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.”
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 referred 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:
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:
objection is a reason offered in disagreement, opposition, or refusal,
of a proposed solution to a merchant’s need, concern or issue hindering
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...