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 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.
In this phase, you will focus on ‘transferring ownership’ of
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
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
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
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.
Phase 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 ...