Course curriculum

  • 1

    Day 1

    • Welcome to the 6 Week Jump Start Program

    • Talk about Day 1 schedule (This is a full 8 hour day)

    • Why sell merchant services

    • Where is merchant services heading

    • Why Sell Cash Discounting

    • Why Sell Surcharging

    • The History of Merchant Services

    • What is merchant services - The Front-End

    • How do the card brands make money

    • What is merchant services - The Back-End

    • How do banks make money on credit card transactions

    • The three R's of interchange - Risk, Rewards and Relationships

    • Why should businesses pay interchange costs - Cash Discounting

    • What is a credit card processor - Acquirer

    • How do credit card processors make money

    • How Do Merchants Accept Cards

    • Terminals

    • Smart Terminals and Tablet POS

    • Touch Screen POS

    • Gateways

    • Mobile Payments

    • Intro to Prospecting - Working Hard, so you can eventually work smart

    • Telling my story about 14 sales the first month and winter on the phone

    • Numbers Game - What to Expect - Door to Door

    • Numbers Game - What to Expect - Phone Appointments

    • What do you need out in the field

    • What to expect on Day 2 and 3

  • 2

    Day 2

    • Final Day of Preparation - Lower Expectations to Effort

    • 3 Elements of Any Pricing System

    • What is the Effective Rate

    • Introductin to Teir Pricing

    • Introduction to Flat Rate Pricing

    • Introduction to Interchange Plus Pricing

    • Introduction to Subscription Rate Pricing

    • Consumer Revenue Models

    • Introduction to Reading Statements

    • Batch / Deposit Summary Report

    • Daily Discount

    • Card Type Summary Report & AMEX Opt Blue

    • Card Type Summary Report / Other Card Types

    • Per Item Fees / Discount Rate

    • Introduction to the Interchange Table

    • Statement Interchange Table

    • Surcharge Table

    • Interchange Mark Up

    • Pin Debit Network Fees

    • Card Brand Fees

    • Processor Per Item Fees

    • Batch Settlement Fee

    • Monthly / Annual Fees

    • Qualified, Mid-Qualified and Non-Qualified Fees

    • Downgrade Transactions

    • Welcome to the Instant Quote Tool!

    • Create Interchange+ Program

    • How to Build a Cash Discount Program

    • How to build a Flat Rate Program

    • Creating a Surcharge Program

    • Simple Mode Quote

    • Editing Fees

    • Card Type Details

    • Change Programs

    • Change Template

    • Why is my Quote Inaccurate

    • Choosing the Right Processor

    • Leasing Isnt Evil. Why I Changed My Mind

    • Avoiding 3 Commission Traps

    • Building A Business List

    • Part 1 - Intro to Selling Small Business Owners

    • Part 2 - How to Sell Small Business Owners Door to Door

    • Part 3 - Playing the Numbers Game

    • Part 4 - Introduction to the Sales Flow

    • Part 5 - Opening with Ease Door to Door

    • Part 6 - Opening with Ease on the Phone

    • Part 7 - Comfort or Respect

    • Part 8 - Listen More, Talk Less

    • Part 9 - Matching the Prospect

    • Part 10 - The Reason You Interrupted Their Day

    • Part 11 - Be Respected

    • Part 12 - Use a Call to Action

    • Part 13 - Directing the Information Flow

    • 3 Small Yes Responses Equal 1 Big Yes

    • Part 14 - When Should I Close the Sale

    • Part 15 - Get Permission

    • Part 16 - Make it Personal with Confidence

    • Part 17 - No Risk Close

    • Part 18 - Lock in the Sale

    • Getting Paperwork Completed

    • Telling Your Story with the Survey Pitch

    • Survey Pitch - Phone Appointment

    • Survey Pitch - Door to Door

    • Survey Pitch Screen Shot

    • Time to Implement the Training - Learning by Doing

  • 3

    Day 3

    • Welcome to Day 3

    • Block Schedule - Door to Door

    • Block Schedule - Phone Appointment

    • Next Action Steps

    • Overcoming Common Objections - Replay Live Event

    • Intro. to Overcoming Objections - Part 1

    • What is an Objection- Part 2

    • Buyer-signs Are Not Objections - Part 3

    • Objection - I Am in a Contract - Part 4

    • Objection - I Am Just Shopping Around - Part 5

    • Objection - I Have to Check With My ... - Part 6

    • Objection - I Need to Think About It - Part 7

    • Objection - “The other company is cheaper.” Part 8

    • Objection - “My business doesn’t qualify.” Part 9

    • Objection - “What is your rate” Part 10

    • Objection - “Can you just send me some information” Part 11

    • The Key to Overcome All Objections Part 12

  • 4

    Day 4

    • Introduction to Value Selling

    • Selling on Price

    • Selling on Value

    • Selling Value to leads

    • Selling Cold Calls

    • Questions in Value Selling

    • Creating a Sense of Urgency

    • Risk The Ultimate Value Killer

  • 5

    Day 5

    • Introduction to Cash Discounting & Surcharging

    • What is Surcharging

    • What is Cash Discounting

    • Step #1 - Notify the Consumer

    • Step #2 - Add the Fee (Identify the Card Type for Surcharging)

