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.
WHAT IS A SALES FACILITATOR?
Too often the term ‘sales consultant’ is used in the payment
What IS a sales consultant? Has this become just another phrase?
Today we update our view of the modern sales consultant - the
FOUR PILLARS FOR A SALES FOUNDATION
We look at the four aspects of a sales facilitator. Knowledge,
Persuasion, and Income. Each is discussed as a component of a
successful sales process. W ith such ‘milestones’, we pay attention to
crafting a clear ‘roadmap’ for sales success that can be
OVERVIEW OF THIS BOOK’S REMAINING CHAPTERS
The remaining sections of the book are discussed briefly to
clear expectation of the tools, training, knowledge and advice offered
within its pages. The engaged sales facilitator working in the payments
Industry will find significant resources to guide them to sales
ideas are common – what’s uncommon are people who will work hard
enough to bring them about.”
Selling credit card processing requires a sales process. iProcess is the name of our solution.
If chapter one set the tone for the question ‘What influences
a sale?’ then chapter two tackles the
question ‘What must I do to become an effective sales
That aspiration, started here, will be the focus of the
remainder of this book.
To be accurate, this chapter will highlight what abilities
define the sales facilitator as well as
provide an outline for what will be discussed throughout the remainder
of this book. It is my desire
to save you an exhaustive read and prevent you wasting valuable time if
this ‘overview’ fails to
pique your interest.
Read through this chapter. Take your time. If it grabs your
attention, I feel confident the following
chapters will provide many opportunities to help you achieve
sales success in the payment industry.
In addition to the topics covered in the next twenty-five
chapters, let me
share the ‘non-negotiable’ standards that served as a guide for each
- Each Chapter is small but packed with lots of information,
or four pages of type (including pictures in the PDF version). Thus,
each chapter can be
digested in a single sitting.
- Each Section includes a ‘Recap’ at the conclusion of the
section for those who wish to
skip the narrative and go to the highlights.
- Each Chapter title is simple and descriptive. You can
readily pick up Pathfinder and go to
a specific chapter and you will know what is covered.
- Each Chapter focuses on one topic. Often there are key
concepts within the chapter.
Please take time to absorb the meaning. Don’t rush.
- Each Chapter occurs in a specific order. Read Pathfinder
sequentially and do each
activity as outlined before reading the next section.
- Additional iProcess study and training aids have been
developed to assist you in your
development. They are available in this website under ‘resources’ and
What is not found within these pages is your commitment and
The iPROCESS system is designed to provide you a path to
becoming an effective sales
facilitator. It does not guarantee your success.
At times, recommendations will be made for the reader to
undertake activities. Becoming a
‘superstar’ requires a fair amount of effort – ...