The schedule for Day 2 includes reviewing the previous day's material from 9-10am, going over the product assignment and steps to the sale from 9-10am, taking a break from 10-10:15am, continuing the discussion of steps to the sale from 10:15-11:15am, taking another break from 11:15-12pm, covering objections from 12-12:45pm, taking a break from 12:45-1pm, and discussing expectations of agents and role playing assignments from 1-2pm. The document also includes sections on attitude and goals, goals, steps to the sale, and merchant statements.
Outsmart the Market Seller Handbook - Let's get your home sold!
Feel comfortable & gain knowledge for the home selling process. We want to help you sell quickly and guide you through the process step by step.
"Real Time" Marketing for Pubs, Restaurants and Cafes
Presentation 4 - The "Marketing Mastery Workshop" held at The Jury's Inn Hotel, Nottingham on 2nd September 2014 for Pub, Restaurant and Cafe Owners & Managers.
The document discusses how the B2B sales environment has changed due to the COVID-19 pandemic. It notes that economic activity is currently subdued with a slow recovery expected in the next 1-2 quarters. It recommends that sales teams focus on need-based revenue and quality over sales-based revenue. Trusted advisors and those who can decode customer needs will be most successful, while sales reps with past poor performance may struggle. As pent-up demand increases, economic activity is projected to rise sharply in some verticals.
Financial Advisors Have a Really Tough Challenge. First They Need to Ditch the Product Mentality and Create a Unique Marketing Message. Next They Need to Build a Platform That Seamlessly Integrates Modern Tools and Strategies.
The document outlines a formula for real estate agent success in 2015 that involves focusing on relationship building and daily activities to increase visibility and interactions with clients and potential clients. It recommends agents perform 7 simple daily and weekly activities, like writing personal notes, focusing on contact lists divided into those ready to buy/sell and those who may buy/sell, and conducting real estate reviews and interviews. Implementing these low-effort high-impact activities consistently is presented as a path to higher income through more transactions.
This document provides guidance on using a CHAMP approach to qualifying sales leads. It discusses assessing a prospect's Challenges, Authority, Money involved, and Priorities. It provides example questions to understand each area more fully. These include questions about the prospect's challenges and pain points, decision-making process, budgets, expectations for solutions, and priority levels of addressing issues. The document emphasizes understanding the prospect's situation in order to determine if a company is the right fit to address their needs. It also provides a template for creating a mutual close plan with prospects.
Tony Hsieh founded Zappos in 1999 after selling his previous company LinkExchange to Microsoft for $265 million. Zappos started as an online shoe retailer and has since expanded into other clothing and accessory categories. The company emphasizes outstanding customer service through its 365-day return policy, fast shipping, and friendly customer service representatives. Zappos prides itself on its unique culture and core values such as delivering "WOW" customer service. The company believes that by focusing on its culture and putting customers first, it can build a long-term sustainable brand with high customer loyalty and repeat business.
This document discusses direct marketing strategies for restaurants, focusing on direct mail campaigns. It argues that most restaurant advertising produces only short-term results, while direct mail can build a business's sales and customer database over time. The document recommends a 4-step strategy: 1) Create a personalized 3-step direct mail campaign, 2) Identify the target "sweet spot" customer segment using POS data, 3) Obtain and scrub a mailing list of those customers, and 4) Mail the campaign pieces to the list at least 3 times for long-term results. Personalized direct mail is presented as a more effective marketing investment than other forms of advertising.
Release the Winner Within pt. 3 - Listing Interview
Nationally renowned real estate guru shares his secrets for the perfect listing interview. Follow these tips and you will also score the job!
http://www.blog.househuntnetwork.com/pre-listing-presentation-preparation/#.UzNk7cRDv-Q
Slides from speakers and sponsors from SalesJam 4.0, held in Durham on August 18, 2017. *Missing are slides from keynote speaker Brad Brinegar. They're posted separately on our SlideShare page.
Reinventing Your Business from Scratch by Shannon W. King
This document summarizes Shannon W. King's presentation on reinventing one's real estate business. The presentation covers preparing for reinvention by determining goals and ideal markets/niches, making the move by creating business and marketing plans, and ensuring domination through community impact and continual growth. Key steps include researching markets, defining niches, engaging current clients, developing systems, launching purposefully, and prioritizing work-life balance. The goal is to provide a process for real estate professionals to successfully reinvent their business.
Marketing and funnel activity overview. Presentation for small business owners group about what to think about when looking at their marketing and acquiring new customers
This document provides an exclusive proposal for future clients and friends. It discusses Phil's creed of excellence in real estate, which is to go above and beyond standard levels of service to satisfy clients. The objectives are to sell homes for the most money in the least time with fewest hassles. Phil wants to provide the best service in the industry so clients are highly satisfied and provide referrals. Additional documents discuss Phil's qualifications and certifications, marketing strategies including websites, and the home selling process from pricing to negotiations to closing. Phil guarantees to do his best job representing clients and marketing their homes.
Nationally renowned real estate guru shares what the real goal of success is. How will your business practices benefit you, your family, and the client?
This document provides a summary of a presentation by Amanda Puppo, CEO of MarketReach Inc., about best practices for introductory phone calls to top prospects. The presentation covers developing a targeted prospect list, asking engaging questions, emphasizing benefits over features, and using a structured 8-step process for introductory calls that focuses on qualifying prospects, asking questions, presenting benefits, closing for appointments, and following up. The goal is to turn more cold calls into warm conversations and appointments.
