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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*
  • 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*
  • “ 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.
  • 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*
  • 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.
  • 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*
  • 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*
  • Clearwire’s simultaneous ring feature acts like a find me/follow me feature. Your phone at home rings and every other phone you set up will ring at the same time, you can hook in multiple numbers so even the kids or spouse number will ring.
  • Clearwire’s voicemail to email eliminates multiple voice mail boxes and is called unified messaging. This allows you to archive voice mail messages indefinitely, forward voice mail to others and the sort messages by party.
  • 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*
  • 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*
  • In this training you will learn how to: login into the Order Entry, or OE, system, pre-qualify a customer’s address, run a check credit (which determines the level of service that can be offered), select a service plan , complete the order (be sure to ask for referrals) and add services to an existing customer's account. FACILITATOR NOTE: If a live demonstration of the OE system is planned for the training session, be sure to present all of the slides first – then do the demo. This way, the participants will have gotten an overview of the key information and you can refer back to the slides throughout the demonstration.
  • The first step in entering an order is accessing the order entry portal. You can do this by going to your Favorites and selecting the pre-loaded one named “Sales,” or by simply entering https://sales.clearwire.com in your web browser. The Sales OE homepage will be displayed. Once you are on the order entry portal login screen, you will need to enter your username and password. In your first few days at Clearwire, you should have received an email from the Helpdesk referencing your OE username and password (which happen to be the same as for access to BOSS). If you have reason to believe you have not received your login credentials, send an email to the Helpdesk requesting them.
  • Clearwire’s order entry portal is used by all channels of distribution in all markets to access information and process orders. The landing page is designed to provide access to key tools Clearwire has to assist Sales partners. As our markets migrate from Expedience to WiMAX, changes will occur on the landing page to change the branding from Clearwire to Clear. Once you have logged on, confirm that you are logged on properly by looking for your name in the upper right portion of the page. You have two options for processing an order: “Start New Order” or “Add Services”. For any new customers, click on “Start New Order”. For existing customers who are adding services (for example, ClearVoice) or accessories click on the “Add Services” button. This home page has several other helpful tools: Cheetah – This is the tool used to determine if a customer has adequate signal at their home. Signal strength will range from -10 to 35. The Cheetah system will state whether the signal strength is adequate for broadband or voice service. Cheetah scores should be run for all ClearVoice customers. Once you click on the Cheetah link, enter the MAC address of the Clear device you are testing signal on then click the “Get Score” button. You can check a Cheetah score from any computer and over the phone. Cheetah provides lots of information but the key to signing a new customer up is the Cheetah score (a minimum of 1 is required). A Cheetah score is required for a Manual Override (MOR) – your market sets the minimum score. Training Materials – This links to the training site so you can access additional training materials. Refer a Friend – This is a link to input prospects for your customers. The “ Corporate Web Site ” links on the left-hand side are all related to www.clearwire.com . For partners in WiMAX markets the consumer-facing web site is www.clear.com , so those partners should not use the links under the “Corporate Web Site” section. Coverage Areas takes Sales partners to links for coverage area maps on the www.clearwire.com web site. The www.clear.com web site has a link for WiMAX coverage, but the WiMAX coverage maps are more generic than the Expedience maps. Support takes partners to the Support page on www.clearwire.com where they can access FAQs, chat with a specialist or get the 888-Clearwire number. The 2.2.2.5 Tracker takes partners to a tool where they can look up which customers they are scheduled to call – 2 days after the sale, 2 weeks after the sale, 2 months after the sale, and 5 months after the sale. CQ Tracker – “Customer Queue” is a Clear system designed to help facilitate manual processes such as a credit override, manual activations, and digital voice MOR activations. You can find CQ training materials via the “Market Support” link on the Clearwire Portal.
  • Now let’s look at processing new orders and adding products to existing accounts. Click on Start New Order for customers who have not signed up for previous Clear accounts. Through this link you can sell all services. The very first step, however, is always to pre-qualify a customer's service address.
  • The first step in determining a prospect’s eligibility for service is to check our address pre-qualification system . Partners simply enter the full street address and zip code. Partners should ask the prospect which floor they live on if they are in an apartment or business complex, as in some cases different floors will/won’t pre-qualify for service. Select whether the customer wants to view all plans (and do a credit check) or simply view “no commitment” plans. Plans with two-year agreements and qualifying promotions require a credit check. WiMAX combo, shared mobile and business plans all have two-year agreements and thus require a credit check. The pre-qual tool looks at three elements when determining if service can be delivered at a specific address: Latitude/longitude coordinates based on address entered: If the system cannot find one, it will give the user the opportunity to correct the address. If it still comes back “not found”, the user can try to find the location on a map and check service. Distance threshold – CLEAR pre-qualifies addresses within a ½ to 1½ mile radius from our towers, depending on the threshold set for each segment. If customers are even .001 of a mile further, they do not pre-qualify. RF propagation test – CLEAR’s RF engineers build an RF Propagation map into our system based on assumed coverage and drive tests. The RF Propagation test looks at the assumed signal strength a prospect would receive off of the tower and whether that signal strength is adequate to deliver consistent, reliable internet service. RF engineers identify “hot” and “cold” spots within our coverage that may or may not deliver service ( note – Field reps generally call these “bright” and “blind” spots respectively ). The system looks at the address and if the signal is not adequate the customer does not pre-qualify. In some instances, a “hot” spot may not have been identified and if it looks like the prospect should have coverage a partner can do a drive test to see if the prospect is a MOR candidate. The candidate needs to meet the distance threshold, the Cheetah score requirement and follow the market guidelines.
  • If the prospect passes the address pre-qualification, the next step is the credit check . There are three ways to check credit: Residential check Business check Business as Individual When checking credit as an individual, you need to collect their birth date and social security number (SSN). If the customer refuses to provide their social security number, you can enter the information required in all other fields and enter “999-99-9999” for their social. If all of the other fields match appropriately (name, address, phone, date of birth) the system may return a valid credit check. When checking credit as a business, you must enter the business name and tax identification number. When you select the “Business as Individual” option, you must enter the person’s SSN instead of a tax identification number.
  • In this example, the system could not validate the address. The partner should select one of the listed options then click “Check Availability” or else click “Find Address on a Map”. The latter pulls up a Google map, and once the partner has positioned the red pointer they click “Check Location” and the pre-qual tool attempts to check if service is available there. The system will return various errors if the address does not pre-qualify. Possible system response messages include: We were unable to validate your address. Try entering the information again, contacting 888-Clearwire, or visiting your local Clearwire retail location to assist in your request. There was a problem connecting to the prequalification server! Please try again. Thank you for your interest in Clearwire, however, we currently do not offer service in the location you entered. If you would like to be contacted when service is available, please fill out the fields below. We were unable to validate your address. Try entering the information again, contacting 888-Clearwire, or visiting your local Clearwire retail location to assist in your request. Thank you for your interest in Clearwire, however, we currently do not offer service in the location you entered. If you would like to be contacted when service is available, please fill out the fields below. Clearwire is offered near your address, however to ensure great service, a Clearwire technician should validate the signal quality. Contact your local Clearwire store and request a site visit. Clearwire is coming soon to your area! We are actively working to complete our network in your neighborhood. Please fill out the fields below to get priority notification when Clearwire is available. Your address does not qualify for Clearwire Broadband Service. Your address qualifies for Clearwire Broadband Service. Your address qualifies for service. Your address does not currently qualify for service.
