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.”
The act of
‘selling and being sold to’ is a BIG part of the ‘Human Condition’
Why is there a need for sales people?
Because as humans we act emotionally and intellectually. We
recognize our limitations, and try
to act rationally when making purchases. Yet emotionally we are prone
to doubts, concerns, and
fears. And finally we function in a social environment, as such we
often seek assistance from
those we perceive to be more competent in knowledge and expertise where
purchases are involved.
The iPROCESS selling system will guide you in your quest to
highly efficient and successful sales person. . . .