Now you have the business card so what plymouth 17th nov 2010
So many people go to networking events and collect business cards but then what
This presentation outlines what CRM is, why its important for ANY business and some 'do's and don't's' to help ensure your business grows
The document outlines 21 steps to help businesses succeed. It discusses the importance of standing out from competitors, being adaptable to change, understanding that success requires hard work, having self-belief, focusing on improving the business rather than just working in it, paying attention to detail, surveying clients for feedback, continuously learning, building a strong brand, and engaging with customers online through social media. Success requires implementing these lessons and addressing both the business idea and the hard work needed for execution. Ignoring the online business world is a risk for any company.
For most entrepreneurs, marketing tends to take a back seat to the more pressing needs of running a business. Likewise, most people didn’t start their business because they couldn’t wait to build their website or launch a marketing campaign. But the fact remains, marketing is essential and it works – if you approach it the right way. In this presentation, you’ll learn how to identify your marketing style; what marketing tools are a good fit for your business and how to make the right marketing investment.
Digital Marketing: What Direct Selling Companies Can Learn from Top Tech
I had the opportunity to speak at the Fragmob Tech Convention (#fragmobtechcon) for Direct Selling Companies last week, and I promised I would share some of the key points from the discussion, share resources I mentioned in my talk and hopefully, encourage us to continue the dialogue around improving the marketing strategies and technologies we employ to help our Consultants and customers. Many thanks to Fragmob and sponsors for putting together this first event of its kind!
For the talk, I was asked to share some of my experiences working at larger tech companies, like Microsoft, Amazon and HP, and what lessons companies in the direct selling industry could learn from those companies. I actually think there are so many innovative things in our industry happening, that I don’t think it’s a matter of what we are not doing, its more a matter of how we are doing it that might be a bit different from the "big guys." All of the tech companies I’ve worked at are unique in 3 D's: discipline, drive, and data, and in Amazon’s case, their obsession with customers.
With so many entrepreneurial visionaries in our industry, we have no shortage of ideas. What I think becomes harder for smaller, entrepreneurial companies in ANY industry to manage is to execute well and consistently on all the little things that matter, keep the lights on in our current programs and products, and at the same time try to lead out on the Big New Things we must do to lead and create new opportunity.
LinkedIn Post on the Data Topic for more info: https://www.linkedin.com/pulse/what-direct-selling-can-learn-from-top-tech-topic-1-3-julie-cabinaw
This document provides an overview of marketing concepts covered in a boot camp session, including competition, substitutes, customer identification and personas, benefits versus features, and the differences between marketing products and services. The session aims to help participants understand basic marketing principles for their business, such as identifying the right target customers, communicating benefits effectively, and planning a marketing strategy. Key topics covered include competition analysis, customer profiling, creating customer personas, and distinguishing features, advantages and benefits.
Presentation given in 2012 to the NextGen Healthcare national sales force. On the value of developing relationships and genuinely providing value for clients.
Projects to Promotions, LLC helps non healthcare and healthcare business entrepreneurs with training, podcasts, workshops, seminars, coaching, teleconferences, etc
Sticky Business- make what you do STICK. Referrals, Farming, ListingsKim Knapp
Learn to create and implement an effective customer centered business plan, increase sales and master successfully vetting and assembling a team who will exceed customers’ expectations. Learn tools for managing and successfully understanding different types of customers. Transition yourself from a salesperson making cold calls to a trusted professional. Past customers become advocates and raving fans. Learn repeatable building blocks for creating a referral-based business starting now. That only comes when you know what it takes to create a RAVING FAN.
Raving Fans are everywhere including social media. Master Social Media as a Real Estate Professionals and understanding the do’s and don’ts. How to use the latest social media technologies, such as Facebook, Twitter and Instagram, create an online presence vital to reaching today's hyper-connected consumers. Master successfully engaging with customers and peers. Learn the meaning of viral, sticky and how to speak the social language. Don’t get lost in the black hole of social media. Know when to play and when to walk away. Demonstrate to consumers you use the most advanced real estate technology to provide exceptional service.
Discover the importance of comprehensive seller systems. Improve the customer experience, increase business and find more balance. Learn rapport building skills and how to better understand the Seller’s needs. How to successfully set expectations, including establishing everyone’s role in the transaction. Learn the most important qualities Seller’s are looking for and the most common concerns when choosing a real estate professional today.
Your Home Listing Presentation by JulieTernesHomes.comJulie Ternes
Julie Ternes is a real estate agent who owns Julie Ternes Homes in Colorado Springs, Colorado. She is dedicated to providing excellent customer service and has expertise in marketing homes. Her process for selling a home involves 7 steps: an initial consultation to understand the homeowner's needs and the property details, developing a pricing strategy using comparables, creating a customized marketing plan, implementing the marketing plan which focuses heavily on online exposure, educating homeowners on their role during the selling process, negotiating offers, and managing the transaction through closing.
Outsmart the Market Seller Handbook - Let's get your home sold!
Feel comfortable & gain knowledge for the home selling process. We want to help you sell quickly and guide you through the process step by step.
"Real Time" Marketing for Pubs, Restaurants and CafesFood Profits
Presentation 4 - The "Marketing Mastery Workshop" held at The Jury's Inn Hotel, Nottingham on 2nd September 2014 for Pub, Restaurant and Cafe Owners & Managers.
The document discusses how the B2B sales environment has changed due to the COVID-19 pandemic. It notes that economic activity is currently subdued with a slow recovery expected in the next 1-2 quarters. It recommends that sales teams focus on need-based revenue and quality over sales-based revenue. Trusted advisors and those who can decode customer needs will be most successful, while sales reps with past poor performance may struggle. As pent-up demand increases, economic activity is projected to rise sharply in some verticals.