  • In this example, the system could not validate the address. The partner should select one of the listed options then click “Check Availability” or else click “Find Address on a Map”. The latter pulls up a Google map, and once the partner has positioned the red pointer they click “Check Location” and the pre-qual tool attempts to check if service is available there. The system will return various errors if the address does not pre-qualify. Possible system response messages include: We were unable to validate your address. Try entering the information again, contacting 888-Clearwire, or visiting your local Clearwire retail location to assist in your request. There was a problem connecting to the prequalification server! Please try again. Thank you for your interest in Clearwire, however, we currently do not offer service in the location you entered. If you would like to be contacted when service is available, please fill out the fields below. We were unable to validate your address. Try entering the information again, contacting 888-Clearwire, or visiting your local Clearwire retail location to assist in your request. Thank you for your interest in Clearwire, however, we currently do not offer service in the location you entered. If you would like to be contacted when service is available, please fill out the fields below. Clearwire is offered near your address, however to ensure great service, a Clearwire technician should validate the signal quality. Contact your local Clearwire store and request a site visit. Clearwire is coming soon to your area! We are actively working to complete our network in your neighborhood. Please fill out the fields below to get priority notification when Clearwire is available. Your address does not qualify for Clearwire Broadband Service. Your address qualifies for Clearwire Broadband Service. Your address qualifies for service. Your address does not currently qualify for service.
  • In this example, the system could not validate the address. The partner should select one of the listed options then click “Check Availability” or else click “Find Address on a Map”. The latter pulls up a Google map, and once the partner has positioned the red pointer they click “Check Location” and the pre-qual tool attempts to check if service is available there. The system will return various errors if the address does not pre-qualify. Possible system response messages include: We were unable to validate your address. Try entering the information again, contacting 888-Clearwire, or visiting your local Clearwire retail location to assist in your request. There was a problem connecting to the prequalification server! Please try again. Thank you for your interest in Clearwire, however, we currently do not offer service in the location you entered. If you would like to be contacted when service is available, please fill out the fields below. We were unable to validate your address. Try entering the information again, contacting 888-Clearwire, or visiting your local Clearwire retail location to assist in your request. Thank you for your interest in Clearwire, however, we currently do not offer service in the location you entered. If you would like to be contacted when service is available, please fill out the fields below. Clearwire is offered near your address, however to ensure great service, a Clearwire technician should validate the signal quality. Contact your local Clearwire store and request a site visit. Clearwire is coming soon to your area! We are actively working to complete our network in your neighborhood. Please fill out the fields below to get priority notification when Clearwire is available. Your address does not qualify for Clearwire Broadband Service. Your address qualifies for Clearwire Broadband Service. Your address qualifies for service. Your address does not currently qualify for service.
  • Now let’s look at processing new orders and adding products to existing accounts. Click on Start New Order for customers who have not signed up for previous Clear accounts. Through this link you can sell all services. The very first step, however, is always to pre-qualify a customer's service address.
  • If the prospect passes the address pre-qualification, the next step is the credit check . There are three ways to check credit: Residential check Business check Business as Individual When checking credit as an individual, you need to collect their birth date and social security number (SSN). If the customer refuses to provide their social security number, you can enter the information required in all other fields and enter “999-99-9999” for their social. If all of the other fields match appropriately (name, address, phone, date of birth) the system may return a valid credit check. When checking credit as a business, you must enter the business name and tax identification number. When you select the “Business as Individual” option, you must enter the person’s SSN instead of a tax identification number.
  • If the prospect passes the address pre-qualification, the next step is the credit check . There are three ways to check credit: Residential check Business check Business as Individual When checking credit as an individual, you need to collect their birth date and social security number (SSN). If the customer refuses to provide their social security number, you can enter the information required in all other fields and enter “999-99-9999” for their social. If all of the other fields match appropriately (name, address, phone, date of birth) the system may return a valid credit check. When checking credit as a business, you must enter the business name and tax identification number. When you select the “Business as Individual” option, you must enter the person’s SSN instead of a tax identification number.
  • The pre-qualification tool will show which options are available based on the credit check results . In this example, the customer has a credit check result of “N” which requires that they select a “No Commitment” plan.
  • Review slide – this is a summary of the previous information in table form.
  • CLEAR customers sign a two-year agreement unless they select the month-to-month “No Commitment” plan. If a customer cancels service after the first five business days, then they are responsible for an early termination fee (or “ETF”) . The fee starts at $120 in the first month and decreases by $4 each month . Make sure your customers are aware that they are signing a contract and if they elect to cancel early they will be charged a termination fee. Here is a summary of the WiMAX cancellation policy: Customer Cancels Within Seven Days Customer must speak to Account Services No ETF Monthly service/usage, activation and equipment will be refunded fully upon receipt of the returned equipment Customer must call within seven days of receiving the equipment at POS or seven days of UPS showing that the equipment was delivered Customer Cancels After Seven Days but less than 31 Days Customer must speak to Account Services No ETF Restocking fee of $20.00 will be applied to the account upon receipt of the returned equipment Equipment will be refunded fully upon receipt of the returned equipment Customer must call within 30 days of receiving the equipment at POS or 30 days of UPS showing that the equipment was delivered Customer Cancels after 30 Days Customer must speak to Account Services ETF applicable (if there is an agreement term) No refund on service, activation fee or equipment Restocking fee will not be applicable when the ETF applies
  • For the purposes of this session, we are not going to cover every possible service plan and product combination through their respective order entry process flows. In order to give you a high-level understanding of the OE system, we will focus on one or two common examples only.
  • As we just saw a couple slides ago, once the customer has been fully pre-qualified the system will display this screen, citing the various plan options that are available to this customer. Clicking on one of the “Start Order” buttons kicks off the service ordering process. For the following example, we have clicked the button for Fixed Consumer .
  • Once you select the appropriate plan type, you must scroll down and determine the options the customer wants. Based on what plan (or combo) you select at the top, only the relevant options will be displayed. Under each plan, there are three equipment plan options : Purchase from CLEAR, Lease from CLEAR, or Activation Only/Customer Owned [equipment]. The purchase price for the Clear Modem is $175.00 and for the Clear USB Modem is $49.99. The only product available for lease is the Clear Modem, and the lease price is $4.99 per month. Partners should check to make sure any hardware the consumer brings in to activate has been cleared in the system to be activated. Partners can do this through their local Customer Service Representative or through Customer Care at 888-888-3113. Once you select the equipment plan options, you can choose to add the hardware protection plan and or the security plan to the order. As you continue to scroll down, the order entry system shows the accessories available on the order. The accessories are limited based on the product type, and not all accessories are listed with each option.
  • If the customer requests a month-to-month plan , there is a link on the right-hand side of the Service Plans screen.
  • The rep should now select the appropriate Combo type before moving on to select specific plan options.
  • Because we chose to see all plan types, the system defaulted to a two-year contract. The system will show applicable discounts when appropriate. Many partners will use the order entry process to up-sell services to the customer such as our Hardware Protection Plan and Security Suite. This is a great time to tell customers about these programs and get them added.
