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Chapter 4 - What is a Sales Facilitator

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. 


Too often the term ‘sales consultant’ is used in the payment industry What IS a sales consultant? Has this become just another phrase? Today we update our view of the modern sales consultant - the Sales Facilitator. 


We look at the four aspects of a sales facilitator. Knowledge, Expertise, 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 implemented. 


The remaining sections of the book are discussed briefly to provide a 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 success. 

“Good ideas are common – what’s uncommon are people who will work hard enough to bring them about.” -Ashleigh Brilliant 

Moving forward 

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 facilitator?’ 

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 significant sales success in the payment industry.

Best Practices 

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 chapter’s development:

  • Each Chapter is small but packed with lots of information, three 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 ‘proficiencies’. 

What is not found within these pages is your commitment and dedication.

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 – ...

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