Financial Advisors Have a Really Tough Challenge. First They Need to Ditch the Product Mentality and Create a Unique Marketing Message. Next They Need to Build a Platform That Seamlessly Integrates Modern Tools and Strategies.
The document outlines a formula for real estate agent success in 2015 that involves focusing on relationship building and daily activities to increase visibility and interactions with clients and potential clients. It recommends agents perform 7 simple daily and weekly activities, like writing personal notes, focusing on contact lists divided into those ready to buy/sell and those who may buy/sell, and conducting real estate reviews and interviews. Implementing these low-effort high-impact activities consistently is presented as a path to higher income through more transactions.
This document provides guidance on using a CHAMP approach to qualifying sales leads. It discusses assessing a prospect's Challenges, Authority, Money involved, and Priorities. It provides example questions to understand each area more fully. These include questions about the prospect's challenges and pain points, decision-making process, budgets, expectations for solutions, and priority levels of addressing issues. The document emphasizes understanding the prospect's situation in order to determine if a company is the right fit to address their needs. It also provides a template for creating a mutual close plan with prospects.
Tony Hsieh founded Zappos in 1999 after selling his previous company LinkExchange to Microsoft for $265 million. Zappos started as an online shoe retailer and has since expanded into other clothing and accessory categories. The company emphasizes outstanding customer service through its 365-day return policy, fast shipping, and friendly customer service representatives. Zappos prides itself on its unique culture and core values such as delivering "WOW" customer service. The company believes that by focusing on its culture and putting customers first, it can build a long-term sustainable brand with high customer loyalty and repeat business.
This document discusses direct marketing strategies for restaurants, focusing on direct mail campaigns. It argues that most restaurant advertising produces only short-term results, while direct mail can build a business's sales and customer database over time. The document recommends a 4-step strategy: 1) Create a personalized 3-step direct mail campaign, 2) Identify the target "sweet spot" customer segment using POS data, 3) Obtain and scrub a mailing list of those customers, and 4) Mail the campaign pieces to the list at least 3 times for long-term results. Personalized direct mail is presented as a more effective marketing investment than other forms of advertising.
Release the Winner Within pt. 3 - Listing InterviewHouseHunt Agents
Nationally renowned real estate guru shares his secrets for the perfect listing interview. Follow these tips and you will also score the job!
http://www.blog.househuntnetwork.com/pre-listing-presentation-preparation/#.UzNk7cRDv-Q
Slides from speakers and sponsors from SalesJam 4.0, held in Durham on August 18, 2017. *Missing are slides from keynote speaker Brad Brinegar. They're posted separately on our SlideShare page.
This document summarizes Shannon W. King's presentation on reinventing one's real estate business. The presentation covers preparing for reinvention by determining goals and ideal markets/niches, making the move by creating business and marketing plans, and ensuring domination through community impact and continual growth. Key steps include researching markets, defining niches, engaging current clients, developing systems, launching purposefully, and prioritizing work-life balance. The goal is to provide a process for real estate professionals to successfully reinvent their business.
Marketing and funnel activity overview. Presentation for small business owners group about what to think about when looking at their marketing and acquiring new customers
This document provides an exclusive proposal for future clients and friends. It discusses Phil's creed of excellence in real estate, which is to go above and beyond standard levels of service to satisfy clients. The objectives are to sell homes for the most money in the least time with fewest hassles. Phil wants to provide the best service in the industry so clients are highly satisfied and provide referrals. Additional documents discuss Phil's qualifications and certifications, marketing strategies including websites, and the home selling process from pricing to negotiations to closing. Phil guarantees to do his best job representing clients and marketing their homes.
Nationally renowned real estate guru shares what the real goal of success is. How will your business practices benefit you, your family, and the client?
This document provides a summary of a presentation by Amanda Puppo, CEO of MarketReach Inc., about best practices for introductory phone calls to top prospects. The presentation covers developing a targeted prospect list, asking engaging questions, emphasizing benefits over features, and using a structured 8-step process for introductory calls that focuses on qualifying prospects, asking questions, presenting benefits, closing for appointments, and following up. The goal is to turn more cold calls into warm conversations and appointments.
Now you have the business card so what plymouth 17th nov 2010InTouch
So many people go to networking events and collect business cards but then what
This presentation outlines what CRM is, why its important for ANY business and some 'do's and don't's' to help ensure your business grows
The document outlines 21 steps to help businesses succeed. It discusses the importance of standing out from competitors, being adaptable to change, understanding that success requires hard work, having self-belief, focusing on improving the business rather than just working in it, paying attention to detail, surveying clients for feedback, continuously learning, building a strong brand, and engaging with customers online through social media. Success requires implementing these lessons and addressing both the business idea and the hard work needed for execution. Ignoring the online business world is a risk for any company.
For most entrepreneurs, marketing tends to take a back seat to the more pressing needs of running a business. Likewise, most people didn’t start their business because they couldn’t wait to build their website or launch a marketing campaign. But the fact remains, marketing is essential and it works – if you approach it the right way. In this presentation, you’ll learn how to identify your marketing style; what marketing tools are a good fit for your business and how to make the right marketing investment.
Digital Marketing: What Direct Selling Companies Can Learn from Top TechJulie Cabinaw
I had the opportunity to speak at the Fragmob Tech Convention (#fragmobtechcon) for Direct Selling Companies last week, and I promised I would share some of the key points from the discussion, share resources I mentioned in my talk and hopefully, encourage us to continue the dialogue around improving the marketing strategies and technologies we employ to help our Consultants and customers. Many thanks to Fragmob and sponsors for putting together this first event of its kind!