  • This section of the screen focuses on provisioning the hardware and ensuring the appropriate partner and location receive credit for the sale. Verify your name and location so you get the proper credit. On the right-hand side of the screen is a summary of all charges related to the customer’s order. The fees are broken down into monthly charges and one-time charges. Be sure to review these options and charges with the customer. Next you want to provision the hardware by entering the various MAC addresses. If you do not have the hardware on-hand, you will need to have it shipped to the customer for a fee. Make sure you enter the MAC address correctly for each hardware item. Double-check your entries for typographical errors before continuing. The screen for MAC addresses is generated based on which packages and options have been selected. For example, if a customer only signs up for the Clear Modem, then the only option shown will be to enter a MAC address for the Clear Modem. Once you have completed the entry of all the data, click next. Important notes: Five or more activations under one customer require direct shipping. A flat rate of $9.95 is charged for shipping, regardless of the number of physical boxes that CLEAR sends.
  • Once you have completed provisioning the hardware, you begin collecting the customer information necessary to set up the account. And always remember to ask for a referral !
  • You start by asking for their first and last name – you probably already have this information, but now is the time to confirm the proper spellings. This information will pre-populate if you completed a credit check at the beginning of the order process. CLEAR requires two phone numbers to set up an account. This is necessary for CLEAR to contact the customer if we have any issues with their account. Most customers have two numbers they can use – common options include their cell phone, an office phone, spouse’s cell phone, or even parents’ home phone. Remember that one of the highest causes for churn is non-pay. If we are easily able to contact your customers, we can get issues resolved more effectively. You can use the customer’s service address as the shipping and billing address . In most cases this is what is done but be sure to ask as we will be validating the billing address for their credit card and you need to make sure that it is correct. CLEAR invests in marketing in each new and existing market where we have service. Identifying successful marketing avenues can help you grow you business because CLEAR will invest in the most effective media. Make sure to ask your customer how they heard about CLEAR (we know that you sold them the service, but if there was any media that helped them to make their decision please note it here).
  • Once you have entered the customer’s basic information, we need to collect their billing data . CLEAR accepts credit cards and debit cards through the order entry system. CLEAR prefers credit cards over debit cards (because there is more volatility in balances on debit accounts). CLEAR collects payment once a month on the anniversary of their sign up – for example, if they sign up for service on January 15, we will charge their card on the 15 th of each subsequent month. Regarding the credit card security code: For Visa/MasterCard and Discover it is on the back of the card and is 3 digits For AMEX it is on the front and is 4 digits There’s a pop-up reminder of this info in the system if you click on “example”:
  • When CLEAR processes payment, we do two holds on the account: The first hold is for $1.00 to verify that the information entered is correct and that it matches the information the banking institution has on file – such as the name on the account, the zip code, the account number, the security code and the expiration date. If any of the entered information is incorrect, the system will ask you to check the data provided and make corrections. If you make corrections and click “Next”, the system will put another $1.00 hold on the card. When the order is placed, the system will put a second hold on the card for the amount of the purchase or $20 (whichever is greater) . In states where sales tax is accessed, the hold will include a 15% estimate for broadband only orders and a 20% estimate for broadband and voice combo orders. If a taxable address is part of a non-taxable market, no tax estimate will be assessed. Example: Part of Washington state is included in the Portland market. These areas are taxable, but due to their Market association tax estimates are not calculated at the point-of-sale. Be sure to let the customer know we are putting these authorization holds on their card. CLEAR does NOT hold the pre-authorizations. The customer’s Financial Institution (i.e., the bank that issued the credit/debit card) has internal rules that determine the length of time a pre-authorization remains on a customer’s bank account. Holds are released by CLEAR as soon as the purchase is made but it is up to the bank to fully release the hold and that timeframe typically ranges from one to seven days. We do allow payments via cash at our Retail locations, and customers can also pay via Western Union and QPay.
  • Now that we have set up their billing, we need to set up their security information . CLEAR customers have an account on www.clear.com under “My Account” – they can go there to manage their account, set up their email accounts, make billing changes, and set up ClearVoice service. At this point in the order, you set up their account name and log in information. Have the customer select an account name – most customers use their first and last name, but sometimes this combination is taken (the system will let you know if the account name is already in use). Once they have selected their account name, we ask for an alternate email address – this is the address we will use to send them any special offers or information on their promotion so make sure to get a current and correct email address . Have the consumer enter a password and confirm it – the password needs to be between 4 and 8 letters, numbers, periods or dashes. Let them know that they can always log onto MyAccount and change their password at any time.
  • Depending on which services the customer has signed up for, they will have anywhere from one to three different terms and conditions they will need to accept. The major terms and conditions involve our broadband service. Remind them that they are signing a two-year agreement and that there is an early termination fee of $120 that decreases by $4.00 each month they are on our service. If they have leased the equipment and they lose it there is an equipment replacement fee of $175. This is also a good time to ask them about the Hardware Protection Plan which they can add for only $3.99 per month, but be clear that it does not cover loss or theft.
  • Once they agree to the terms and conditions you can review the full order with the customer. Make sure they understand each item they are signing up for. Review the pricing cited along on the right-hand side with them so they fully understand both their monthly and one-time charges.
  • The Order Complete screen will provide you with the Order ID and the Customer ID – these are good numbers for the customer to note. If you are near a printer, print the customer a copy for their file and keep one for yours so you can easily follow up. This is the time to ask the customer for any referrals they may be able to provide. Remember that there is a “Refer a Friend” link on the main OE page (right after you log in). IMPORTANT NOTE: In order to receive credit for any referrals, Sales reps should not use the “Refer a Friend” link cited on this screen.
  • The final step we will discuss is the scenario of adding services to an existing customer account.
  • In addition to asking for referrals on a follow-up call, Sales partners have an opportunity to sell additional services and accessories . When adding ClearVoice service or other services (or even accessories) to an existing customer, you need to start the OE process by clicking on the “Add Services” button.
  • Adding services allows a customer to have multiple hardware solutions on a single billing account . The account will provide all of their billing details on one summarized invoice. In addition to the single bill, the benefit to the customer is that there is only one credit check . The multiple accounts apply to additional Clear Modems and/or Clear USB Modems, as well as ClearVoice.
  • In order to add accounts to a customer, you will need to ask them for their MyAccount username and the last four digits of customer’s billing method . Once you have entered this information, click on “Login.” If the customer does not have administrative account access, you will receive an error message stating that “ You do not have sufficient privileges to add services to this customer account ”. If this occurs, check with the account holder to determine who does have administrative account access. Let’s take a look at one example of adding a service – ClearVoice.
  • Once logged in, the system will show you which options are available. For example, if this were a Mobile customer only (Clear USB Modem) you would not be able to add ClearVoice to the account. Only Clear Modem accounts can support ClearVoice service. Once you select the desired option, the standard OE flow that we covered earlier begins. To continue with this particular example, let’s look at some of the specific things related to ordering ClearVoice.
  • When you choose to add ClearVoice to an account, you will next be asked to select the specific ClearVoice plan desired, as well as any secondary phone numbers and the local number to be ported over to CLEAR (if applicable).
  • You will now need to enter the MAC address for the ClearVoice Adapter, and select the adapter model . The MAC address is available on the outside of the box or the bottom of the Adapter device itself. Make sure to enter this information correctly.
  • You will need to enter the customers 911 address. This information is broken down into separate fields in the OE system in order to ensure 100% accuracy. The best way to be certain that the consumer gives you accurate information is to look at one of their current utility bills and use the address information cited on that bill. The information submitted in this section will be provided to public safety officials in the event of an emergency. It is absolutely crucial that you review this with the customer to verify this information is accurate. What is the difference between “911” and “E911”? When an individual dials 911 , the information that the phone system passes to a 911 answering point frequently contains only the billing address of the location and NOT the exact location (e.g., building 222, room 416) where the call originated. Sometimes it simply provides the telephone number of the caller. Enhanced 911 (or E911 ) service is a North American telecommunications-based system that automatically associates a physical address and as much additional detail as possible (floor number, room number, etc.) with the calling party's telephone number, and routes the call to the most appropriate Public Safety Answering Point (PSAP) for that address. The caller’s address and information is displayed to the PSAP call taker immediately upon call arrival. This provides emergency responders with the exact location of the emergency without the person calling for help having to provide it. This is often useful in times of fires, break-ins, kidnapping, and other events where communicating one's location is difficult or impossible.
