JBL ATTACHING AUDIO TO VIDEO SELLING PATH

ENGAGE THE CUSTOMER. QUALIFYING QUESTION What are you connecting to your TV? PROBABLE CUSTOMER RESPONSE: A VCR, gaming system, DVD and cable/satellite. BENEFIT STATEMENT Most of the sources that you connect to your television, including HDTV, are capable of multichannel surround sound. So if youre not connecting your TV to an audio system, youre missing half the experience. I didnt know that. TRANSITION STATEMENT 1 If you have a moment, Id like to play two demonstrations for you, and Id like you to tell me which is more exciting. DEMO 1 Let me play the rst demo for you. Play DVD through TV speakers (Chapter 4 Master and Commander) Sounds good. DEMO 2 O.K., now let me play the second demo, this time in 5.1 surround sound. Play DVD through a 5.1 surround system (Chapter 4 of Master and Commander) TRANSITION STATEMENT 2 So which one was more exciting? The second one. What were you playing it on? CLOSING STATEMENT That was a Brand X/JBL system, playing in 5.1 surround sound. JBL represents the best possible sound quality for both movies and music. This system normally sells for $X, but its now on sale for $Y

JBL ATTACHING AUDIO TO VIDEO SELLING PATH

1. QUALIFYING QUESTIONS What will you be connecting to this TV? Are you aware of what HDTV is? Tell me about the types of programs youll be watching on your new TV. 2. BENEFITS STATEMENTS  Did you know that most of the sources that you connect to your television are capable of multichannel surround sound? So if youre not connecting your TV to an audio system, youre missing half the experience.  Did you know that every program broadcast in HDTV is broadcast in Dolby Digital, and most are broadcast in 5.1 surround sound? So if youre not connecting your TV to an audio system, youre missing half of the HDTV experience.  The audio portion of your TV is just as important as the video in re-creating a high-definition TV or movie experience. So if youre not connecting your TV to an audio system, youre missing half of the HDTV experience. 3. TRANSITION STATEMENTS  If you have a moment, let me play for you two demonstrations in 5.1 surround sound. Id like you to tell me which of these movie clips is the most realistic and exciting. Do you mind if I play a couple of quick demos for you?

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