For the talk, I was asked to share some of my experiences working at larger tech companies, like Microsoft, Amazon and HP, and what lessons companies in the direct selling industry could learn from those companies. I actually think there are so many innovative things in our industry happening, that I don’t think it’s a matter of what we are not doing, its more a matter of how we are doing it that might be a bit different from the "big guys." All of the tech companies I’ve worked at are unique in 3 D's: discipline, drive, and data, and in Amazon’s case, their obsession with customers.
With so many entrepreneurial visionaries in our industry, we have no shortage of ideas. What I think becomes harder for smaller, entrepreneurial companies in ANY industry to manage is to execute well and consistently on all the little things that matter, keep the lights on in our current programs and products, and at the same time try to lead out on the Big New Things we must do to lead and create new opportunity.
LinkedIn Post on the Data Topic for more info: https://www.linkedin.com/pulse/what-direct-selling-can-learn-from-top-tech-topic-1-3-julie-cabinaw
This document provides an overview of marketing concepts covered in a boot camp session, including competition, substitutes, customer identification and personas, benefits versus features, and the differences between marketing products and services. The session aims to help participants understand basic marketing principles for their business, such as identifying the right target customers, communicating benefits effectively, and planning a marketing strategy. Key topics covered include competition analysis, customer profiling, creating customer personas, and distinguishing features, advantages and benefits.
The Value of Developing Relationships in SellingJames Muir
Presentation given in 2012 to the NextGen Healthcare national sales force. On the value of developing relationships and genuinely providing value for clients.
Projects to Promotions, LLC helps non healthcare and healthcare business entrepreneurs with training, podcasts, workshops, seminars, coaching, teleconferences, etc
The document provides an overview of key marketing concepts including identifying and understanding customers, creating personas, explaining the differences between features, benefits, and advantages, and how to plan a marketing communication strategy. It discusses gaining an understanding of marketing, identifying the right target customers, creating customer personas, explaining the difference between features, benefits, and advantages, communicating benefits effectively, differences in marketing services, and how to plan marketing communications.
Are you thinking of starting your own business? Do you have an idea that you want to turn into a reality? Do you want to be your own boss?
If so, then the Business Start Up Boot Camp is for you! It will cover the initial building blocks of setting up a successful business and will provide support, advice, resources, guidance and mentoring to help you create a commercially viable venture.
The 10 Most Common Home Improvement Marketing Mistakes and How to Fix ThemSurefire Local
Have you wondered why some businesses get better results from their digital marketing than you do?
Tune in to learn about common home improvement marketing mistakes and how to fix them. Some of the things you'll hear are:
- Identifying and understanding the 10 BIG marketing mistakes made by home improvement contractors
- How to avoid each marketing mistake
- Know what changes need to be made to your marketing plan
- Which elements are critical for a marketing plan
Basic business advice for those converting part time gigs into "real" business ventures. Slides are a little wordier than usual; the Podcamp Philly Version will be a little more streamlined.
The document provides an overview of marketing strategies and best practices for attracting potential customers. It discusses the buyer's journey and how to align sales and marketing efforts. It introduces the "5 Laws of Attraction" - be attractive, be generous, be found, be visible, and be social. For each law, the document provides guidance on developing an online presence, generating content, and interacting with potential customers through various digital channels to build awareness, interest, and trust over time. The goal is to position a company as a helpful resource and educate buyers, rather than directly selling to them. Metrics and ongoing evaluation of marketing strategies are also emphasized.
Value Based Selling for Small Business OwnersMichael Bowers
This document provides an overview of value-based selling strategies for small business owners. It discusses the importance of sales and marketing in driving business success. Some key points covered include identifying customers' needs and pains in order to create value, developing strong value propositions and messaging focused on customer benefits, and utilizing various prospecting and sales techniques such as networking, cold calling, trade shows, and referrals to generate leads and close sales. Effective sales processes, questioning techniques, and strategies for building rapport with prospects are also summarized.
7 Secrets To Attract Your Perfect CustomerJesse Stoddard
The Little-Known Target Marketing Techniques That The Richest Entrepreneurs Hope Their Competitors Never Discover
https://jessestoddard.com/7-secrets-to-attract-your-perfect-customer/
This document promotes a real estate business that claims to provide agents with qualified leads and appointments, allowing them to earn $100,000-$250,000 with less work. It says agents will no longer need to do cold calling or grunt work and will receive training. The business focuses on a teamwork approach and using new marketing techniques to generate interested buyers and sellers for agents to meet with.
5 Critical Steps for Selling Managed Services - Adam Harris MAXfocus
This document provides an overview of critical steps for selling managed services, including identifying the decision makers, understanding value propositions, qualifying leads, and managing sales teams. It discusses moving from capital expenditures to operating expenditures, the importance of vision and values, and recruiting the right salespeople. The key steps outlined are establishing credibility, qualifying needs and motivations, presenting solutions, presenting pricing, and signing contracts. People engagement and getting the right people on the sales team are also covered.
This presentation was delivered to a group of 40 Founders/CEO's and a few salespeople who want to know what they should be thinking about before they hire salespeople.
Broad address of the prevailing thought processes, techniques and methodologies for early adopter sales.
Calgary google partners event with adster creativeDavid Forster
This document outlines Adster Creative's 6 step process for digital marketing success. The steps include: 1) Defining customer goals, 2) Developing an analysis and strategy, 3) Implementing and optimizing campaigns, 4) Ongoing online promotion, 5) Analyzing results and refining efforts, and 6) Providing consulting and mentoring. An example case study is provided of working with a renovation company to generate leads through paid search and an optimized website and online presence. The value of professional assistance is emphasized for developing an effective strategy, implementation, ongoing optimization, measurement, and long-term growth.