  • The system does check the address to determine if it is valid. If the address submitted for 911 is submitted incorrectly or is unrecognizable an error message will be displayed. If this occurs, correct the address and resubmit. If you are having trouble qualifying an address you might be missing a prefix or suffix. Search for the address at www.usps.com and resubmit the address as it appears on that site. If you continue to have trouble, this will force the address into manual review by our outsourced 911 vendor. This review happens behind the scene and you will be able to continue with the order. They will do everything they can to match the address to the 911 database. In most cases, the issue is resolved in two to three business days.
  • In addition to the standard Terms and Conditions of service, the customer must also acknowledge the limitations of 911 service. Review this with your customer before proceeding. One of the key elements to cover is that the phone service is dependent on power. In the event of a power outage, the customer may not be able to dial 911. Another very important point is that if the customer moves or uses the service in a different location, they must verify the 911 address we have on file and update this address. This is crucial – if, for example, they take their Clear Modem and ClearVoice Adapter to their mother’s house and are using our digital phone service from there and dial 911, the emergency personnel will go to their service address, not their Mom’s house. Make sure the consumer understands this limitation and their responsibility to change the system address. Customer proprietary network information (CPNI) is the data collected by telecommunications companies about a consumer's telephone calls. It includes the time, date, duration and destination number of each call, the type of network a consumer subscribes to, and any other information that appears on the consumer's telephone bill. Telemarketers working on behalf of telephone companies, attempting to either win back a customer or upsell a customer with more services, must ask the customer's consent before accessing the billing information or before using that information to offer an upsell or any change of services. Usually this is done at the beginning of a call from the telemarketer to the telephone subscriber.
  • Review content on slide.
  • The Electronic Letter of Agency (eLOA) must be completed by any consumer who wants to port a number. They need to read it completely, and the customer will need to initial all of the boxes to acknowledge that CLEAR will be taking over the service. Their name and address will pre-populate on the form, but they will need to enter the last four digits of their Social Security Number or their birth date as verification of the port request. For CLEAR to port their number, they will also need to transfer all of their current service types (local service, local toll, long distance and International toll) by simply selecting “Mark All” to check each box. The customer must enter their name, the current date and agree to the terms.
  • 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*
  • Setup is pretty easy. Plug everything into the right place and unlike this picture, the ATA must be plugged into power… Setting up clearwire’s internet phone service has four easy steps: Step One Connect the WAN port on the Internet phone adapter to the Ethernet port on the Clearwire modem using an Ethernet cable. Step Two Connect the PC port on the Internet phone adapter to the Ethernet port on the computer using an Ethernet cable. Step Three Connect the telephone to the Phone port 1 on the Internet phone adapter with a standard telephone cable. Step Four Connect the power (not shown) A couple things to remember : Broadband connectivity and power is required for service. Clearwire Internet phone Service will not work during power outages without a backup power solution Customer’s should not take advantage of the portability of their wireless service if they need phone service at home at all times. Dialing Restrictions No 900/976 No inbound collect calls Faxing, DVR and satellite system support is not available at this time.
  • 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*
  • 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*
  • 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*
  • 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.
  • “ 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.
  • Full Training

    1. 1. Clear Training
    2. 2. <ul><li>Welcome to Clear! </li></ul><ul><li>Why you’re here! </li></ul><ul><li>Company Background </li></ul><ul><li>WiMax Recap </li></ul><ul><li>Clear Recap </li></ul>
    3. 3. Why are you here? <ul><li>Great Compensation </li></ul><ul><li>Advancement Opportunities </li></ul><ul><li>Cutting Edge Technology / Product </li></ul><ul><li>Incredible Market Share Potential </li></ul><ul><li>Industry Support and Investments </li></ul><ul><li>Part of one of the Leading Door-to-Door Direct Sales Teams in the Country! </li></ul>
    4. 4. <ul><li>Intel </li></ul><ul><li>Google </li></ul><ul><li>Time Warner </li></ul><ul><li>Comcast </li></ul><ul><li>Bright House </li></ul><ul><li>Golden Gate Capital </li></ul><ul><li>Sprint </li></ul><ul><li>Clearwire </li></ul>Clear WiMax Investors?
    5. 5. The Merger of $uccess
    6. 6. 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
    7. 7. Who is Clear? <ul><li>A company formed by the partnership of Sprint and Clearwire </li></ul><ul><li>The owner and leader of the new Wi-Max 4G home & mobile internet. </li></ul><ul><li>Major investors include: Comcast, Time Warner, Intel, Google </li></ul><ul><li>Already successfully launched Portland, Las Vegas, Atlanta, Philadelphia and now Chicago. </li></ul><ul><li>Clear Vision Video </li></ul><ul><li>Clear in the News </li></ul><ul><li>Clear Beer Commercial </li></ul><ul><li>Clear Sprinkles Commercial </li></ul><ul><li>Clear Bubbles Commercial </li></ul><ul><li>Clear Speed Test </li></ul><ul><li>Clear Testimonial </li></ul>
    8. 8. <ul><li>Signal </li></ul><ul><li>Understanding Towers </li></ul><ul><li>Chicago Coverage Area </li></ul><ul><li>Getting the best signal </li></ul>
    9. 9. Tower Facts <ul><li>Towers have a three mile reach </li></ul><ul><li>There gaps between signal pies </li></ul><ul><li>Many tower overlap to create strong coverage areas </li></ul><ul><li>Build new towers each day </li></ul><ul><li>Lease space on existing cell towers </li></ul>
    10. 10. Our Market Our Market share is located Chicago, IL, which means we instantly have over 7.9 million leads.
    11. 11. <ul><li>Clear Equipment </li></ul><ul><li>Home Modem </li></ul><ul><li>Mobile Card </li></ul><ul><li>4G/3G Card </li></ul><ul><li>Clear Voice </li></ul><ul><li>Samsung Mondi </li></ul>
    12. 12. Clear Equipment Overview Clear USB Modem Clear Voice Adapter Clear Modem CLEAR Spot Samsung Mundi 4G/3G Card
    13. 13. WiMAX 4G Modem (Home) The ‘Home’ Modem is a Motorola wireless modem that requires a WiMAX signal and common household 110v power supply. offers an unlimited* use and lightning fast speeds in 3 different packages. Faster Home – DL: Up to 6Mbps UL: Up to 1Mbps Fast Home – DL: Up to 3Mbps UL: Up to 1Mbps Basic Home – DL: Up to 1Mbps UL: Up to 500Kbps - Each service plan receives two email accounts. Pick 2 or Pick 3 bundles receive four email accounts. * Restrictions may apply. Download speeds and monthly usage limits are subject to the provisions of CLEAR’s Terms of Service and Acceptable Use Policy.
