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.”
Step 1 – The Qualification Phase
This is the first part of the sales process, yet odds are you
have already performed some of the qualification phase when performing
your outreach activities.
In this phase, you will focus on the ‘foundational aspects’ of
What does this mean?
The qualification phase establishes credibility, focuses on
identifying the needs, concerns and issues of the prospect, and
includes the ‘fact finding’ component of the sales presentation.
We refer to this as foundational for two very good reasons:
First, as a mental picture, all buildings owe their structural
integrity in great part to the stability and quality of their
foundation. A house built in sand will sink, and a sales presentation
built on unsure footing, poor data and mistrusting parties will not end
in a sale. The qualification step IS the foundation of your
Second, the qualification phase is data heavy and if performed
correctly, will include many long stretches where the prospect is
telling you what, how, why and when they want to make their purchase.
Yes – I’ll say it another way – the qualification phase is where a
merchant tells you how to sell the deal!
A conversation that’s as solid as a rock!
Many agents mistakenly believe that the ‘close’ is where the
sale is made. Many times I have had agents say something to the effect
of “I know how to qualify the sale and make introductions. Tell me
something really useful…share with me some of your closing secrets’.
Truth is, there ARE no closing secrets. ...