Similar to Payment systems new sales agent training day 2 (20)
There comes a time in every man's life in which he has to wear a suit. Here's a guide on how to do so properly.
We did not create this, full credit and rights of ownership are reserved for/by/to the creator.
We haven't been using SlideShare for long, but it definitely does help our SEO and it's a great way to spread knowledge. Here's a little more information about the site.
We did not create this, full credit and rights of ownership are reserved for/by/to the creator.
If you work in an office, you should know what is acceptable and unacceptable to send. Here's a nice little questionnaire to ask yourself if you're not sure.
We did not create this, full credit and rights of ownership are reserved for/by/to the creator.
Most people know about Maslow's Hierarchy of Needs, but that can also be used to make an argument about what kind of content it is that people want to see.
We did not create this, full credit and rights of ownership are reserved for/by/to the creator.
I actually don't know much about Amazon besides the fact that I love being a Prime Member. I know LESS about Alibaba or its history, but this infograph did actually help a bit.
We did not create this, full credit and rights of ownership are reserved for/by/to the creator.
I personally don't have a Google+ account, well I do, I just don't use it. At all. But the company DOES have a Google+ that we don't utilize either. After reading this infograph, we've gotten some great ideas on how to use Google+. Hopefully it helps some of you folks out.
This was made by Pamorama | social media marketing blog
With the way social media is evolving, it's important to keep up with the trends (no pun intended).
The Huffington Post made this infograph, all credit due to them.
I am a brother of the beard, so I found this quite entertaining. Hope you do too.
I'd love to give credit to the person(s) that made this, but it only says Mashable. So props to them, check them out for more funny and interesting infographs!
Have you wondered about how the future will be? Maybe flying cars and holographic phones. But what of the way we pay for services and merchandise? Are we still going to use bills and coins? Or are we going to be using the crypto-currency to pay for things?
Everyone has heard about E-commerce, but have you heard about "Me-Commerce"?. Well check out this infographic to find out the important things and how to stay on top of this new era for shopping.
This is a general breakdown about the #bigdata of the internet. I includes information about #email #google and #everydayusers. Information like this is good to know because it helps companies market properly without squandering time or money.
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Typical Scams to Stay Away from When Buying Verified Binance AccountsAny kyc Account
In the world of cryptocurrency, having a verified Binance account can provide numerous benefits. However, with the growing demand for these accounts, the risk of encountering scams also increases. This presentation aims to educate you on the most common scams to avoid when buying verified Binance accounts and provide tips for safe transactions.
2. Schedule Day 2
• 8:45am login
• 9am-10am
– Review Yesterday
– Go over product
assignment
– Steps to the sale
**Earning presentations (sits)
• 10am-10:15am
– Break
• 10:15am-11:15am
– Steps to the sale continued
• 11:15am-12pm
– break
• 12pm-12:45pm
– Objections
• 12:45pm-1pm
– break
• 1pm-2pm
– Expectations of agents
– Role play
– Assignments/Prep for
Monday
3. ATTITUDE & GOALS
- Write and review goals daily
- Visual, auditory, tactile, etc.
- Check your attitude for the day. Would YOU want to do
business with you?
- Positive affirmations
- What are you feeding your mind – good reading material,
good listening material, etc.
- **What is your Why?**
4. GOALS
• Brian Tracy – Goals!
• Albert Gray – The Common Denominator of Success
– Successful people make habits of doing the things failures don’t like to do
• Paul J Meyer – The Million Dollar Success Plan
–
–
–
–
–
Crystalize Your Thinking.
• Determine what specific goal you want to achieve. Then dedicate yourself to its attainment
with unswerving singleness of purpose, the trenchant zeal of a crusader.
Develop a plan for achieving your goal, and a deadline for its attainment.
• Plan your progress carefully: hour by hour, day by day, month by month. Organized activity and
enthusiasm are the wellsprings of your power.
Develop a sincere desire for the things you want in life.
• A burning desire is the greatest motivator of every human action. The desire for success
implants "success consciousness," which in turn creates a vigorous and ever-increasing "habit
of success."
Develop supreme confidence in yourself and your own abilities.
• Enter every activity without giving mental recognition to the possibility of defeat. Concentrate
on your strengths, instead of your weaknesses. Focus on your powers, instead of your
problems.
Develop a dogged determination to follow through on your plan, regardless of obstacles, criticism
or circumstances or what other people say, think or do.
• Opportunities never come to those who wait; they are captured by those who dare to attack.
5. Steps to the Sale
Step 1
RESEARCH
–
–
–
–
–
–
Preparation is key – The night before and the guy next door
How are they connected to the community
Who are their local competitors
How do they differentiate themselves
What are people saying about them
Unique information to the business and/or business owner
• Merchant’s company website, Google, Yelp, Manta, Urban Spoon, City
Search, etc.
– Your SM can help you game plan
7. Steps to the Sale
Step 2
MEET AND GREET
– MAKE A FRIEND! MAKE A FRIEND! MAKE A FRIEND!
• People like to do business with people they like
– Buy something – Law of Reciprocity
– Use research information to break the ice
– BEFORE discussing anything related to credit cards, your goal should be to
know:
• Their full name
• An interesting fact about them – Talk about what’s on the walls.
**Small Business Consultants. Remember why you’re there. Be interested;
Be engaged.
– Firm hand shake
– Get their name: “And you are?”
– Show your ID Badge and give them your business card
8. Steps to the Sale
Step 3
STATE THE AGENDA
WORD FOR WORD!
