#EveryDayisPayday Overview of the sales process as it influences the buyers journey for merchant services sales. The sales professional must always "sell to the next stage". This presentation gives a list of outcomes at each stage of the sales process.

1. One Sale A Day
Training Program
"It's just as easy to make
One Sale A Day
as it is to make one sale a week,
by creating and using
a daily system with consistency."

2. What can you expect from tonight’s training?
• Overview Buyer’s Journey
• Better understanding of what your prospect
experiences when you walk in the door
• Overview Selling Process / Stages
• Using this understanding to tailor your sales process and
stages to help the merchant to move along in their
journey to choosing you as their provider

3. Pre-
Awareness
Aware
Seeking a
Solution
Making a
Decision
Spreading
the Word
Prospecting
ProspectingLeadNurturing
Statement
Analysis
LeadNurturing
ClosingPresentation
RelationshipBuilding
Buyers Journey
SalesInfluenceStages
www.OneSaleADayProgram.com
Sales Blueprint

4. Pre-Awareness
Weight Loss Analogy
Awareness
Seeking a Solution
Making a Decision
Spreading the Word

5. Pre-Awareness
Merchant Services & Value Add
Seeking a Solution
Awareness
Making a Decision
Spreading the Word

6. • Prospecting is meant to discover and influence the buyer in pre-
awareness stage and bring them into awareness. Or prospecting can
discover the buyer in the awareness stage.
• Lead Nurturing is used to bring the buyer into awareness, or to satisfy
discovery to move they buyer to seeking a solution.
• Statement Analysis is used to raise value.
• Presentation is the process of building value to the point of desire for
change.
• Closing is the delivery point where the value has been chosen by the
customer’s decision to take ownership.
• Relationship Building is the cultivation of raving fan customers who take
responsibility for spreading the word about you and the value you bring.
Pre-
Awareness
Awareness
Seeking
A
Solution
Making
A
Decision
Spreading
the
Word
www.OneSaleADayProgram.com
BuyersJourney
Sales Influence Stages

7. Prospecting
• Qualified
• Raise Awareness
• Discover Awareness
• Build Lead Inventory
• Build “Lead Inventory” (CRM)

8. Lead Nurturing
• Raising Awareness
• Create Desire
• Establish Context of Trust
• Emotional Engagement
• Satisfy Discovery

9. Statement Analysis
• Raise Awareness
• Discovery Process
• Raise Value
• Emotional Engagement
• Satisfy Discovery

10. Presentation
• Establish Trust & Rapport
• Discovery Process
• Raising Awareness
• Raise Value
• Satisfy Discovery
• Intensify Interest & Desire
• Emotional Engagement
• Anticipate Objections –
Supporting Logic for Change

11. Closing the Sale
Sales happen within a climax of
Trust + Value = Sale

12. Relationship Building – Spreading the Word
Referrasl come from a climax of
Trust + Value = Referred Sale
10 10

13. Questions?
Thank you!
Share the Value!
www.OneSaleADayProgram.com/backstage