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Chapter 31 - A Prelude to the Sales Process

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 occur.

STEP 2 - CONFIRMATION PHASE

iProcess continues to rely upon the C3 aspects of purchasing behavior.

Step 2, the confirmation phase, seeks to secure consensus between the sales facilitator, the potential client, and the solution model.

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 Steps

“You are what you repeatedly do. Excellence is not an event - it is a habit.”
- Aristotle

Understanding Sales: a Prelude to the iProcess 3 Step Sales Process

Clarifying the meaning of the word ‘selling’

Selling, per the business dictionary, is the following:

Selling 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 about.

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 exchange about

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: 

Let’s assume you own a tire store. Let’s also assume most people own cars. If the tire store was the only Tire stores are good prospectsplace 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 fulfilled.

The tire 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.

Now imagine...

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iProcess - Sell Payment Processing Like a Pro!