Module 5

Positioning DISH

Two things win this conversation: the equipment gap, and proving the switch won't be a hassle.

Hopper 3 vs. Genie

Use this in step 5 of the roadmap, when you're on features and benefits.

Spec	DISH	DIRECTV
Model	Hopper 3	Genie
Tuners	16	5
Remote	Voice activated, remote finder, lights up	Old / outdated
Apps	Google Play Store built in — Netflix, Prime, ESPN+ on one remote	None
Storage	2 TB	1 TB
HD hours	500 HD hrs	200 HD hrs
DVR capability	16 channels	5 channels
Contract	2-year price lock, 2-year contract	1-year price lock, 2-year contract
Satellite	New, stronger reliability	Old, problematic in bad weather
Resolution	4K	1080p
Customer service	Fast, reliable, easy to understand	Long waits, hard to understand reps

The two that land hardest The new satellite dish (weather reliability — they've all lost signal in a storm) and apps built into the box (one remote instead of four).

DISH vs DIRECTV specification comparison chart. — Show-to-customer version. Tap to enlarge.

"I don't want to learn a whole new system"

This is the objection hiding behind most stalls. Kill it with pictures, not words.

Side-by-side of the DIRECTV guide and the DISH guide showing near-identical layouts. — Two services. Same easy-to-use guide. Same layout, same experience.

Side-by-side of the DIRECTV remote and the DISH remote showing equivalent controls. — Different design, same controls — plus voice and a remote finder.

The transition script

"I work for Caliber" — a satellite retailer, not DIRECTV.
There are no discounts available through DIRECTV. Loyalty doesn't get them a better rate.
AT&T sold DIRECTV — that's why the service and the pricing went the way they did.
The only path to new-customer treatment is becoming a new customer.

Trust, near the close

Two lines that do a lot of work "I only get paid if you keep the service" — and then leave your personal number. You're not a call center; you're the guy who lives here.

Keep it accurate Everything above comes from the team's own comparison sheet. Equipment and pricing change — if a customer challenges a spec, confirm it in KnockVia rather than digging in.