Pivotal Payments Training-Weekly classes provided
Next Available Class: Wednesday July 1, 2015 9:00am CST / 7:00am PST
http://www.eventbrite.com/e/pivotal-payments-statement- analysis-training-tickets- 17246496736
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I always learn something on these trainings even if I've been on them before! Jessica does a great job. Even at 7am!
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Of course, Wikihow teaches agents, too. You didn't know?? Here's Wiki:
How to Sell Credit Card Processing Services to Merchants (Note -- if this looks too hard and boring, skip down to Digi-how..)
Selling credit card processing services to merchants is highly profitable due to the residual income it creates. This article teaches you how to go about it, from effective prospecting, to post-closing follow up.
1. Begin by creating a few reliable credit card processing lead sources. Similar to the sales environment of any other industry, the best lead sources are not always obvious. You must think creatively about where to find solid B2B leads.
- Begin by creating a list of all the other services a new business owner needs in addition to credit card processing. Telephone and Internet service providers likely deal with new business owners before you will, so their customers would be great leads for you.
- Join your local Chamber of Commerce and attend the weekly meetings. Contact professional associations and become a "preferred provider" of credit card processing services. Business owners like to do business face-to-face, so getting yourself immersed in several professional networks is critical to finding the best leads.
2. If you are not provided with a sales pitch by your employer, you will need to design your own. To do this, put yourself in the shoes of the merchant. As a business owner, what would you look for in a credit card processing service? Sometimes, the best way for you to find out is to simply ask!
- Take the time to ask all relevant questions about how the merchant runs his business. What is the merchant's average monthly sales volume? Where does he conduct his transactions, online or in person? Does he have any special needs? Be sure to take detailed notes on the conversation.
- Finally, ask the merchant if he would like you to design a custom solution just for his business. If the answer is yes, compare the needs of the merchant against the services you have available, and build an intelligent solution for him. Remember, in B2B sales, each transaction is a consultative process. You will do better to convey a patient and caring disposition rather than the more conventional, high pressure sales approach.
3. Pitch the merchant. If you have created an intelligent credit card processing solution for one of your prospects, the next step is to schedule an appointment. Ask for 15-20 minutes of the merchant's time to discuss your solution. Prior to the meeting, create various visual aids to help you position the product. You want to help the merchant imagine your solution as an actual part of his business, rather than a standalone service.
- Also, be sure to avoid using any jargon that the merchant may not understand. It is always best to keep it simple, and never tell the merchant more than he needs to know. Instead, continually remind the merchant exactly how your solution satisfies his conception of an ideal credit card processing service. If you do all of this correctly, the merchant should be willing to move forward with the transaction.
4. Close the account. If the merchant is impressed by your presentation, immediately provide him with a hard copy of the application and, if possible, work through it with him. This will prevent the possibility of the merchant setting aside the application and forgetting about it. Collect any other documentation you need from the merchant and provide him with a deadline by which you will have his service ready. Congratulations! You have closed your first credit card processing sale.
5. Follow up with your client. Now that the merchant has become your client, be sure to maintain a positive relationship with him. This will serve two purposes. Primarily, strong client relationships help create strong client retention. Since you likely get paid residual commission on your accounts, you won't want to lose an account that you already worked to close, just because your client felt under-serviced. Additionally, your client will be more inclined to refer his friends to you if you go above and beyond his expectations. Build a reputation for exceptional service, and you will have merchants finding you, instead of the other way around.
Here's the Digi-how way:
1. Visit a merchant you know and give him your DWP brochure.
2. Ask if you can Cam Scan his statement and send it in for analysis to see how much we can save him after we give him a new FREE emv-apple-google ready equipment.
