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Chapter 3 - Sales People Required

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. 

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 made. 

WHAT INFLUENCES A SALE? 

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. 

INTRODUCTION OF THE SALES CONSULTANT MODEL 

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. 

iPROCESS - Understanding Sales 

Section 1 - Understanding the decision making process

“Day by day, what you do is who you become.” - Heraclitus 

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.Payment Processing like a Pro!

The iPROCESS selling system will guide you in your quest to become a highly efficient and successful sales person. . . .

iPros have access to all of the Pathfinder modules. Join today!

iProcess - Sell Payment Processing Like a Pro!