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.
STEP 1 - QUALIFICATION PHASE
IProcess utilizes a simple, direct, and highly effective sales
process designed to maximize the C3 concept of purchasing behavior.
Step 1, the qualification phase, lays the foundation for the sale to
STEP 2 - CONFIRMATION PHASE
iProcess continues to rely upon the C3 aspects of purchasing
Step 2, the confirmation phase, seeks to secure consensus
between the sales facilitator, the potential client, and the solution
STEP 3 - CONSENSUS - CLOSE PHASE
iProcess concludes the sales process by insuring the C3
concept of purchasing behavior is satisfied. In Step 3, the
consensus-close phase, the solution model is presented as a means to
achieve the goals set forth by the client and the sales advocate.
*Conditions to the sale are agreed upon and the sale is consummated.
*In order to achieve high C3 levels we often, as sales
facilitators, must remove obstacles between the purchaser and achieving
their desire. The use of ‘closing arguments’ is actually a means to
‘open dialogue’ to empower the customer. We discuss these, and other
aspects of the consensus - close,, in detail in our wrap-up section.
iPROCESS - Knowing the Industry
Section 10 - Sell Payment Processing like a PRO in 3 Easy
“You are what
you repeatedly do. Excellence is not an event - it is a habit.”
Understanding Sales: a Prelude to the iProcess 3 Step Sales
Clarifying the meaning of the word ‘selling’
Selling, per the business dictionary, is the following:
is the last step in the chain of commerce where a buyer exchanges cash
for a seller’s goods or services, or the activity of trying to bring
This is good a definition, but have you grasped it’s full
meaning? There is a process being described in this definition, one you
must understand if you are to succeed.
Let’s break it apart into individual components:
- Selling is the last step in a ‘chain’ of events
- Selling requires a buyer
- Selling requires a seller
- Selling requires an exchange between the two
- Something of value that one party owns is exchanged for
something of value the other party owns
- Selling is the name of the activity that brings this
The sales process from a ‘first-person’ perspective.
Now, let’s look at a business that relies upon purchases to be
made and operating by an effective sales outreach process to function
and grow. Let’s stay out of payment processing for the moment, and look
at a tire store:
assume you own a tire store. Let’s also assume most people own cars. If
the tire store was the only place to purchase tires, you would have the
market sewn-up as everyone would have no choice – when the need to
purchase tires arose, they would have but one place to have that need
store provides the product as well as the service and installation of
the tires. If the tires have issues, the person who bought the tires
knows where to go to receive service. Money is the commodity item we
use to exchange products for services, and every day people pay for
tires and service.