Overview
Presenting customers with 2-3 well-compared options increases conversion and builds trust. Learn how to quickly evaluate and present offers effectively.
Key Comparison Factors
Price
Monthly recurring cost:
- Base monthly price
- Equipment rental fees
- Additional service fees
- Promotional vs. regular pricing
One-time costs:
- Installation/setup fees
- Equipment purchase
- Activation fees
- Deposits
Long-term costs:
- Contract length and terms
- Early termination fees
- Price increases after promotional period
Calculate total first-year cost to give customers accurate comparison.
Service Quality
Performance metrics:
- Internet: Download/upload speeds
- TV: Channel count, HD/4K availability
- Security: Monitoring type, response time
- Energy: Rate structure, renewable percentage
Reliability:
- Provider reputation
- Service uptime guarantees
- Customer reviews
- Network technology (fiber vs. cable)
Features and Benefits
Compare what’s included:
- Equipment (router, DVR, cameras, etc.)
- Professional installation
- Customer support (24/7, phone, chat)
- Mobile apps
- Smart home integration
- Bundling options
Creating Comparison Tables
| Feature | Provider A | Provider B | Provider C |
|---|
| Speed | 500 Mbps | 1000 Mbps | 300 Mbps |
| Price | $59.99/mo | $79.99/mo | $49.99/mo |
| Data Cap | Unlimited | Unlimited | 1 TB |
| Contract | No contract | 12 months | 24 months |
| Installation | $99 | Free | $50 |
Highlighting Best Value
Use tags or indicators:
- Best Value: Lowest total cost
- Best Performance: Highest specs
- Most Popular: Commonly chosen
- Recommended: Your suggestion based on needs
Qualifying Customers
Ask the right questions to narrow options:
Budget
“What monthly budget are you comfortable with?”
- Under $50
- 50−100
- 100−150
- Over $150
Priorities
“What’s most important to you?”
- Lowest price
- Best performance
- No contract flexibility
- Specific features (sports channels, smart home, etc.)
Current Situation
“What do you have now?”
- Current provider and pricing
- Pain points or issues
- Usage patterns
- Satisfaction level
Presenting Options
Good/Better/Best Structure
Good ($50/mo):
- Basic tier, meets minimum needs
- Budget-friendly
- May have limitations
Better ($75/mo):
- Middle tier, most popular
- Good balance of price and features
- Recommended for most customers
Best ($100/mo):
- Premium tier, no compromises
- Best performance and features
- For power users or specific needs
Provider A:
✅ Pros:
- Fastest speeds (1000 Mbps)
- No data caps
- Free installation
❌ Cons:
- Higher monthly cost
- 12-month contract required
Red Flags to Watch For
Avoid recommending offers with:
- Unclear pricing or hidden fees
- Very long contracts (36+ months) without good reason
- Extremely limited availability
- Poor provider reputation
Commission Considerations
Balance commission with customer needs:
High commission offers might be:
- Right for the customer (premium services they’ll use)
- Wrong for the customer (overpriced for their needs)
Build long-term relationships by:
- Prioritizing customer fit over commission
- Being transparent about tradeoffs
- Following up after installation
Happy customers lead to referrals and repeat business. Don’t sacrifice customer satisfaction for short-term commission gains.
Next Steps
