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Chapter 35 – Objections to the Sale

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

Chapter 35 – Objections and Closing Propositions

Many times during a sales presentation a sales facilitator will be presented with a certain type of concern that will challenge the advance of the sale. These are Overcoming objections and closingreferred to as ‘objections’.

Throughout the years, you may have heard discussions regarding objections. Some have said that objections are simply ‘a request for more information’, while others have stated that objections should be ignored, qualified and overcome. 

iProcess agrees with both observations to a point. So what is OUR take on what constitutes an objection?

The answer is simple, IF you recall the concept of C3. Objections are to be expected, and, believe it or not, if you are following the iProcess 3 Step sales process you should uncover several objections during the course of your discussion.

And that’s a good thing!

What IS an objection?

If you have read the first section of Pathfinder, you are familiar with the concept we have termed C3. Only when a purchaser has sufficient levels of confidence:

Sales occur when comfort, competency and conviction converge.

This is the C3 concept. As a sales facilitator, it is our goal to assist the purchaser achieve a sufficiently high C3 such that they may make a purchasing decision.

And to do this, the purchaser must share their needs, concerns and issues regarding your product and service. Often these needs, concerns and issues present BOTH an aspect of benefit AND a perceived chance of loss. It is the tug of war between benefit and loss that we refer to as risk. If the risks are high, no purchase will occur. If the benefits are low, no sale occurs.

The risk concerns are often stated either AS and objection, or may be MASKED by an objection.

Thus, a good definition for an objection in the payment-processing world is the following: 

An objection is a reason offered in disagreement, opposition, or refusal, of a proposed solution to a merchant’s need, concern or issue hindering C3 development.

How does one handle an objection?

Try this thought out for size. If we look at things from this perspective, it is NOT our goal to ‘sell them something’. Our primary desire should be...

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iProcess - Sell Payment Processing Like a Pro!