    14. 14. WiMAX 4G USB Modem (Mobile) The ‘Mobile’ Modem is a Motorola wireless USB modem that requires a WiMAX signal and a powered USB port. offers unlimited* and limited use plans that enable the user super fast internet service anywhere in the coverage area from 3 different packages. Unl. Mobile – DL: Up to 6Mbps UL: Up to 1Mbps Use: Unlimited* 2G Mobile – DL: Up to 6Mbps UL: Up to 1Mbps Use: 2GB Day Pass – DL: Up to 6Mbps UL: Up to 1Mbps Use: Unlimited for 24 hours - Each service plan receives two email accounts. Pick 2 or Pick 3 bundles receive four email accounts. * Restrictions may apply. Download speeds and monthly usage limits are subject to the provisions of CLEAR’s Terms of Service and Acceptable Use Policy.
    15. 15. WiMAX 4G + 3G Mobile Modem (4G+Mobile Internet) * Restrictions may apply. Download speeds and monthly usage limits are subject to the provisions of CLEAR’s Terms of Service and Acceptable Use Policy. Clear 4G + Mobile gives you high-speed WiMAX on-the-go everywhere in coverage and 3G mobile internet all across the U.S. 4G – DL: No Speed Cap* UL: Up to 1Mbps 3G – DL: 600 Kbps to 1.4 Mbps UL: 350 Kbps to 500 Kbps
    16. 16. VOIP – Phone Router (Clear Voice) * Restrictions may apply. Download speeds and monthly usage limits are subject to the provisions of CLEAR’s Terms of Service and Acceptable Use Policy. Clear Voice offers unlimited* local and long distance calling to anywhere in the U.S.A., Canada, and Puerto Rico. The Voice system utilizes the super fast speed of the Home Modem and includes 25 FREE features such as voicemail, caller ID, Simultaneous ring, and Audio file voicemail just to name a few. DL: Up to 3Mbps UL: Up to 1Mbps
    17. 17. Clear Spot – Mobile Network * Restrictions may apply. Download speeds and monthly usage limits are subject to the provisions of CLEAR’s Terms of Service and Acceptable Use Policy. <ul><li>Accessory that allows Wi-Fi enabled devices to access CLEAR’s WiMAX network </li></ul><ul><li>. Four-hour rechargeable battery life </li></ul><ul><ul><li>Can also run on AC power </li></ul></ul><ul><li>One-time cost of $139 </li></ul>
    18. 18. Problem: Wi-Fi Devices Inability To Connect to the Internet <ul><li>Nearly one billion Wi-Fi enabled devices cannot connect to the Internet at any given time, being outside the range of an accessible Wi-Fi access point </li></ul><ul><li>WiMAX and cellular networks may be present, but utilize different radio type </li></ul>
    19. 19. Solution: CLEAR Spot Personal Hotspot <ul><li>Creates Wi-Fi access point with Clear USB Modem </li></ul><ul><li>Allows any Wi-Fi device to connect anywhere in CLEAR service area </li></ul>
    20. 20. Samsung Mondi Top Features <ul><li>High-speed Internet Access with WiMAX and WiFi coverage to keep up with entertainment, news, sports, and business </li></ul><ul><li>4.3&quot; sharp and clear LCD screen for video viewing and TV-Out option to view on your home TV </li></ul><ul><li>Outlook syncing for viewing and editing files on the go </li></ul><ul><li>Multiple Messaging Options, including Text Messaging, IM, and Picture Messaging </li></ul><ul><li>Touchscreen Interface for quick and easy to email, schedule and internet access </li></ul><ul><li>Route 66 Navigation with pre-loaded maps </li></ul><ul><li>Customizable Widgets </li></ul>
    21. 21. Samsung Mondi Top Features <ul><li>The Mondi provides the best of both worlds with a wide range of features that span the spectrum of work and play, the Mondi is sure to become an integral part of your day to day life. </li></ul><ul><li>FOR WORK: </li></ul><ul><li>Microsoft ® Office on board for viewing and editing Excel and Word documents and reviewing Powerpoint and PDF files </li></ul><ul><li>Built in business card reader to keep your contacts current </li></ul><ul><li>App store access for downloading Windows productivity application to get the latest news, stay organized and keep up with the stocks </li></ul><ul><li>FOR PLAY: </li></ul><ul><li>High-speed internet access for web surfing, downloading media, send pictures and video </li></ul><ul><li>App store access for buying the latest games and entertainment applications </li></ul><ul><li>3.0 Megapixel camera to snap and record memories </li></ul><ul><li>microSD™ memory card (up to 32GB) for file storage </li></ul><ul><li>TV-Out capability for viewing videos on your home television </li></ul>
    22. 22. <ul><li>Clear Pricing </li></ul><ul><li>Chicago Promotional Pricing </li></ul><ul><li>Chicago Business Pricing </li></ul><ul><li>Device Pricing </li></ul><ul><li>Samsung Mondi Pricing </li></ul>
    23. 23. Chicago Promotional Pricing Home Internet Mobile Internet Basic Home DL: Up to 1Mbps UL: Up to 500Kbps Unlimited Usage $25/mo 2GB Mobile DL: Up to 6Mbps UL: Up to 1Mbps 2GB Usage, $10/Add’l GB $35/mo Fast Home DL: Up to 3Mbps UL: Up to 1Mbps Unlimited Usage $30/mo Day Pass DL: Up to 6Mbps UL: Up to 1Mbps Unlimited Usage for 24 Hrs $10/day Faster Home DL: Up to 6Mbps UL: Up to 1Mpbs Unlimited Usage $45/mo Unlimited Mobile DL: Up to 6Mbps UL: Up to 1Mbps Unlimited Usage $45/mo Clear Voice Unlimited Local and LD $25/mo 4G+ Mobile Internet 3G/4G $70/mo Combinations Promo Pick 2 Unlimited Choose Home+Mobile, Mobile+Mobile or Home+Clear Voice DL: No Speed Cap UL: Up to 1Mbps Unlimited Usage/Unlimited Local and LD $65/mo $55/mo For Life Pick 3 Unlimited Choose Home + Clear Voice + Mobile or Home+Mobile+Mobile (only Philly) DL: No Speed Cap UL: Up to 1Mbps Unlimited Usage/Unlimited Local and LD $85/mo $75/mo For Life Voice Bundle Fast Home + Clear Voice DL: Up to 3Mbps UL: Up to 1Mbps $55/mo $50/mo for 12 mo
    24. 24. Business Pricing Office Internet Mobile Internet Fast Office* DL: Up to 4Mbps UL: Up to 1Mbps Unlimited Usage $55/mo Professional 2GB Mobile DL: Up to 6Mbps UL: Up to 1Mbps 2GB Usage, $10/Additional GB $40/mo Faster Office** DL: No Speed Cap UL: Up to 1Mbps Unlimited Usage $75/mo Professional Unlimited Mobile DL: No Speed Cap UL: Up to 1Mbps Unlimited Usage $50/mo Clear Voice Unlimited Local and LD $25/mo 4G+ Mobile Internet 3G/4G Dual Mode $70/mo OFFICE: * Includes up to 4 email accounts ** Includes up to 8 email accounts Additional email accounts: $3/account (Office and Mobile) 15 GB Shared Mobile DL: Up to 6Mbps UL: Up to 1Mbps 15 GB Shared Usage, $10/Additional GB Includes 2 Users and Emails $100/mo MOBILE: All Mobile include up to 2 email accounts Additional 15GB Users added for $22.50/user Additional 30GB Users added for $20/user 30 GB Shared Mobile DL: Up to 6Mbps UL: Up to 1Mbps 30 GB Shared Usage, $10/Additional GB Includes 2 Users and Emails $120/mo Included Professional Class Services <ul><ul><li>1 static IP (Office Internet only) </li></ul></ul><ul><ul><li>Port Security (Office Internet only) </li></ul></ul><ul><ul><li>Dedicated 24x7 800# </li></ul></ul><ul><ul><li>Business Service Level Agreement (SLA) </li></ul></ul><ul><li>Planned Maintenance Advance Notification </li></ul><ul><li>Access to Volume Discount Program </li></ul><ul><li>Access to Sales Engineers for in-field Professional Class Solution Support </li></ul>
