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 2 – The Confirmation Phase
This is the second step of the sales process and, yet again,
odds are you have already performed some of the confirmation phase
during your interactions in step 1.
In this phase, you will focus on the ‘blueprint aspects’ of
What does this mean?
The confirmation phase identifies issues and resolutions,
focuses on achieving agreement between sales facilitator and business
owner such that the needs, concerns and issues are addressed AND
RESOLVED by the solution proposed by the sales facilitator.
We refer to this as ‘blueprinting’ for three very good reasons:
First, as a mental picture, before a house is constructed,
blueprints are created to ensure the final product will meet the needs,
concerns and issues of the homeowner. A house built without plans will
not meet the needs of the homeowners, and an architect will always seek
the input of the homeowner. The confirmation step supplies the
BLUEPRINT of what they will buy, and directly affects the close.
Second, the confirmation phase is where you will match
solutions to the prospects needs, concerns and issues and as such, if
performed correctly, will include many instances where the sales
facilitator will ask for the business owner to affirm or deny the
various aspects of the solution. Thus, if completed properly, the
solution will mirror in most regards what the client wishes to
I’ll say it another way – the confirmation phase is where you
and a merchant create a sales solution together, thus, the final
product will be something the merchant would readily purchase!
Third, the confirmation phase may occur seamlessly as the
qualification phase concludes. This is common in one call closes – the
process is so dynamic and fluid, or the urgency (or excitement) so
intense, that the process continues uninterrupted.
A conversation that’s full of starts and stops, confirmations
As stated in the previous chapter, we believe the ‘sale’ is
secured in how well you develop your relationship in the qualification
phase. Yet we still require you to have a solution to sell…this happens
in the confirmation phase. Together with the business owner, you will
‘craft’ a solution that addresses their needs, concerns and issues you
identified in the previous section.
Just as many agents mistakenly believe that the ‘close’ is
where the sale is made, those same agents typically...