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
YOUR NATURAL MARKET ACTION PLAN
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.
YOUR UNIQUE VERTICAL MARKET ACTION PLAN
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.
like you they will listen to you, but if they happen to trust you they
will do business with you.”
CREATING A NATURAL MARKET ACTION PLAN
STEP 3 – Outreach
Once you have your data updated as much as possible, it’s
ALMOST time to start your outreaches.
Let’s take a few minutes to discuss WHAT you want to say to
these folks, and as a suggestion, refrain from shouting out ‘BUY
something from ME!’ or ‘I NEED TO MAKE A SALE TODAY!’
Legitimate though that sentiment may be, it’s best not to
overplay ones hand.
The Goal is Engagement
When speaking for the first time with a prospect, you should
always be mindful that SOMEWHERE down the road you hope to have the
type of relationship that furthers your business interests. It would be
nice to have everyone become your customer, but that simply won’t
happen. But there are other roles prospects may play that is almost as
important. We’ll discuss those shortly.
Getting there is a journey, and many mile markers will be
passed from start to finish. The one key and essential thing to
understand that you must maintain your prospects interests throughout
the process, and that means keeping them engaged.
means simply being fully occupied or having your full attention
When a prospect is engaged, magical things can happen.
Communication becomes more effective, opportunities open up,
and you and your prospect may actually begin to agree on achieving
things TOGETHER. On the flip side, when a prospect is disengaged, you
will encounter lack of interest, no urgency, and in general apathy that
leads to an unraveling of the relationship (In the worst case scenario).
Think about the last terrific movie you saw at the theater.
Did it arrest your attention? Did you talk about it later, after
leaving the show? Perhaps you purchased the video down the road. No
matter, the result typically is that an engaged person has
already BOUGHT INTO something. And widening the breach so other things
can be bought is your job.
Another way to look at the engagement process is what happens
when you go out on a first date. If you can’t capture the attention of
your partner, or worse, if you have nothing in common and the
conversation is as crisp as year old crackers, you are sunk. Such
disengaged interaction rarely results in a subsequent date. If you are
on your best behavior, discover similar interests, and show real
concern that the other person is having a good time or at least is
having their needs met, then you have a fair shot of landing the next
So too is prospecting a similar exercise in relationship
development. And being engaging is critical.
Seven Steps to creating an Engaged Opportunity
You might have learned this in a public speaking course you
took college, if you hadn’t slept through class. To develop an engaged
opportunity, one must create sincere interest and foster positive
interaction between yourself and the other person:
- Have a good positive attitude
- Always be aware of the goal you wish to achieve through the
- Be other focused ...