    25. 25. ClearVoice Pricing <ul><li>ETF does not pro-rate down over time </li></ul><ul><li>Clear Voice Adapter: Regular price $50 + Instant rebate $35 = $15 </li></ul>Bundle Sale Add-On Sale No-Contract Contract No-Contract Contract Monthly Service Cost $25 $25 $25 $25 Activation Fee $0 $0 $35 $10 Phone Adapter $15 $15 $15 $15 Early Termination Fee $0 $50 $0 $50
    26. 26. Device pricing <ul><li>$10 Off Promo for the Clear Modem and USB </li></ul><ul><li>$100 off Promo for Mondi </li></ul><ul><li>BYOD (buy, embedded) can waive the activation fee for a 2 yr contract </li></ul>2 Yr Contract Lease No Contract MSRP No Contract Promo Clear Modem $4.99/mo $69.99 $10 Off (Reg $79.99) Clear USB $4.99/mo $49.99 $10 Off (Reg $59.99) 4G+ USB $5.99/mo $224.99 N/A Mondi N/A $349.99 $100 Off (Reg $449.99) Activation Fee Waived $35 $35 Accessories Clear Voice Adapter $15 Clear Spot $139.99
    27. 27. Samsung Mondi <ul><li>Device Sales Price </li></ul><ul><li>$349.99…price drop from $449.99 </li></ul><ul><li>User cannot purchase a Mondi in a CLEAR store without service activation </li></ul><ul><li>User can walk into a CLEAR store with a device and get activated for service </li></ul><ul><ul><ul><li>Commission paid based on standard service activation compensation plans                                                                          </li></ul></ul></ul><ul><li>  Rate Plan Offer: </li></ul><ul><li>$ 10 off/mo Mobile Standalone plans for 6 months </li></ul><ul><ul><ul><li>2GB Mobile </li></ul></ul></ul><ul><ul><ul><li>Pick 1 Mobile </li></ul></ul></ul><ul><li>Discount applied during account creation </li></ul><ul><li>Offer valid until 1/31/10 </li></ul><ul><li>Mondi can be activated on other mobile plans, including Pick 2 plans, however special Mondi discount only applies to Pick 1 and 2GB Mobile plans </li></ul><ul><li>HPP (Hardware Protection Program) is not available for Mondi </li></ul><ul><ul><li>Mondi comes with Samsung’s 1yr manufacturer warranty </li></ul></ul><ul><li>  </li></ul><ul><li>Activation Fee: </li></ul><ul><li>$35 w/o contract </li></ul><ul><li>Fee waived with 2-yr contract </li></ul><ul><li>Channels: </li></ul><ul><li>Mondi is available through CLEAR Retail, B2B Teams, Web & Telesales </li></ul><ul><li>Samsung sells directly to authorized retailers and national retail (i.e. Best Buy) </li></ul>Special Mondi Offers Pick 1 Unlimited Choose Home or Mobile DL: Unlimited UL: 1Mbps Unlimited Usage $10 off/mo for the 1 st 6 months 2GB Mobile DL: 4Mbps UL: 1Mbps 2GB Usage, $10/Add’l GB $10 off/mo for the 1 st 6 months Mondi may be activated on ANY mobile rate plans, including Pick 2 . Special offer ONLY applies to Pick 1 and 2GB Mobile plans Limited Market Availability <ul><li>The Mondi is only available for sale in the following markets: </li></ul><ul><li>Atlanta </li></ul><ul><li>Las Vegas </li></ul><ul><li>Portland </li></ul><ul><li>Chicago </li></ul><ul><li>Philadelphia </li></ul>
    28. 28. <ul><li>Clear Voice </li></ul><ul><li>Pricing Brochures </li></ul><ul><li>Door Hangers </li></ul><ul><li>Posters </li></ul><ul><li>Recruiting Flyers </li></ul><ul><li>Business Cards </li></ul><ul><li>Welcome Email </li></ul>
    29. 29. ClearVoice What is ClearVoice? A simple telephone service using broadband instead of an old-fashioned phone line Clear Old Phone Company Works with Regular Analog Phones Yes Yes Unlimited Local Calling Yes Yes Full Basic Feature Set & Free Voicemail Yes No Advanced Features (web control, Find-Me, etc) Yes No Unlimited Long Distance Yes No Transmission Medium Broadband Copper Minimal Fees & Taxes Yes - $2-6 mo. No - $12-16 mo.
    30. 30. ClearVoice Local Calling Area <ul><li>Entire United States </li></ul><ul><ul><li>Including Alaska & Hawaii </li></ul></ul><ul><li>All of Canada </li></ul><ul><li>Puerto Rico </li></ul>
    31. 31. Included & Required Equipment <ul><li>In the Box </li></ul><ul><ul><li>ClearVoice Adapter </li></ul></ul><ul><ul><li>Power Adapter </li></ul></ul><ul><ul><li>Ethernet Cable </li></ul></ul><ul><ul><li>Quick Start Guide </li></ul></ul><ul><li>Requirements (not included) </li></ul><ul><ul><li>High-Speed Internet </li></ul></ul><ul><ul><li>Telephone and cable (RJ-11) </li></ul></ul><ul><ul><li>Computer with internet access </li></ul></ul><ul><ul><ul><li>Required to activate, not to make or receive phone calls </li></ul></ul></ul>Linksys 2102 (ClearVoice Adapter) Ethernet Cable Power Cable Quick Start Guide
    32. 32. Fax & Analog Lines <ul><li>Fax machines work across all markets </li></ul><ul><li>Analog Line Devices work, including </li></ul><ul><ul><li>Credit Card Machines / DirecTV & Dish DVR </li></ul></ul><ul><ul><li>“ Rule One”: Use Ethernet first </li></ul></ul><ul><ul><li>Requires *99 Dial Prefix </li></ul></ul><ul><li>Alarm systems: NOT recommended, NOT supported </li></ul>
    33. 33. Features <ul><li>Ordinary Features </li></ul><ul><li>Caller ID </li></ul><ul><li>Call Waiting </li></ul><ul><li>Call Forwarding </li></ul><ul><li>Basic Voicemail </li></ul><ul><li>Do Not Disturb </li></ul><ul><li>3-Way Calling </li></ul><ul><li>E911 Compliance </li></ul><ul><li>Local Number Portability </li></ul><ul><li>Extraordinary Features </li></ul><ul><li>Remote Management </li></ul><ul><li>Advanced Call Forwarding </li></ul><ul><li>Simultaneous Ring </li></ul><ul><li>Voicemail to E-mail </li></ul><ul><li>Call Blocking </li></ul><ul><li>Call Screening & Adv. DND </li></ul><ul><li>Call Activity History </li></ul><ul><li>Portability </li></ul><ul><li>Secondary Phone Numbers </li></ul><ul><li>Phone Number Management </li></ul>
    34. 34. Simultaneous Ring <ul><li>Operates Like Find Me/Follow Me </li></ul><ul><li>One Number per Person </li></ul><ul><li>Power and Control </li></ul>Your Phone Number (425) 555-1234 CELL PHONE PRIMARY WORK PHONE HOTEL PHONE HOME OFFICE HOME
    35. 35. Voicemail to Email <ul><li>Voicemail in your e-mail </li></ul><ul><li>Eliminate multiple voicemail boxes </li></ul><ul><li>A.K.A. “Unified Messaging” </li></ul><ul><li>Treat voicemail like e-mail </li></ul><ul><ul><li>Archive voicemail indefinitely </li></ul></ul><ul><ul><li>Sort voicemail by party instead of date </li></ul></ul><ul><ul><li>Forward voicemail to colleagues & others with ease </li></ul></ul>* Electronic Fax capability targeted Q4-09 Your E-mail Inbox E-mail Voice Mail Fax* Outlook Outlook Express Thunderbird
