Selling Merchant

Services, not price

A substantial part of my career has been spent selling payment solutions.

 

In addition to the Sales and Relationships Director role for HBOS Merchant Services, I established the first UK reseller network of Mastercard pre-paid cards. I also launched card products in the Middle East and India.

The Merchant Services landscape is increasingly complex and competitive - making it an exciting market for securing strong sales growth.

 

First class sales skills are a must. So, I have decided to put my experience to good use by offering sales training and coaching to help equip Merchant Services sales teams optimising their sales performance and output.

I deliver through e-learning, class room training, webinars and sales coaching. All designed to work around the every day sales pressures making learning easy and fun too!

My tailored programmes focus on how sales teams can match client's needs with solution benefits, The right sales approach engages merchants beyond transactions rates. We also cover the different stages of the sales cycle, risk management and a best sales practice. Selling on-line as well as bricks and mortar payments solutions for smaller business, tier 2 all the way to enterprise sales can be covered.

The programmes I deliver, enable sales staff to:

  • Qualify leads and make appointments with decision makers such as Business Owners, Finance Directors and Payment Managers

  • Create and communicate a powerful differentiated value proposition

  • Understand the principles of merchant businesses and how payment providers fit in their plans

  • Identify merchants’ true needs and priorities in addition to the need to be competitive.

  • Sell value rather than cost

  • Monitize cumbersome business processes

  • Use powerful questions to understand merchant’s motivations for changing provider

  • Design and present payment solutions in a compelling way - and win against tough competition

  • Successfully manage sales objections when selling Merchant Services

  • Win, develop and retain clients

In addition to e learning, webinars and classic classroom training, I follow up by working with sales staff in front of clients, online or on the phone.

 

This coaching approach is truly unique. It cements sales techniques, making use of the live working environment - and boosts sales team confidence and morale. In the end, the sales results count.

 

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