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CHAPTER 5 - FOUR PILLARS FOR A SALES FOUNDATION

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. 

WHAT IS A SALES FACILITATOR? 

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. 

FOUR PILLARS FOR A SALES FOUNDATION 

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. 

OVERVIEW OF THIS BOOK’S REMAINING CHAPTERS 

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 

Key Competency 1 - Processing Industry Knowledge 

By definition, the sales facilitator ‘possesses special knowledge and skills’. In practice, this must refer to specific industry knowledge that cuts to the heart of the services ad products offered for sale by the sales facilitator. 

Imagine scheduling an appointment with your family dentist. Whether your annual check up or in response to a loose filling, you have certain expectations of the ‘special knowledge and skills’ being provided by the dentist. Such knowledge and skills qualify the dentist as the sales facilitator in this instance. If the dentist recommends a root canal, there is an implied consent by the patient that the dentist is capable to assess the situation and qualified to service the patients needs. 

As a sales facilitator in the payments industry, .......

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