Transitioning to the card payments industry is often a two-edged sword: potentially a financially rewarding endeavor, yet often difficult for the sales professional new to an unfamiliar industry. This program is designed to assist both new and seasoned veterans attain true financial success by employing a simple and effective sales process.
Most sales fall into two general categories: simple (commodity) and complex (non-commodity). Understanding the differences between the two will provide valuable insights into how purchasing decisions are made.
Knowing the differences between sales is important. Being able to INFLUENCE the sale is critical when you are trying to write deals. We will look at the five elements which affect the sales process and discuss how each fills a key role in consummating a sale.
Once we establish the types of sales and the process that drives sales decisions, we can look at the role ‘sales consultants’, specifically ‘sales facilitators’, provide in purchasing decisions. We will set the stage for an effective action strategy that we will discuss in the coming chapters.