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

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

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

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

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

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

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

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

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

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

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

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)

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

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

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

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

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

Welcome to Day 17

How to Target Specific Business Types Selling Merchant Services

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

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

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

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

The Blame Game

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

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

Setting Up Your Page

Custom Audiences

Video Ads

Scaling with Lookalike Audiences and Interests

Automating with Drip.com

Hosting a Facebook Show

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

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

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

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

Workbook Outline

Download Your Workbook

Path to 200 Merchant Accounts