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Chapter 34 - Step 3, The Consensus - Close Phase

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 3 – The Consensus - Close Phase

This is the third step of the sales process and, not surprisingly, you have already performed some of the consensus - close phase during your interactions in step 2.

Processing Sales proIn this phase, you will focus on ‘transferring ownership’ of the solution.

What does this mean?

The consensus – close phase, if presented at the conclusion of a successful qualification and confirmation process, is NOT the arduous task, or magical event, that many sales programs espouse. This step relies heavily upon the good works accomplished in face two where we cooperated with the prospect in identifying the proper solutions they desired.

Now, we only seek consensus that it makes the best sense – regardless of the initial concerns – to implement a solution rather than endure the current situation, even if the current situation is not broken. When objections arise, as often they do, we use our closing skills to identify the objections, overcome them or turn them into conditions to the sale. 

The take away here is NOW we are seeking consensus to begin our working relationship. Now we are looking to walk away with actual completed paperwork in hand.

We refer to this as ‘transferring ownership’ for two very good reasons:

First, to conclude our mental picture and bring the builders analogy full circle, once the house is constructed, homeowner and builder will do a walk-through to make sure everything is as it should be. There may be issues and imperfections. Rather than lose the sale, the builder typically provides a warranty, or may offer to make some modifications to satisfy the home buyer. In most instances, the home buyer, having worked through the blueprinting process, is simply happy to take possession.

Before that happens, the homeowner must make sure the builder is compensated for his time, expenses and services. In the end, it is the same as it was in prehistoric times when bartering was established – I have something you want, you have something I want let’s work together and united we will both get what we need!

Second, iProcess is a ‘value-forward’ sales presentation model. We encourage the sales facilitator to act in a fashion that raises the C3 values of the person making the purchasing decision. From demonstrating our commitment to servicing the prospect to engaging the prospect in identifying the services and products desired, our sales presentation model is focused on ‘transferring’ that sense of solution ownership to the prospect BEFORE WE ASK FOR THE SALE. After all, who would balk at taking something that was theirs in the first place?

Rather than thinking of how you can ‘close’ the sale, start thinking about HOW you can conduct your presentation where the prospect becomes ANXIOUS to take ownership of the solution!

Look at it this way – the consensus - close phase is actually a simple step if the first two steps were conducted as designed. This final step is about handing over the services and products the prospect identified with your help, and making sure any possible objections are addressed (typically using ‘closing’ statements).

We would have preferred to change this to some other term as we do not prefer the phrase ‘close’, but as it is an established standard in selling, we will use the term as intended – iProcess).

Speak softly and carry a big stick

As stated in the previous two chapters, we believe the ‘sale’ is secured in how well you develop your relationship in the qualification phase.

In phase two, the products and services that constitute the sale are directly identified BY THE CUSTOMER as the cure for various needs, concerns and issues.

Credit Card Processing SalesPhase three, the third and final step, is not so much a crescendo or forceful proclamation. It is quite the opposite. Consummating the sale makes perfect sense.

The sale was designed in great part by the active and engaged hand of the prospect. The sales facilitator simply did what he was supposed to do – provide guidance and keep the conversation on point. His role is that of an air-traffic controller, making sure the plane gets up to height, has a safe landing, and is uneventful.

The best sale is an uneventful and seemingly simple conclusion to a process that identifies needs, concerns and issues and implements a solution 1, 2, and 3.

Many agents mistakenly believe that ...

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