The only B2B sales training programme exclusively designed for payments sales professionals.

Objectives based and outcome driven, this 2 day programme empowers participants to:


  • Win more tier 2, 3 and 4 merchants

  • Identify merchant’s needs, priorities and buying motivations through consultative selling

  • Secure appointments with decisions makers 

  • Create and communicate a powerful differentiated value proposition

  • Sell value rather than cost

  • Monitise workaround business processes

  • Design and present compelling payment solutions

  • Manage objections 

  • Develop key accounts 

  • Develop proactive retention plans 

  • Sell additional services

  • Identify, understand and beat the competition


The Merchant Services landscape is increasingly complex and competitive, where nothing but first class sales skills will cut the proverbial mustard. 


A large part of my 25-year sales career has been spent helping payments companies achieve high sales growth, from an appointment as Sales and Relationship Director at HBOS Merchant Services to establishing the first UK reseller network for Mastercard prepaid cards and launching prepaid card products in the Middle East and India.


Now, I use my experience to offer sales training and coaching that helps Merchant Services sales teams optimise their performance and output. 


How does it work?

Expert training options for Merchant Services are delivered through e-learning, class-room training, webinars and 1-2-1 sessions. With all methods, sessions are designed to create more sales opportunities and win more, and bigger merchants. 


Programme content is tailored to suit individual requirements, with a focus on how sales teams can match client needs with solution benefits. The right sales approach is one that engages merchants way beyond transaction rates. 


Areas covered include the different stages of the sales cycle, consultative selling best practice, risk management, alternative payment methods and online vs in-person payments.

Get in touch and start your sales team's transformation to selling to larger merchants.

Know your payments - E learning

In addition to sales and product knowledge, selling merchant services requires a solid understanding of the mechanics of card payments and associated economics.


Neira Jones has been running the live Payments 101 course for the last 8 years and is now also offering an on-demand e-learning version of this popular series covering the fundamentals of the card payments ecosystem.

  • Payments 101 – Part 1 – Card Payments Mechanics 

  • Payments 101 – Part 2 – Card Payments Economics

Part 1 covers the mechanics of card payments, introducing ecosystem actors and mechanisms (e.g. actors and models, authorisation, clearing and settlement, exceptions, etc.), as well as the structure of cards and transactions. It will also give a worldwide overview of the markets and trends in different sectors and geographies, with a good sprinkling of PSD2 to put regulations in context.

Part 2 covers the fundamentals of card payment economics, the various channels and introduces concepts such as MSC and interchange, as well as explaining the value distribution across all ecosystem actors.


Payments 101 – Part 1 – Card Payments Mechanics can be found here:


Payments 101 – Part 2 – Card Payments Economics was released in September 2020.

The Best Sales Coach clients receive a special 10% concession on Neira’s course.



Neira Jones advises organisations
of all sizes on payments, fintech,
regtech, cybercrime, information
security, regulations (e.g. PSD2,
GDPR, AML) and digital innovation.


More than 20 years in financial services and technology made her believe in change through innovation & partnerships. She always strives to demystify the hype surrounding current issues and also enjoys her work as an expert witness. She likes engaging on social media and regularly addresses global audiences as a keynote speaker or chair person.

Twitter @neirajones

LinkedIn https://www.linkedin.com/in/neirajones/

Instagram neiraj0nes