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Chapter 7 - A Brief History of Processing

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.


Discovering potential clients requires a process be implemented and an action plan established. Gone are the days of random cold-calling and door knocking when a focused campaign will be much more effective. We discuss our two-prong approach and walk you through the process.


The first market you should target are those who know you and may become your strongest advocates. But how does one go about finding this market, much less developing it? We cover a an effective and easy to implement action plan covering every step in this part of your prospecting campaign from identification to appointment.


The second market to develop relies upon your past work experience and industry familiarities to establish you as a SPECIALIST in the marketing, selling, and support of payment processing services to specific vertical markets. IProcess has the specific industry knowledge on over 200 vertical markets to meet almost any sales professionals needs, and we cover every step in this part of your prospecting campaign from outreach to appointment.

“Sales are contingent upon the attitude of the salesman, not the attitude of the prospect”
-W. Clement Stone

Addressing questions surrounding your career change

Having worked with several companies in my role to develop sales professionals, one common challenge seemed to be voiced by many who were new to the payment processing industry:

Why did you change careers?

Credit Card Processing ProIt dawned on me that many new agents saw this as a problem, even sounding apologetic when answering the question. Keep in mind, using such phrases as ‘I was making next to nothing in my previous career’ or ‘I just couldn’t take it there any more’ are poor reasons to make a career change from a prospective client vantage point.

  • Perhaps your prospects are thinking Hmm…she wasn’t making enough money over there, so she changed careers and can start making a lot of money off me?
  • Perhaps your prospects are thinking Hmmm…he couldn’t take it any longer…what was he afraid of, hard work and long days? Try walking in MY shoes! 


Sure, they might be THE reasons you think of off the top of your head that motivated you to make a career move. But will that create confidence in a prospect Running AWAY from something is never as attractive as running TOWARD something. 

Besides, if you have built your business pan, you already covered this in the first step…when you asked yourself why you thought making a change would be a good career move. I bet there were a lot of positive reasons you uncovered then!

Changing careers because it’s an opportunity you’ve always dreampt of, working with a remarkable company doing things that matter to your customers, unlocking your real potential to make a difference in a business owners life.

Now THOSE are reasons you can use to break some ice and begin terrific conversations!

And as we are looking at creating two amazing outreach campaigns to generate engaged sales presentation opportunities, we should address this concern, and show it for what it truly is:

An opportunity to recreate yourself AND lay the foundation for your personal brand. So, let me ask you something. Are you new to the industry?

That’s better.

I’ll hazard a guess that most sales people new to the Bankcard industry started in sales somewhere else.

And when you are looking at the relationships you bring ‘in tow’, I bet you thought that you could sign up past business relationships with ease because they know you, have done business with you, and most of all trust you.

I thought that too. I was wrong.

career transition to credit card salesThose people knew you BEFORE you made your career change. Having made a career move, they really don’t know you any more (If you were in bankcard and made the switch to a new company, the rest of this article may not apply. However, if you are switching industries, then this article just might save you a huge amount of wasted time and help avoid a portfolio of strained relationships).

How people know you.

You know everyone in your life by who they are and what they do. You possess a ‘personal’ name your parents slapped on your birth certificate, AND the ‘vocational information’ that is ‘ingrained’ when people get to ‘know’ us.

  • ‘Hello Bill, so you are Jill’s husband?’ That’s how your wife’s cousin knows you.
  • ‘I’m Dr Kline, what brings you in today?’ That’s how your doctor knows you.
  • ‘Welcome to Chili’s, my name is Katie!’ That’s how you know your server.

Relationships start this way. And as we grow this relationship, ‘who you are’ becomes ‘entwined’ with ‘what you do’. Familiarity breeds trust, unfamiliarity breeds fear.

Here is the challenge...

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