• Mr. Merchant I just want to let you know upfront I am only going to
take a few minutes of your time. I work quickly! First, I am going to
get to know you and a little bit about your business. We are going
to become good friends! Then you are going to show me around
your facility; more importantly show me your credit card processing
equipment so I can see what you’re currently set up with. After that
you are going to give me a couple of your merchant statements and
we are going to sit down together and do a side by side
comparison. I am going to show you how much money you’re
spending with your current company versus how much money I can
save you with ours. When it’s all said and done I am confident you
will see the value in what we have to offer, and even though you
may or may not be interested, I am going to ask you for your
business today. Is that fair?
9. Steps to the Sale
Step 4
SELL YOURSELF, YOUR COMPANY, & YOUR
PRODUCT
– Walk and Talk with your merchant-“Sell on your Feet!”
– Build Rapport and gain trust-The #1 thing everyone loves
to talk about is themselves!
– Fact Find and Qualify for our Established Business Program
• Use the Merchant Questionnaire
10. SELL YOURSELF, YOUR COMPANY & YOUR
PRODUCT
• **The key to selling YOURSELF is to be interested in
THEM.
– Make a friend
– Be genuinely interested
** Would YOU want to meet with you?
• “I’m actually out here from (insert hometown). They sent
me out here to meet with just a handful of merchants
that may qualify for our wholesale program. So far I’ve
had a great time in (insert territory). Everyone has been
super friendly and really eager to meet with me. Are you
from here originally?” …
11. SELL YOURSELF, YOUR COMPANY & YOUR
PRODUCT
•
•
•
“Now let me introduce you to Payment Systems. We were founded in Southern California, with
offices across the country. We have a strategic partnership with First Data. First Data is the largest
credit card processing company in the world. They have been in business for over 40 years and
have over 6 million merchants. In fact 9 out of every 10 credit cards processed in the world today
touch First Data in some capacity. They are THE industry leader in the processing of safe and
reliable credit card transactions.”
“We have a unique proprietary program powered by First Data that allows us to offer some of the
lowest processing rates available in the industry. We only deal with qualified low risk business
owners in a preferred program that processes pin based debit transactions, and qualifying credit
card transactions at very low rates. This program isn’t for everybody, but I feel confident that it
could be right for you if your qualifications meet the program requirements.”
“In addition to our Corporate growth and preferred programs, Payment System has also been
recognized by the industry for our strong business ethics and complete customer service. Every
year First Data recognizes the Top Ten ISOs in the country out of over 2,500. They call this elite
group their President’s Club. Payment Systems not only made the list, but we finished in the Top 5.
We have earned this elite status the last three years in a row. We are very proud of this
accomplishment. We also give back to our communities by sponsoring golf tournaments, little
league youth sports, and food and toy drives. At Payment Systems, we really do care about the
communities we serve and we are a true partner of the small business owner. “
12. MERCHANT QUESTIONNAIRE
•
•
•
•
Length of time in business
Multiple Locations?
Current Processor
Likes/Dislikes Current
Processor
• How long have you been
with them?
• Last time they lowered
your rates?
• How long to get your
deposits?
• Do you Own or Lease
your building?
• Bankruptcies/chargebacks
• Do you have a gift card
program?
• Need to process off site?
• PCI Compliant check in
the last 12 months
• EMV Compatible?
• Any partners?
• Average monthly volume
13. VERIFICATION CALL
• You may receive a phone call in the field from
a verification specialist
• Use this tool to build sense of urgency, buying
atmosphere, and credibility
• Get excited! They’re calling to give you a
promotional code to waive processing, set up,
and application fees FOR TODAY ONLY!
14. Steps to the Sale
Step 5
MERCHANT STATEMENTS
– We don’t ask for statements we DEMAND them
– We always ask for more than one statement
– NO Statement NO Problem: Don’t put the statement on a
pedestal and make it a big deal
• CALL YOUR MANAGER
• Call the company and have the statement faxed over
• No Fax = have it faxed directly to your Manager
• Still NO Statement then get batch out report, go online, bank
statement, ask the owner for the numbers
– Yes we can sell deals without statements!
15. READING A MERCHANT STATEMENT
• 3 important figures needed for analysis: TVF
– Number of Transactions
• Minus AmEx
– Total Volume
– Total Fees
• Daily + monthly; interchange
• Other factors
– Amount of credit vs debit (volume & # of trans)
– Qualfied vs non-qual
18. Steps to the Sale
Step 6
•
•
•
•
•
•
•
**Acting skills are crucial here**
What is their current effective rate?
– Total fees divided by total volume
What do we have them prequalified for?
– 1.39% on credit, 1% on debit
Confide in them that we may have a program they don’t technically qualify for
but they’re right on the cusp. You have a good relationship with your
processing manager. You may be able to leverage that to get them bumped up
Divulge Corporate Tier 1 Premier Rates (pause for effect)
Show them where they don’t technically qualify
• Years in business
• Volume
Get a commitment to buy/make a decision/buying signal/yes
19. Steps to the Sale
Step 7
QUALIFICATION CALL
• Introduce the Manager-Make him/her a real person. State some fun facts.
• Place the call-Roll Play: “Mr. Manager I know you’re real busy can but can
I tear you away from what you’re doing for a couple of minutes?! I could
really use your help
• Introduce the Merchant/Business to the Manager
– Feed Into the Merchants Ego; Build them up. Why do they deserve a program
they don’t qualify for?