3. Show him DWP analysis and proposal and follow up, with support@digitalworldpay.com guiding you.
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Digi-how vs. Wikihow:
1. You want a team helping you? Or want to go solo?
2. You want to gather just a handful of merchants? Or gather hundreds personally?
3. You want to start a team and get paid on thousands of their merchants? Or get paid only on what you personally do?
Excerpt from a jobshadow interview with a seasoned successful full-time agent NOT with DWP:
What do you dislike about the job?
It’s fast paced and I don’t like that it’s really a never ending gig. As soon as you finish a job or do a deal, you have to go on to the next. It’s not one of those products that you can take time off and somebody else can do it for you. Again, if you’re going to succeed it’s all about you and getting up and working your normal days. I say 8 to 5 but sometimes it’s weekends, sometimes it’s nights. It just depends on what’s going on. And I’d say that’s probably the thing that I don’t like about it.
How do you make money or how are you compensated?
It’s a full commission job. Like I said, if you don’t kill something, you don’t eat type deal. Once you sign a deal up they pay you 50% of whatever the company is going to make on it on that merchant for that year and then they pay you a 15% residual each month if that person continues to process with you as long as they process with you.
- See more at: http://www.jobshadow.com/interview-with-a-credit-card-processing-salesman/#sthash.7gamCjvm.dpuf
It’s fast paced and I don’t like that it’s really a never ending gig. As soon as you finish a job or do a deal, you have to go on to the next. It’s not one of those products that you can take time off and somebody else can do it for you. Again, if you’re going to succeed it’s all about you and getting up and working your normal days. I say 8 to 5 but sometimes it’s weekends, sometimes it’s nights. It just depends on what’s going on. And I’d say that’s probably the thing that I don’t like about it.
How do you make money or how are you compensated?
It’s a full commission job. Like I said, if you don’t kill something, you don’t eat type deal. Once you sign a deal up they pay you 50% of whatever the company is going to make on it on that merchant for that year and then they pay you a 15% residual each month if that person continues to process with you as long as they process with you.
- See more at: http://www.jobshadow.com/interview-with-a-credit-card-processing-salesman/#sthash.7gamCjvm.dpuf
What do you dislike about the job?
It’s fast paced and I don’t like that it’s really a never ending gig. As soon as you finish a job or do a deal, you have to go on to the next. It’s not one of those products that you can take time off and somebody else can do it for you.
What do you dislike about the job?
It’s fast paced and I don’t like that it’s really a never ending gig. As soon as you finish a job or do a deal, you have to go on to the next. It’s not one of those products that you can take time off and somebody else can do it for you.
- See more at: http://www.jobshadow.com/interview-with-a-credit-card-processing-salesman/#sthash.7gamCjvm.dpufIt’s fast paced and I don’t like that it’s really a never ending gig. As soon as you finish a job or do a deal, you have to go on to the next. It’s not one of those products that you can take time off and somebody else can do it for you. - See more at: http://www.jobshadow.com/interview-with-a-credit-card-processing-salesman/#sthash.7gamCjvm.dpufWhat do you dislike about the job?
It’s fast paced and I don’t like that it’s really a never ending gig. As soon as you finish a job or do a deal, you have to go on to the next. It’s not one of those products that you can take time off and somebody else can do it for you. Again, if you’re going to succeed it’s all about you and getting up and working your normal days. I say 8 to 5 but sometimes it’s weekends, sometimes it’s nights. It just depends on what’s going on. And I’d say that’s probably the thing that I don’t like about it.
How do you make money or how are you compensated?
It’s a full commission job. Like I said, if you don’t kill something, you don’t eat type deal. Once you sign a deal up they pay you 50% of whatever the company is going to make on it on that merchant for that year and then they pay you a 15% residual each month if that person continues to process with you as long as they process with you.
- See more at: http://www.jobshadow.com/interview-with-a-credit-card-processing-salesman/#sthash.7gamCjvm.dpufWhat do you dislike about the job?