    • Step #3 - Collect the Revenue

    • Step #4 - Offset the Fees

  • 6

    Day 6

    • Welcome to Day 6

    • Part 1 - What is the Most Important Thing

    • Part 2 - Where is Your Scoreboard

    • Part 3 - Collaboration and Accountability - the Secret to Success

  • 7

    Day 7

    • Welcome to Day 7

    • Introduction Additional Payment Services

    • Part 1 - Additional Payment Services

    • Part 2 - Additional Payment Services

    • Part 3 - Additional Payment Services

    • Part 4 - Additional Payment Services

    • Part 5 - Additional Payment Services

    • Part 6 - Additional Payment Services

    • Part 7 - Additional Payment Services

    • Part 8 - Additional Payment Services

    • Part 9 - Closing for Additional Payment Services

  • 8

    Day 8

    • Welcome to Day 8

    • Part 1 - The 2 Phases of Success

    • Part 2 - Great Actions Follow Great Beliefs

    • Part 3 - Dont Let Being Broke Stop You

    • Part 4 - The Secret to Success in 2 Words

    • Part 5 - No Traffic Jams on the Extra Mile

  • 9

    Day 9

    • Welcome to Day 9

    • Cash Discounting and Surcharging - Part 1

    • What is the Difference- - Cash Discounting and Surcharging - Part 2

    • Can the Merchant Wave the Fee- Cash Discounting and Surcharging - Part 3

    • Understanding Daily Discount and Escrow - Cash Discounting and Surcharging - Part 4

    • What Does the Service Fee Cover for the Merchant- - Cash Discounting and Surcharging - Part 5

    • Percentage Versus Per Item - How to Price Merchants - Cash Discounting and Surcharging - Part 6

    • How Does Residual Work- - Cash Discounting and Surcharging - Part 7

    • What Types of Businesses to Target - Cash Discounting and Surcharging - Part 8

    • How Do You Market Cash Discounting - Cash Discounting and Surcharging - Part 9

  • 10

    Day 10

    • Welcome to Day 10

    • Part 1 - Its Not What You Sell, Its What You Teach

    • Part 2 - The Expert Opening Pitch

    • Part 3 - Overcoming Objections by Ignoring Them

    • Part 4 - The Game of Yes and How to Win

    • Part 5 - Assuming the Sale and Closing the Deal

  • 11

    Day 11

    • Welcome to Day 11

    • The Presentation Opening Pitch That Always Works in Merchant Services Part 1 (1)

    • Collecting Information Opening Pitch That Always Works in Merchant Services Part 2 (1)

    • The Call to Action - Opening Pitch That Always Works in Merchant Services - Part 3 (1)

