Listen first, then compare
The plan with the most data or the highest speed is not always the best fit. Before looking for an offer, find out what the customer uses, what they want to keep and which terms matter to them. This avoids presenting a long list of options that do not meet their needs.
Six questions to guide the search
- Which service do they need? Mobile only, fibre only, or a bundle with fibre, mobile lines, a landline and TV.
- At which address will it be installed? Coverage must be checked for the specific home or business premises.
- How many mobile lines do they use? Note the minimum data allowance each line needs, rather than just an approximate total.
- How do they use the internet? Working from home, gaming, high-resolution video or many devices can affect the recommended speed.
- Do they want TV or streaming services? Distinguish TV channels from services such as Netflix, Prime Video, Disney+ or Movistar Plus+.
- What do they pay, and what would they like to improve? Price, coverage, speed, customer service, minimum contract term or the convenience of bringing several services together.
A simple process for preparing the proposal
Define the minimum requirements
Turn the customer's answers into specific requirements: speed, lines, data allowance and included services.
Compare options
Look for alternatives that meet those requirements and distinguish exact matches from higher-spec options.
Check the terms
Review coverage, the final price, promotion duration, installation, equipment and any minimum contract terms.
Explain and confirm
Present a few well-justified options and confirm all current details before processing the order.
How many proposals should you present?
It is usually more helpful to explain two or three alternatives than to provide a long list without context. One could be the best fit, another could have a lower monthly fee, and a third could offer better features. Explain why each option may suit the customer.
Practical rule: do not promise a monthly fee, coverage or an installation date until the operator has confirmed the terms applicable to the specific case.
Resources for preparing the customer conversation
The public TARIFALIA guides help explain services and terms. Distributors can use them to explain alternatives and then review the options currently available.
Professional access: DAVATEL and TARIFALIA are platforms owned by the same entity, serving shops, businesses and distributors. The plan comparison tool and order processing require an authorised account; the public guides do not conclude a contract.
What must be clear before signing up
- The monthly fee and how long any promotional price lasts.
- Which services are included and which are billed separately.
- The coverage available at the address and the speed that can be installed.
- The minimum contract term, installation costs and equipment return requirements.
- Which lines will be ported, which numbers will be kept and who will be the account holder.
- That the application will be reviewed before it is considered contracted.
Trust is also part of the sale
Explaining an offer's limits does not reduce the chance of a sale; it prevents misunderstandings and improves the customer relationship. Distributors add value by simplifying comparisons, clarifying what matters and following up on activation.