It’s fast paced and I don’t like that it’s really a never ending gig. As soon as you finish a job or do a deal, you have to go on to the next. It’s not one of those products that you can take time off and somebody else can do it for you. Again, if you’re going to succeed it’s all about you and getting up and working your normal days. I say 8 to 5 but sometimes it’s weekends, sometimes it’s nights. It just depends on what’s going on. And I’d say that’s probably the thing that I don’t like about it.
How do you make money or how are you compensated?
It’s a full commission job. Like I said, if you don’t kill something, you don’t eat type deal. Once you sign a deal up they pay you 50% of whatever the company is going to make on it on that merchant for that year and then they pay you a 15% residual each month if that person continues to process with you as long as they process with you.
- See more at: http://www.jobshadow.com/interview-with-a-credit-card-processing-salesman/#sthash.7gamCjvm.dpufWhat do you dislike about the job?
It’s fast paced and I don’t like that it’s really a never ending gig. As soon as you finish a job or do a deal, you have to go on to the next. It’s not one of those products that you can take time off and somebody else can do it for you. Again, if you’re going to succeed it’s all about you and getting up and working your normal days. I say 8 to 5 but sometimes it’s weekends, sometimes it’s nights. It just depends on what’s going on. And I’d say that’s probably the thing that I don’t like about it.
How do you make money or how are you compensated?
It’s a full commission job. Like I said, if you don’t kill something, you don’t eat type deal. Once you sign a deal up they pay you 50% of whatever the company is going to make on it on that merchant for that year and then they pay you a 15% residual each month if that person continues to process with you as long as they process with you.
- See more at: http://www.jobshadow.com/interview-with-a-credit-card-processing-salesman/#sthash.7gamCjvm.dpuf
What do you dislike about the job?
It’s fast paced and I don’t like that it’s really a never ending gig. As soon as you finish a job or do a deal, you have to go on to the next. It’s not one of those products that you can take time off and somebody else can do it for you. Again, if you’re going to succeed it’s all about you and getting up and working your normal days. I say 8 to 5 but sometimes it’s weekends, sometimes it’s nights. It just depends on what’s going on. And I’d say that’s probably the thing that I don’t like about it.
How do you make money or how are you compensated?
It’s a full commission job. Like I said, if you don’t kill something, you don’t eat type deal. Once you sign a deal up they pay you 50% of whatever the company is going to make on it on that merchant for that year and then they pay you a 15% residual each month if that person continues to process with you as long as they process with you.
- See more at: http://www.jobshadow.com/interview-with-a-credit-card-processing-salesman/#sthash.7gamCjvm.dpufWhat do you dislike about the job?
It’s fast paced and I don’t like that it’s really a never ending gig. As soon as you finish a job or do a deal, you have to go on to the next. It’s not one of those products that you can take time off and somebody else can do it for you. Again, if you’re going to succeed it’s all about you and getting up and working your normal days. I say 8 to 5 but sometimes it’s weekends, sometimes it’s nights. It just depends on what’s going on. And I’d say that’s probably the thing that I don’t like about it.
How do you make money or how are you compensated?
It’s a full commission job. Like I said, if you don’t kill something, you don’t eat type deal. Once you sign a deal up they pay you 50% of whatever the company is going to make on it on that merchant for that year and then they pay you a 15% residual each month if that person continues to process with you as long as they process with you.
- See more at: http://www.jobshadow.com/interview-with-a-credit-card-processing-salesman/#sthash.7gamCjvm.dpuf
How do you make money or how are you compensated?
It’s a full commission job. Like I said, if you don’t kill something, you don’t eat type deal. Once you sign a deal up they pay you up front and then they pay you a 15% residual each month if that person continues to process with you as long as they process with you.
This agent needs to find DWP -- we CAN let 'somebody else can do it for you.'
And we get 20% on personal and share in 56% total!!
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NOW YOU KNOW YOU'RE IN THE BEST PLACE: PUT ON YOUR 'I MEAN BUSINESS' FACE AND LET'S GET TO WORK!
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