLEAR Spot Samsung Mundi 4G/3G Card
    12. 12. And they’re not the only ones who believe… These are just a few of the manufacturers developing and producing hundreds of new WiMAX embedded devices in the next two years.
    13. 13. Clear in Chicago: <ul><li>Nov 1 st – Pre-Launch Zero Accounts </li></ul><ul><li>Month of December – approximately 15,000 </li></ul><ul><li>1,300 Towers by Feb 28th </li></ul><ul><li>Conservative market of 3.2 million accounts </li></ul>
    14. 14. With plans to cover as many as 120 million people by 2010… …how many will be YOUR customers?
    15. 15. Advertising TV, Radio, Direct Mail, Billboards – Budget $30M for 2010
    16. 18. Where do you fit? Start as an Independent Business Owner Or A full time Account Executive
    17. 23. Our future is CLEAR is yours? tm
    18. 24. Thanks for Coming!

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