  • 12

    Day 12

    • Welcome to Day 12

    • The Truth About Prospecting

    • The Biggest Enemy of Prospecting

    • Fear of Phone Calls - Avoid This Prospecting Handicap

    • Worried About Walking In - Overcome This Prospecting Fear

    • Winning the Numbers Game in Prospecting

    • Desperation The Reason You Cannot Close Deals

    • Prospecting with Email The Truth About Prospecting

    • Using Social Media For Merchant Services Prospecting

  • 13

    Day 13

    • Welcome to Day 13

    • Closing with Porcupine Questions

    • The Art of the One Call Close

    • 3 Closing Techniques that Work

    • How to Close Big Deals - Selling Large-Multi-Location Businesses

  • 14

    Day 14

    • Welcome to Day 14

    • How Many Merchants Can You Sell - Merchant Services Sales Commission

    • How to Sell More Than 100 Merchants

    • Understanding Up-front Bonuses

    • Why Your Residuals Are Not Growing

    • How Much Residual Can You Make Selling Merchant Services

    • Why Merchants Cancel

    • How Much Money Can I Make Selling Merchant Services

    • How to Get Things Done

  • 15

    Day 15

    • Welcome to Day 15

    • My Day in the Field Part 1

    • My Day in the field Part 2

    • My Day in the Field Part 3

    • My Day in the Field Part 4

    • My Day in the Field Part 5

    • My Day in the Field Part 6

    • My Day in the Field Part 7

    • My Day in the Field Part 8

  • 16

    Day 16

    • Welcome to Day 16

    • Introduction to Structured Selling

    • Structuring the Value Proposition

    • Test Your Assumptions Before You Launch

    • Identify Your Target Market

    • Decide When to Stop Selling

    • How to Make Money After Your Campaign is Over

    • The Most Important Word in Sales

  • 17

    Day 17

    • Welcome to Day 17

    • How to Target Specific Business Types Selling Merchant Services

  • 18

    Day 18

    • Welcome to Day 18

    • 4 Solutions for Pizza Shop Processing - How to Sell Merchant Services to Pizza Shops

    • My 3 Tips for Selling Hair and Nail Salons - How to sell merchant services to hair and nail salons

  • 19

    Day 19

    • Welcome to Day 19

    • My SuperSaver Processing tips and How to Sell Merchant Services to Auto Repair Shops

    • The Key to POS Integration - How To Sell Merchant Services to Fine Dining Restaurants

  • 20

    Day 20

    • Welcome to Day 20

    • Leverage Sales to Specialty Shops How to Sell Merchant Services to Retail Specialty Shops

    • How to Sell E-Commerce Merchants

    • Challenges that E Commerce Merchants Face

    • Choosing a Payment Gateway

    • Finding a Web Developer

    • Closing E Commerce Merchants on Price

  • 21

    Day 21

    • Two Game-Changing Tips for Getting the Sale and the Revenue You Deserve

    • The Blame Game

  • 22

    Day 22

    • Part 1 - How to Generate Sales Leads from Twitter

    • Part 2 - How to Generate Sales Leads from Twitter

    • Part 3 - How to Generate Sales Leads from Twitter

    • Part 4 - How to Generate Leads from Twitter

    • Part 5 - How to Generate Sales Leads from Twitter

    • Part 6 - How to Generate Sales Leads from Twitter

    • Part 7 - How to Generate Sales Leads from Twitter

    • Part 8 - How to Generate Sales Leads from Twitter

  • 23

    Day 23

    • Part 1 - Welcome to Generating Sales Leads from Youtube

    • Part 2 - Generating Sales Leads on Youtube

    • Part 3 - Generating Sales Leads on Youtube

    • Part 4 - Generating Sales Leads on Youtube

    • Part 5 - Generating Sales Leads on Youtube

    • Part 6 - Generating Sales Leads on Youtube

  • 24

    Day 24

    • Setting Up Your Page

    • Custom Audiences

    • Video Ads

    • Scaling with Lookalike Audiences and Interests

    • Automating with Drip.com

    • Hosting a Facebook Show

  • 25

    Day 25

    • Introduction to Phone Sales

    • The First 5 Seconds

    • Ask a Quick Question

    • Getting Past the Gatekeeper or Non-Decision Maker

    • Using Keywords and Presenting Value

    • Ask Another Question and Plan the Response

    • Set the Appointment with Scarcity

    • Perfect Your Script

  • 26

    Day 26

    • Part 1 - How to get Leads from Linkedin

    • Part 2 - How to get Leads from Linkedin

    • Part 3 - How to Remove a Connection on LinkedIn

    • How to get Leads from Linkenin

    • Part 4 - How to get Leads from Linkedin

    • How to Add a Connection on LinkedIn

    • How to Create Saved Searches in LinkedIn

    • Part 5 - How to get Leads from Linkedin

    • Part 6 - Linkedin

    • Tier Pricing and Interchange Plus

    • Flat Rate Pricing Merchant Services Pricing

    • Subscription Rate Merchant Services Pricing

    • My Predictions for Merchant Services Pricing

  • 27

    Day 27

    • Advanced Statement Training Part 1

    • Advanced Statement Training Part 2

    • Advanced Statement Training Part 3

    • Advanced Statement Training Part 4

    • Advanced Statement Training Part 5

  • 28

    Day 28

    • Part 1 - Service Starts With the Sale

    • Part 2 - Avoiding Installation Headaches

    • Part 3 - What to Do When the Terminal Goes Down

    • Part 4 - Avoiding The Biggest Pitfall of Customer Service

    • Part 5 - How to Build a Referral Engine

  • 29

    Day 29

    • Workbook Outline

    • Download Your Workbook

  • 30

    Day 30

    • Path to 200 Merchant Accounts