Each and every sales professional is provided the same amount of time each day, 24 hours. How come some can make great use of their day, making it productive, while others see their day slipping away and ending without production?

This training module consists of many ways a sales professional can track his or her daily success. There are handouts which outline a perfect day in the outside sales arena. Included in the module is a checklist of all the items a successful business professional will want to perform each day to generate new revenue, maintain contact with their pipeline, and still have time to add new prospects into their sales funnel.

Planning and proper goal setting is also a part of this module.

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In today’s economy a successful Sale professional must be able to work around objections and respond back with benefits as to why they are the person a company should work with. Overcoming objections deals with many things. Body language, timing of the sales professional’s response and the attitude the response is made with. These will all be covered in this a module.

For sales professional to sell properly they must understand the intricacies of Interchange. This module will break Interchange down to its simplest form so that each sales professional can walk out with a clearer understanding of how to present interchange information to questions they will receive in the field.

None of us want to buy from a shark that is slick in presentation but has no skills in relating to us. We generally buy from an individual who has connected with us in one way or another and understands our needs and can determine our buying motives. Then by matching their services with our needs, they win our business and respect. Even if we pay a bit more for the product or service we are satisfied because the sales person took the time to show interest in us.

This module will help the Sales professional use a proper line of questioning to uncover the needs and concerns of each merchant. Then from there the sales professional will be shown how to take this information gathered and blend it into the sales presentation process so the merchant will see the value of working with them.

Good habits are great to come by and should become hard to break. This session covers many areas where a sales professional can look for out of the box prospecting ideas. Non traditional merchants and certain channels that aren't marketed as frequently will be reviewed. Ways to prospect as you are driving through your daily routine will also be analyzed and discussed.

This session also entails good selling habits and customs that each rep will want to add to their repertoire. "Are You Busy vs. Are you Productive" will be a topic of self evaluation to see if there are enough "revenue generating" activities being performed each day. Calendaring these revenue generating activities will be promoted during this session.

In this session sales reps will understand where they can prospect for MOTO (Mail Order/Telephone Order) accounts, B to B, and Internet. Different tools that are needed for these types of processing are also discussed.

This module will cover the different types of pricing methods. Tiered, Interchange Plus, and Fixed pricing methods will be covered and when each is appropriate to offer for peak profit. We will also analyze merchant statements to assist the professionals to look for key data on a statement when they find themselves in a competitive setting.

There are worksheets that are filled out by each attendee and a group discussion is held wrapped around the pricing options and what is most appropriate for the type of business that is being pursued (Channel or MCC code).

This module is very flexible. It can be customized and trained around a specific comp plan offered by the hiring ISO or IC. Topics that will be covered in this module are:

Attendees will build their own profit plan by setting a financial goal for themselves. Then by working backwards and calculating an average sale, the percentage of lease penetration, and fees that are attached to each unit, the sales professional will be able to determine how many units they must sell each month, and at what volume they will need to perform at each month to attain their personal goal.

Our trainers will be glad to incorporate a customized comp plan that matches the company we are training for. Please make arrangements to get your compensation plan over to our training department at least two weeks prior to the training so the customized training can be incorporated into the session.