– Use info from Merchant Questionnaire to build your case on behalf of merchant
• Manager will take over the conversation from there
– Repeat Manager questions as statements
• Reiterate the favor you’re asking for before hanging up
20. WAITING FOR APPROVAL
• Reiterate that you really hope the manager
can get this favor done for you
– You’re on the merchant’s side
• List & explain all benefits
• Build rapport
– Ask the merchant about him/herself
– People want to do business with people they like
21. BENEFITS
• 24 hr tech support
• 24 hr funding
• *48-72 month guaranteed
rate lock
• Provide Equipment
• Warranty on Equipment
• Free PCI Compliance
• EMV Compatibility
• Tax Deductible
• Speed & Security updates
2x a month automatically
• Award-winning President’s
Club Service
– Leaving them with contact
info (Welcome Sheet)
– Other products we offer:
• Gift cards
• Cash advance
• Check reader
• Mobile pay
• Online payment
presence
• Receipt footers
22. BENEFIT DIALOGUES
•
•
•
•
•
•
•
•
First of all, we have a 24 hour a day seven day a week customer service hotline to help you with any additional questions or concerns.
Another tremendous benefit to our program is we actually have 24 Hour Funding. Just 24 hours after you batch, your money should be
in your bank account, based on approved credit. No more waiting 3 days for your money.
One of the things merchants like most about our program is that our locked, fixed wholesale rate protects you from fluctuating rates
and a rate increase, like you have now. One of the biggest complaints I hear from merchants is that their current company promised
them something, and a few months later, their rates changed. For those few merchants that qualify, the goal is that you never have to
meet with someone like me again. We know that most small business owners want to concentrate on their business, not on their credit
card processing. This rate lock allows you to rest assured that you don’t have to keep monitoring one more thing for constant changes.
We also provide new equipment for you. So you can rest assured you always have the latest processing equipment that’s not only
going to help your business grow but will always be up-to-date with changes in the industry and regulations on security. We also
provide a warranty on your equipment. So if anything happens to it, we just send you a new one. Do you currently have a back-up if
your equipment were to break or stop working or have a malfunction? What would you do in that situation?
By using our program you are guaranteed PCI compliance. Are you familiar with PCI compliance? (They should be) Yes, it is very
important now days, especially with how much identity theft and fraud is reported each year. Some fines can reach excess of $25,000
per occurrence. Not to worry, when you are with us, it’s no longer a concern.
We also provide equipment that is EMV compatible. Are you familiar with EMV (most will not be). It’s a technology that has been
around in Europe for some time, but we’re just now bringing into the US. Have you ever had a customer come in with a foreign debit
card that won’t work on your machine? It’s because they already have this technology. EMV is great because it will cut down the
amount of credit card fraud in the US, but what that means for you is that as this rolls out more and more here in the states, your
current machine is not going to be compatible with many of the cards you’ll start seeing.
Another great advantage is that our monthly lease payment is fully tax-deductible. So it’s ANOTHER savings for you at the end of the
year.
We do speed and security updates automatically for you twice a month. How many times have you had a rush and your credit card
machine was running slowly. Wouldn’t it be great if you could eliminate that lag time and get to more customers more efficiently?
23. VALUE ADD DIALOGUES
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•
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•
•
•
•
•
•
In addition to increasing your profits and protecting your rates for four years, there are a few other benefits to our program that I wanted to
mention to you.
We also have the Roam Data wireless device. This can be attached to almost any smartphone and allows you to get 1% qualifying credit
transaction while servicing your clients outside of your location. It’s a great way to expand and grow your business.
We offer a Check Guarantee Program that has several benefits. It converts all authorized check transactions into a secure transaction. In
other words you can safely take checks and eliminate any bad check fees. Pretty cool, huh! This process also removes the need to rush over
to the bank to deposit checks, and any potential loss or theft on a run to the bank. You get your money faster and you and your customers
are protected.
We also offer a Cash Advance Program that helps some of our merchants get quick cash when they need it. It is based on a formula from
your daily deposit amounts, and can be used to pay for urgent or unexpected expenses. With how strict regulations have become with banks,
it’s become harder and harder for even merchants with the best credit to get loans. I had a merchant with A credit who had a booming
business and wanted to open a second location. Even HE couldn’t get approval for a small business loan. Our cash advance program allows
you to expand your business, without the hassle or disapproval of the bank. Isn’t that great?
We also offer Gift Cards. This is one of our most effective programs for increasing your bottom line without you having to invest in any extra
product. Gift cards have several benefits. First of all, you get all the money up front. Secondly only about 70% of gift cards ever get used so
there is an immediate profit of 30%. And then when a gift card balance gets below $5, most people either toss them in the trash or use
them and spend over the amount left on the card. It’s a win-win either way. One of my merchants had a son who played little league. He had
the team sell gift cards as a fundraiser. He was able to not only help the local little league team, but he made a profit from the sales of the
cards AND he got his name out into the community.
One of my most popular value adds is our customizable receipt footer. How much of a budget do you have for advertising? (most merchants
will say none). That’s the case with most of the small business owners I meet. Our customizable receipt footer allows you to market your
business without it costing you anything extra! You can turn your receipt into a coupon, loyalty program, referral program, or marketing tool.
I’ve had several businesses increase profit on the footer alone, by guiding people to review them on Yelp or by giving them incentive to come
again or refer a friend.
You mentioned earlier that you had high speed internet; our equipment can use your internet connection, thus allowing you to potentially
cancel the additional phone line and save you even more money.
We also encourage the incorporation of a debit surcharge. Basically, it allows you to use your terminal as an ATM machine. With the 0% pinbased debit program, all surcharge fees become pure profit. There are several advantages to this. You can capture the two or three dollars
per transaction that are normally charged by an ATM machine. This has the potential to increase traffic into your location for people who
need to get some cash, and it helps offset your cost. I’ve had some merchants practically break even on their processing costs by
incorporating a debit surcharge.
Finally, as a Thank You for your business, we have a Referral Loyalty Program that credits money back to your account for every person you
refer to us that we’re able to get qualified for this program.