    36. 36. Still a Residential Product <ul><li>We are missing some or all of the following business features: </li></ul><ul><li>Second line on single ClearVoice Adapter </li></ul><ul><li>Multiple lines on multiple ClearVoice Adapters </li></ul><ul><li>Business phones (IP Phones) </li></ul><ul><li>4-Digit extension dialing </li></ul><ul><li>Hunt groups </li></ul><ul><li>Automatic Call Distribution </li></ul><ul><li>IVR (Interactive Voice Response) </li></ul><ul><li>White Pages listings </li></ul><ul><ul><li>Ported numbers retain listing </li></ul></ul><ul><ul><li>Clear numbers NOT listed </li></ul></ul><ul><li>Still works great for single user “Prosumer” or single user business </li></ul>
    37. 37. Local Number Portability <ul><li>LNP can be order through MyAccount at anytime </li></ul><ul><li>Temporary number is provided while the port is processing </li></ul><ul><li>Electronic Letter of Authorization (eLOA) is required to start the port </li></ul><ul><li>On port date, temporary number is removed and number is ported in </li></ul>
    38. 38. Completing the eLOA <ul><li>Customer must read and agree to Electronic Letter of Authorization (eLOA) </li></ul><ul><li>Must be completed in five days from port order date </li></ul>
    39. 39. <ul><li>Clear Collateral </li></ul><ul><li>Pricing Brochures </li></ul><ul><li>Door Hangers </li></ul><ul><li>Posters </li></ul><ul><li>Recruiting Flyers </li></ul><ul><li>Business Cards </li></ul><ul><li>Welcome Email </li></ul>
    40. 40. Pricing Brochures Consumer Pricing Brochure Professional Pricing Brochure
    41. 41. Door Hangers & Posters Door Hanger AFrame Poster 2 Sided Lollipop Poster
    42. 42. Flyers & Business Cards
    43. 43. Orientation Flyers
    44. 44. <ul><li>Clear Internet & Voice Sign Up Process </li></ul><ul><li>Logging In </li></ul><ul><li>Address Pre-qualification </li></ul><ul><li>Soft Credit Check </li></ul><ul><li>Select Service Plan </li></ul><ul><li>Business Cards </li></ul><ul><li>Welcome Email </li></ul>
    45. 45. Logging In 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
    46. 46. http://sales.clearwire.com Enter Username: id6829 Enter Password: clearXid6829 “Login” Id6829 clearXid6829
    47. 47. Sales Portal For new customers, click “Start New Order” Verify you are logged in correctly Add additional services to existing customer Cheetah scores & Training Materials Your Name Here
    48. 48. Address Pre-Qualification 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
    49. 49. Address Signal Pre-Qualification To verify customer is in a serviceable market, enter their complete primary service address Select “credit check” option or “no commitment” option as appropriate * Click “Search” to continue * All Business rate plans require a credit check!
    50. 50. Address Qualifies Your Name Here
    51. 51. Error: No Clearwire Service <ul><li>If you get this error message and you are inside the home with a signal then do the following: </li></ul><ul><li>Perform a Cheetah test </li></ul><ul><li>If score is 18 you will need to do a manual override by having your team lead call the MOR hotline. </li></ul>Do not fill this out. Unless you want t
    52. 52. Error: Can’t Validate Address First check to make sure everything is spelled correctly. If it is, you will need to contact your team lead for a manual override. If you don’t know address for certain – go to “Find Address on a Map”
    53. 53. Error: Multiple Address Options Possible address matches appear and are selectable - click on one of the radio buttons for submission to pre-qual If one of the choices is not the prospect’s address, address can be adjusted and resubmitted Ensure you select the right address! If you don’t know address for certain – go to “Find Address on a Map” Your Name Here
    54. 54. Soft Credit Check 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
    55. 55. Soft Credit Check Enter nine 9’s in for the social security. As long as you have the address and birth date correct, most of the time you will not need their SS# Note: “Business as Individual” checks SSN instead of Tax ID Your Name Here
    56. 56. Credit Qualifies
    57. 57. Credit Fails Non-passing scores of D, E, & N must select a “No Commitment” plan Your Name Here
    58. 58. Credit-Based Plans Credit Check Response Activation Fee: No Commitment Activation Fee: 2-yr Contract Clear Modem Clear USB Modem Eligible for Promotions? A $35.00 $0.00 Lease: $4.99/mo Purchase: $79.99 Lease: $4.99/mo Purchase: $59.99 Yes on 2-yr Contract B $35.00 $0.00 Yes on 2-yr Contract C $35.00 $0.00 Yes on 2-yr Contract D $35.00 Not Eligible Not Eligible E $35.00 Not Eligible Not Eligible N $35.00 Not Eligible Not Eligible * Customer has a fraud alert on their identify. This must be verified by the fraud team – request a Manual Review via a CQ ticket.
    59. 59. ETF <ul><li>Begins at $120 </li></ul><ul><li>Decreases by $4 each month over life of contract </li></ul><ul><li>No ETF for “No Commitment” plans </li></ul>Months Completed 0 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 ETF ($) 120 116 112 108 104 100 96 92 88 84 80 76 72 68 64 60 56 52 48 44 40 36 32 28
    60. 60. Select Service Plan 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
    61. 61. Service Type After address is verified, available plan options will be shown - click on one of the “Start Order” buttons to begin Once customer is qualified, available plans are displayed
    62. 62. Select Plan Options Choose Plan (or Choose Combo) <ul><li>Choose Plan Options </li></ul><ul><li>Equipment </li></ul><ul><li>Contract length </li></ul><ul><li>Security and hardware add-ons </li></ul>Add Features and Accessories (not shown) and then review with customer Add Voice service
    63. 63. Change to M2M Plans If a month-to-month plan is needed, click here to display those options
    64. 64. Combo Packages Select Combo type Choose plan options under “Home” or “Mobile”
    65. 65. Lease or Purchase Equipment When contract length is selected (if applicable) the activation fee discount will be cited Select to lease or purchase the equipment. Check the box for hardware protection if they select that as an option.
    66. 66. Provisioning Hardware Enter the MAC ID address found on the back of the box. Verify your name and location so you get credit for the sale Your Name Here
    67. 67. Complete the Sale Step 4: Select service plan Step 6: Add services Step 1: Login Step 2: Pre-qualification Step 3: Credit check Step 5: Complete the sale
    68. 68. Customer Information Check the boxes if the address for billing and shipping are the same as the address above. Verify all valid customer information. This should automatically pull through. Leave all of the rest of the information blank and click “next”.
