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Chapter 7 - A Brief History of Processing

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

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.

Credit Card Sales ProIn this phase, you will focus on the ‘foundational aspects’ of the sale.

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 conversation.

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. ...

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

iProcess - Sell Payment Processing Like a Pro!