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 36 - Examples of Effective Closing Statements
As promised, the following is a selection of the more popular
closing propositions used by many of the top agents in the processing
Remember, a closing proposition is not a ‘silver bullet’ used
to ‘close the sale’. A better way to look at them:
Statements are best used to create consensus between you and the
Learning not only WHEN you employ a closing statement, but
also HOW and TO WHAT ENDS is a skill you will master over time. Suffice
it to say with practice, you will find many of the examples listed
below to be remarkable and highly versatile tools to use during your
The following is a list of very effective Closing Statements
for your review:
Trial closes play a very important role throughout the sales
process. A common issue salespeople face is that they are not aligned
with their potential customers interest level, typically because the
client is not engaged.
Posing a trial close at strategic places in the presentation
will help bring a merchant’s focus back to the topic at hand, as well
as condition the prospect to the idea of actually conducting business
with you. There are many trial closes, with a number discussed in the
Some examples of trial closes include:
'How does that sound?'
'You would like that, wouldn't you?'
'That works within your budget, right?'
Asking a question when you know the answer is the best way to
leverage a trail close, and making it a direct confirmation by adding
the phrase 'right' or even ‘correct’ at the end of the trial close is
VERY powerful in ...