    69. 69. Billing Information Enter customer name as it appears on their credit card and enter credit card address Enter credit card number (must be repeated to customer to meet legal requirements; billing address must be same as credit card address) Enter three- or four-digit security code
    70. 70. Authorization Hold Policy <ul><li>For New Activations & Add-on Activations: </li></ul><ul><ul><li>Small authorization of $1 occurs during payment method entry to verify card is valid </li></ul></ul><ul><ul><li>Big authorization of $20 or amount of sale (whichever is greater) plus 15% or 20% of purchase (for estimated taxes) occurs at end of activation process when order is submitted </li></ul></ul><ul><li>Sales tax estimate (based on market) is submitted at time of activation </li></ul><ul><ul><li>If taxable address is part of non-taxable market, no tax estimate will be assessed </li></ul></ul><ul><li>How long does it takes for a hold to fall off? </li></ul><ul><ul><li>VISA – known to fall off between 3-5 business days from date of transaction </li></ul></ul><ul><ul><li>MasterCard and Pre-paid Cards – known to take between 3-30 business days from date of transaction </li></ul></ul><ul><li>Why does CLEAR hold the Pre-Auth for so long? </li></ul><ul><ul><li>CLEAR does NOT hold the pre-authorization </li></ul></ul><ul><ul><li>The customer’s Financial Institution (i.e., bank that issued the card account) has internal rules that determine the length of time a pre-authorization remains on a customer’s bank account </li></ul></ul>
    71. 71. Security Information Enter the customer’s requested service name/MyAccount login An alternate email address is required
    72. 72. Terms and Conditions “ By activating or using the Clearwire service or equipment, you agree to be bound by Clearwire's standard Terms and Conditions set out at our website: www.clear.com . The standard Term for all of our customers is 2 years. If you stop making payments before the end of your term, you may be responsible for an early termination fee. If you remain a customer after the period ends, no termination fee will be required. You are also responsible to return the equipment in proper working order at the end of term or you may be charged a replacement fee.”
    73. 73. Review Order Your Name Here John Doe “ You’ve agreed to a two-year term of ________ service. The first ________will be discounted to $ (remember promotion). After that, the monthly cost of the service, including equipment, will be $_______. Taxes are applicable only to the equipment lease fee. The shipping fee for the modem is (if applicable) $9.99 and the cost of activation is $________.” Click “Place Order”
    74. 74. Confirm Order “ Here are a couple numbers for your reference. Your Order ID is ______________. Your Customer ID is _____________. If you need to contact us for any reason, email us via our website, www.clear.com , or call 1-888-888-3113. Thank you for choosing CLEAR. Is there anything else I can do for you?” Click here to print Your Name Here John Doe Your Name Here If you can’t print, please copy down the ID numbers for your records.
    75. 75. Finalize Setup at www.clear.com Click on “My Account”
    76. 76. Finalize Setup at www.clear.com Click on “First Time Logging In”
    77. 77. Finalize Setup at www.clear.com Enter the username that you just created in the sales process and the last four digits of the card you just used to take their first months payment” Next you will connect their new modem to their computer. Once connected you will want to accept all service agreements and make sure the internet is live before wrapping up the sale.
    78. 78. Welcome Email <ul><li>Ongoing Welcome email is sent to all new customers. Versioned by service, and customer type: (Standard customer, business, conversion, prize winners, day pass, and embedded trial.) </li></ul><ul><li>Provides helpful tips for getting started in an easy-to-follow format </li></ul><ul><li>Creates “save-worthy” email </li></ul><ul><li>Promotes Referral program and Clear365 </li></ul>
    79. 79. Clear365.com
    80. 80. Add Services Step 5: Complete the sale Step 4: Select service plan Step 1: Login Step 2: Pre-qualification Step 3: Credit check Step 6: Add services
    81. 81. Add Services If adding service to an Existing Account, click “Add Services”
    82. 82. Add Services: Multiple Accounts <ul><li>Allows customers to have multiple hardware solutions on a single billing account </li></ul><ul><li>Single credit checks for new customer who is going to open multiple CLEAR accounts </li></ul><ul><li>One bill with all account details </li></ul>
    83. 83. Add Services: Multiple Accounts Your Name Here Customer requesting services must have administrative account access - otherwise this error will appear Sales partners need to enter the MyAccount username and last four digits of customer’s billing method
    84. 84. Adding ClearVoice Once logged in, click on the link to add new Digital Voice Service
    85. 85. ClearVoice: Customer Information Select plan and equipment option Note whether additional lines and/or local number porting are needed
    86. 86. ClearVoice: Hardware Information MAC address is available on outside of the box or on the bottom of the device Enter MAC address of supplied ClearVoice Adapter (or choose to ship device to the customer) and select Adapter model
    87. 87. 911 Registered Location Information provided to public safety officials in the event of an emergency – verify with customer that information is correct Enter customer 911 address – information is broken down to ensure 100% accuracy
    88. 88. Failed 911 Registration Address submitted for 911 registration will be validated - if address is submitted incorrectly or is unrecognizable, an error will be returned
    89. 89. 911 Terms of Service & CPNI Along with standard Terms of Service, customer must also acknowledge limitations of 911 service – review with customer before proceeding Customer must also read and acknowledge the CPNI Notifications
    90. 90. Local Number Portability
    91. 91. Complete eLOA When porting, customer must read and agree to our Electronic Letter of Agency (eLOA)
    92. 92. <ul><li>Clear Internet & Voice Hook Up Process </li></ul><ul><li>Connecting the Modem </li></ul><ul><li>Connecting the Clear Voice </li></ul><ul><li>Soft Credit Check </li></ul><ul><li>Select Service Plan </li></ul><ul><li>Business Cards </li></ul><ul><li>Welcome Email </li></ul>
    93. 93. Connect Modem
    94. 94. Customer Setup – Basic Installation
    95. 95. Customer Setup <ul><li>ClearVoice with wireless router </li></ul><ul><li>ClearVoice Adapter connected directly to Clear Modem </li></ul><ul><li>Wireless router connected to LAN port on ClearVoice Adapter </li></ul><ul><li>Phone connected to ClearVoice Adapter </li></ul><ul><li>ClearVoice Adapter should be installed directly behind Clear Modem - this allows voice traffic to have top priority </li></ul>
    96. 96. <ul><li>Dish Network </li></ul><ul><li>Connecting the Modem </li></ul><ul><li>Connecting the Clear Voice </li></ul><ul><li>Soft Credit Check </li></ul><ul><li>Select Service Plan </li></ul><ul><li>Business Cards </li></ul><ul><li>Welcome Email </li></ul>
    97. 108. <ul><li>Signing Up a Dish or Direct TV Account </li></ul><ul><li>Dish Sign Up Process </li></ul><ul><li>Video Training </li></ul><ul><li>Dish Agreement </li></ul><ul><li>Direct TV Agreement </li></ul>
    98. 112. <ul><li>Triple Play </li></ul><ul><li>Triple Play Plus (Dish) </li></ul><ul><li>Triple Play Bronze (Dish) </li></ul><ul><li>Triple Play Silver (Dish) </li></ul><ul><li>Triple Play Gold (Dish) </li></ul><ul><li>Triple Play Everything (Dish) </li></ul><ul><li>Triple Play (Direct TV) </li></ul><ul><li>Triple Play (Direct TV) </li></ul><ul><li>Triple Play (Direct TV) </li></ul><ul><li>Triple Play (Direct TV) </li></ul><ul><li>Triple Play (Direct TV) </li></ul>
    99. 113. 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>
    100. 116. Thanks for Coming!

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