to the card payments industry is often a two-edged sword:
potentially a financially rewarding endeavor, yet often difficult for
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.
SIMPLE AND COMPLEX SALES
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
WHAT INFLUENCES A SALE?
Knowing the differences between sales is important. Being able
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
each fills a key role in consummating a sale.
INTRODUCTION OF THE SALES CONSULTANT MODEL
Once we establish the types of sales and the process that
decisions, we can look at the role ‘sales consultants’, specifically
facilitators’, provide in purchasing decisions. We will set the stage
effective action strategy that we will discuss in the coming
iPROCESS - Understanding Sales
Section 1 - Understanding the decision making process
by day, what you do is who you become.”
C3 – Comfort, Competency, and
Let’s take a trip to the store and purchase some groceries.
Our list is short: bread, milk, and eggs
plus peanut butter (impulse sale).
This is the sales recap:
- We have
only a little milk, two eggs and no bread (moderate
urgency). Three of the four items purchased were
brand specific (products I have purchased in the past).
- Purity 2% milk (preference)
- Pepperidge farm Farm whole wheat bread (preference)
- ‘Grade A Large’ is as far as my ‘egg expertise’
goes…I check to make sure they are not broken
but one brand is the same as the next.
- I am not a connoisseur where ‘eggs’ are
concerned (NO preference)
- I go with the lowest price
- The peanut butter? Jiff. (Impulse buy…we will discuss
- Smooth and Creamy. (Preference)
- Seeing the product was a reminder that we had no peanut
The sales process was . . .