Selling Against DSL Providers
The DSL competition is marketing aggressively against cable high-speed Internet
service. This course gives an overview of digital subscriber line (DSL) service,
including a complete set of skills needed to effectively sell broadband cable
services against DSL. It will teach the unique features and benefits that set cable
apart from its competitors, and also contains many useful strategies and
Students completing this
interactions that will help learners gain a better understanding of DSL service.
course should then enroll in:
This is an online course. For computer requirements, please visit • Fundamental Selling Skills
• Selling High-Speed Internet
Varies based on a student’s self-study pace; however, the maximum time allowed • Selling Digital Cable
is 4 months from enrollment. This course is not eligible for extensions.
• Selling VoIP and Digital Voice
Upon completion, students will: • Selling High-Definition
• Know the features and benefits of both cable and DSL Television
• Be able to communicate the advantages of cable high-speed Internet over DSL
• Receive an industry recognized Jones/NCTI certificate of graduation • Selling Video On Demand
• Selling Personal Video
Call center personnel, including:
• Newly hired employees
• Selling Against DBS Providers
• Employees working with high-speed Internet service
Upon completing this course, sales professionals will be able to: • Knowledge-based, broadband
1. Describe the components of the DSL system. and job-specific content
2. Describe the customer premises equipment required for DSL.
3. Compare the market share currently held by DSL to that of cable • Highly illustrated and easy-to-
high-speed Internet. read course materials
4. Explain the types of DSL service.
5. Discuss the factors affecting upload/download speeds. • Curriculum advisors available
6. Describe the typical components of DSL packages.
7. Describe the overall DSL installation options and customer service. • 24/7 lesson feedback and
8. Describe the DSL packages available from the incumbent local exchange progress monitoring at
carriers (ILECs), major competitive local exchange carriers (CLECs), and www.jonesncti.com
Internet service providers (ISPs).
9. Locate resources for the most current DSL offers, as well as other information. • Online testing
10. Give the definition of a feature, advantage, and benefit.
11. List the features and benefits of DSL.
12. List the advantages of cable high-speed Internet access over DSL.
13. Ask effective questions to determine customer broadband Internet needs
Workforce Performance Solutions
1. Product Overview 5. Interviewing the Customer
Describe the components of the DSL system. Ask effective probes to determine customer
Describe the customer premise equipment required broadband Internet needs and values. Use open
for DSL. Compare the market share currently held by and closed probes to uncover customer interest in
DSL to that of cable high-speed Internet. and assumptions about DSL.
2. Service Overview 6. Overcoming Objections
Explain the types of DSL service. Describe the Identify the four principle categories of objections.
factors affecting upload/download speeds. Apply the six steps for overcoming objections
Describe the typical components of DSL packages. when a customer states an interest in purchasing
Describe the overall DSL installation options and DSL over cable high-speed Internet access.
3. Provider Overview Describe the steps used to retain customers who
Describe the DSL packages available from the have indicated a preference to disconnect cable
ILECs, major CLECs, and ISPs. Locate resources high-speed Internet service in order to sign up
for the most current DSL offers, as well as for DSL.
4. Features, Advantages, and Benefits
Give the definition of a feature, advantage, and
benefit. List the features and benefits of DSL.
List the advantages of cable high-speed Internet
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Centennial, CO 80112