This document outlines a five-step approach for selling mobile broadband internet connections to customers. The steps are: 1) Find out the customer's needs; 2) Gain the customer's confidence; 3) Sell an internet solution by demonstrating, recommending, providing arithmetic on costs, measuring benefits, and assuring the solution; 4) Anticipate objections and address customer concerns; 5) Close the sale by comparing options, asking for minor decisions, highlighting what customers may lose, getting the customer's opinion, sharing stories of other users, and providing examples. Mastering this approach is key to winning customers in the mobile broadband market.

1. SELLING MOBILE
BROADBAND
Mahesh Amarasiri

2. Selling a SIM card is easy as customers know how to…….
• Install the SIM to the phone
• use the phone ( They know how
to talk!)
• Set up the phone

3. Selling a internet connection is difficult …..
• Customers do not know what
to do with internet
• Complicated settings
• Fear of internet

4. Selling internet is very different to selling a SIM……
We do not have a choice but to sell internet……..
Those who master the art of selling
internet will win in the battle……

5. How our competitors are selling internet?

6. The five step approach
1. Find out the customers needs
2. Get the confidence of the customer
3. Sell a solution
• DRAMA approach
4. Anticipate objections
5. Make the close

7. 1. Find out the customer needs
• Typical needs of the customer that can be addressed
through internet solutions
• Call somebody abroad
• Assisting kids to do homework
• Social Media
• Fear of kids accessing unwanted sites in internet !
• How do you identify the needs
• General fact-finding questions on occupation/family
• Clarify the pain-points
• Identify how internet solutions could address the pain points

8. 2.Gain the confidence of the customer
• Customers will buy the product if they feel that the sales
person understand the customer
• Show empathy
• Guide the customer to the product as a solution to the
problem/ pain point

9. 3. Sell a solution –DRAMAApproach
• Demonstrate
• Recommend
• Arithmetic (Investment the buyer has to pay)
• Measure (Sell the benefit)
• Assure
• Will it work?
• Is it the best available?
• Will it be the best in the future?

10. 4. Anticipate Objections
• Use objections to further enforce the solution
• Empathy
• Be prepared for possible questions / objections in
advance

11. 5. Closing the Sales (CLOSE Approach)
• Comparison
• Ask to make minor decisions such as color/ model/ make/ brand
• Loss
• Ask the customer to buy now for added advantages
• Customers generally fear of loosing some benefits
• Opinion
• Ask whether the solution would address the needs of the customer
• Story
• Share the opinions of the people who already purchased the
product
• Social media would play a bigger role here
• Example
• Provide the specific example of a users who use the product