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WEB SOURCE INTERNATIONAL NETWORK FOR SUCCESS. Training Tools For Your Success. NETWORK CONTACTS. ADD THESE CONTACTS TO YOUR GAME PLAN: ESTABLISH TWO PER DAY Banks Associations, Chamber of Commerce Sign Makers CPA/Bookkeepers for small retailers and restaurants
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WEB SOURCE INTERNATIONAL NETWORK FOR SUCCESS Training Tools For Your Success
NETWORK CONTACTS ADD THESE CONTACTS TO YOUR GAME PLAN: ESTABLISH TWO PER DAY • Banks • Associations, Chamber of Commerce • Sign Makers • CPA/Bookkeepers for small retailers and restaurants • Restaurant Sales People (Wine, linens, food)
NETWORK CONTACTS • Internet Company (ISP, Web designers, Web Hosting Companies) • POS System Sales People • Commercial Real Estate Brokers • Advertising Sales People • Printers • Security System Sales People • Join a Leads Club
NETWORK CONTACTS • Business Opportunity Seminars • Other Bankcard Representatives (Referral fee for business they can’t write) • Breakfast, Lunch, After Hours Networking Meetings
SKILLS YOU NEED • Sales Skills:Drill your skill. Practice, memorize, role-play. • Listening Skills:Active, not passive listening. • Questioning Skills:Fact finding early in your presentation will uncover needs and desires for the merchant.
SKILLS YOU NEED • Presentation Skills:Are you presenting your offer with conviction and enthusiasm? • Closing Skills: Close early. Close often. Just CLOSE!! • Telephone Skills: How are you coming across? Smile.
SKILLS YOU NEED • People Skills: The most important thing is building rapport FIRST. • Administrative Skills: Sloppy paperwork will cost you MONEY.
PACKAGE SELLING • Sell full-service, one stop shop processing. LevelUp, Debit, Gift & Loyalty, Check Guarantee, Websites, etc… • Do You Need Money? We can advance money towards future credit card receivables. • Fuel and Fleet Card Programs along with Pay at the Pump is available for gas stations and repair shops. • The more items you add, the more the value is perceived and the more the merchant can justify doing business with you. • Takes the emphasis off of rate only. If you just pedal rate, you will live by the sword and die by the sword. • More features and benefits to discuss. • Tell merchants to put their products on the Internet. Don’t let them get left behind. Increase Sales 40%. • Do they use Surveillance Cameras? • What type of POS system do they use?
The Selling • Take the low key approach. Make friends, shake hands. • Be so friendly and respectful that they will be embarrassed to throw you out. • Build rapport: - Words only contribute 7% of building rapport. - Smile - Use open, honest body language. • Make sure you are speaking with the owner, the decision maker.
The Selling cont.. • If the owner is not in, get as much info on their present situation as you can for your call back to the owner. • Be aware of everything you can possibly outwardly pick up: - Look over the counter to see what they use now. - Do they use a printer? PIN Pad? - What cards do they accept now? - What is there website address?
The Game Plan • Monday: Follow up on all calls from the previous week to set up sales appointments for the week. • Tuesday-Friday: - 8:30 AM – 10:00 AM – administration. Fill out paperwork. - 10:00 AM – 5:00 PM – “Selling” • Reading and studying is important, but not during prime selling hours.
The Game Plan cont… • Pay someone to dig out new business leads or send mail. • Speak with 20 decision makers a day about accepting cards or switching Processors. Worry only about the numbers, the sales will come. • Use the phone. When out on appointments, stop in businesses in the area. • Between appointments, ALWAYS BE SELLING!
Standard Rates • Discount Swiped Rate – 1.30% + .20-cents per transaction • Keyed Rate – 2.19% + .20-cents per transaction • Debit Card- 0% + .25-cents • Statement Fee - $10.00 • Free Equipment Program
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Genius™ - The Customer Engagement Platform™ The Genius Customer Engagement Platform is able to aggregate and integrate every conceivable transaction technology, payment type and customer program – both present and future – into a single countertop device. Genius was created to address three common pain points felt by merchants, POS developers and payment providers: choice, security and access.