24. Steps to the Sale
Step 8
RESULTS OF QUAL CALL
(Manager callback, reiterating benefits, &
PRESENTING NUMBERS)
– Give manager THE SPREAD (current company’s fees – our fees at 0 and 1% before
equipment lease price)
– Plug in lease price manager gives you & calculate total Payment Systems price
– Tell merchant we have GOOD NEWS AND BAD NEWS…
• We could ONLY get them a rate lock for 60 months… BUT all the benefits apply
1. REVIEW BENEFITS on blank side of savings analysis sheet or MQ FIRST
2. THEN PRESENT NUMBERS: current total fees - our total fees = total savings
– ASSUME THE SALE: “Mr. /Mrs. Merchant, it looks like a no brainer, THE NEXT STEP IS for
you to give me your driver’s license and I will start the paperwork RIGHT AWAY.
Congratulations!”
• THEN SHUT UP AND BE QUIET-the first person to speak after you ask for the sale
loses!!!
– CLOSE and write the paperwork
26. COMMON OBJECTIONS
• LEASE
• LENGTH OF CONTRACT
• I NEED TO TALK TO WIFE/HUSBAND/BUSINESS
PARTNER/ACCOUNTANT
• LET ME THINK ABOUT IT/SLEEP ON IT
• I NEVER MAKE IMMEDIATE DECISIONS
• I WANT TO CALL MY CURRENT COMPANY
• CURRENT COMPANY CANCELLATION FEES
1. Agree
2. Clarify & Isolate
3. Recommit
4. ***CALL YOUR MANAGER***
-What is the root cause behind all of these objections?
27. HANDLING OBJECTIONS/CONCERNS
– Flip your CSA over and clarify how you got to your numbers
and close
– Rules of Engagement for Handling any & all objections
• AGREE with the merchant First
• CLARIFY & ISOLATE the objection-make sure that objection
is the only thing holding them back from moving forward
• RECOMMIT the merchant to buy today - “So if I could find
away to ________ then you would go ahead and do
business with us NOW, right?!”
– It is critical that you explain you probably CANNOT
accommodate their request
» Your processing director/manager already did a huge favor:
the merchant doesn’t technically qualify
• FEEL, FELT, FOUND
– Call Manager and reclose
28. Steps to the Sale
Step 9
WRITE THE DEAL: PAPERWORK
– Be prepared and have a copy of your Perfect Paperwork with you at all
times, as well as blank contracts
– Collect the DL/ID, Voided Check, Business License, Business Utility
Bill, Social Security # before you start writing any of the paperwork
• Collect a home utility bill and social security if they have it on site
– Send a Clear Picture of the DL/ID & Voided Check to your manager
BEFORE you start writing your paperwork.
– You fill out paperwork, let them get back to work
– You always hold your paperwork and control the signing. Do not allow
your customer to pick up the paperwork and start reading it like a
book-that means you have just lost control of your deal
– Get the deal signed: Remember time kills all deals so WORK FAST!!!
29. Steps to the Sale
Step 10
WHAT HAPPENS NEXT
Use Welcome Sheet
• Prep merchant for the WELCOME CALL, a phone call reviewing terms and
conditions.
– **You DO NOT LEAVE UNTIL WC IS COMPLETE in case
they have any further questions and to help guide them through it.**
• They will RECEIVE EQUIPMENT in 3-5 business days
• Prep them that when their equipment arrives that our processor, Lem
Dunnigan, will be calling them to INSTALL & train them on how to use the
terminal
• They must IMMEDIATELY activate security on terminal upon arrival of
equipment: **If they don’t install you don’t get paid!**
• Prep them they we may need additional documents moving forward
30. Steps to the Sale
Step 11
DEVELOP NEW BUSINESS
•
•
•
REFERRALS
– “I’ve found most small business owners know other small business owners. I know you
must be really well connected. Who else do you know that I might be able to help?”
• Don’t know if you can get them qualified. “Don’t tell him the deal I got you. I may
not be able to do the same.”
• Referral bonus
HOTLISTS
RECOMMENDATIONS
– “I am going to be here all week, can you recommend a few places for lunch? I don’t
want a franchise or anything like that just somewhere local that has good food.”
– “I love coffee, where is the best place to get a great cup of coffee, some place local
would be my preference.”
– “I want to have my car checked out before I head back to my hometown, can you
recommend a place to have it looked at that can be trusted? I don’t want to get taken
advantage of being from out of town.”
– John at the Auto Shop recommended you??? Let me tell you what I did for him.
31. What is Expected of You
• Goals. Written, reviewed, & scheduled to go over with manager in 1on1s.
• Daily Preparation/Research due every night for following day’s
appointments
• 5 contracts highlighted and ready to go each day
– This will keep you from missing any signatures
– This will keep your customer focused on what’s important which is signing the
paperwork and not allowing their eyes to wander and ask questions that can
unwind your deal
•
•
•
•
•
•
•
Daily Morning calls M-F; After-hours training 2x a week
Using Salesforce to access appointments, content, chatter, etc.
Biweekly hotlists
Travel sheets filled out on time – due
Recaps due by Friday end of day
Be coachable & communicate with your SM
Feed your mind, develop your craft, reach out for help
33. Assignment Day 2
• Fill out 3-5 Savings Analysis Sheets with sample merchant
statements
– Review with SM over weekend
•
•
•
•
•
Fill out Travel Request Form
Research Monday’s Appointments
Print out 10 savings analysis & 10 merchant questionnaires
Highlight 2 contracts
Review products & benefits
Week 1 Assignment
• Hotlist zipcodes
• Goals