Appointment Setting

Sales Pitch

Time Objection #1

· Hi. I'm (insert name) with SignaPay Southeast. I'm reaching out to businesses recently impacted by the Covid 19 Pandemic. I want to help you get back to normal by putting a substantial amount of money back into your pocket by significantly cutting your operating expenses. When is a good time we can talk?

Time Objection #1

I AM BUSY RIGHT NOW

I understand. Your time is valuable and I do not want to waste it, but what I want to tell is very beneficial to you and your business. I need 5 minutes of your time. (Side Note: if the business owner agrees, go into sales pitch.)

Time Objection #2

Time Objection #1

Never Heard of SignaPay

I REALLY DO NOT HAVE TIME NOW

No problem. When is a good time to schedule to talk? (Side Note: Give the customer 2 options on times to talk. This shows your time is just as valuable as theirs. I.E., I have Monday at 2pm or Weds at 10am, which time works better for you?)

Never Heard of SignaPay

I am happy with my current company

Never Heard of SignaPay

SignaPay is a national merchant processing company with locations throughout the United States. We have been in business since 2006 and have helped thousands of businesses just like yours. I would like to take a few minutes to explain how we can add value to your business. Can I have 5 minutes of your time?

I am happy with my current company

That is great. We at SignaPay understand the value of a strong partnership, but it never hurts to have additional information. All of our consultations are no-obligation.

I would like 5 minutes of your time to explain the value SignaPay can add to your business.

Key Vocabulary In Sales Presentation

Additional Information

SOLUTION

· We never sell a product, we sell SOLUTIONS. Every customer has problem (does not have the right way to process cards, paying too much, doesn’t like the customer service). It is our job to figure out the problem and recommend the right SOLUTION to the problem.

o We figure out the problem by asking a lot of OPEN-ENDED Questions. (Side Note: Open-Ended questions start with WHO, WHAT, WHERE, WHEN, WHY, and HOW. The get the customer to open up more than a simple yes or no.)

VALUE

· We do not sell price, WE SELL VALUE. Value is the quality the customer believes they are getting for their money. A customer will pay more if they believe they are getting better value for their money.

You, the Payment Advisor, are the beginning of the value proposition. You must sell the customer on the value you bring to the table. How are you different than every other merchant sales rep out there?

Sell the value of SignaPay Southeast and SignaPay corporate. We are a great company everyone should be proud to work for and this should come across to your customers.

HASSLE-FREE

· No one will pay for a hassle. We always want to make the experience for the customer as hassle-free as possible. A Hassle-Free sale begins with you.

This starts by asking the right questions and recommending the correct SOLUTION. It continues by setting the proper expectations about the “next steps” in the process.

The right information we need for an application
How long an application takes to get approved.
The install processes.
Any follow up calls.
How customer service works.

The more you explain to the customer how the process works and how you will make it HASSLE-FREE for them, the better the experience will be, and you can then ask for referrals.

A customer will never give you a referral if you cause them problems.

PEACE OF MIND

· We are selling the customer PEACE OF MIND. A customer wants to know their merchant service needs are going to be taken care of no matter what. If we do not give the customer PEACE OF MIND, the next person selling merchant services will come in and take your customer.

A customer will pay more money to have more peace of mind.

I pay more for insurance so I know I am covered no matter what because it gives me PEACE OF MIND knowing I will not go broke if I am ever in an accident.

Sales Close

Ask a lot of questions…questions, questions, questions…

Mrs. Customer,

Based upon what we talked about and the information you have given me, I would recommend this SOLUTION (Side Note: Then tell them the product you’re recommending. This can be equipment and pricing). The (Insert Product Name) will add a lot of VALUE to your business by taking care of all the problems we talked about (Side Note: List those problems again and how the SOLUTION you recommended again will take care of them). I, along with my team at SignaPay will make sure the process is HASSLE-FREE for you by making the transition from your current merchant processor to SignaPay Southeast a smooth one. (Side Note: You can list some of the times you and SignaPay Southeast will do to make it HASSLE-FREE). Ultimately, you will have PEACE-OF-MIND knowing all your merchant processing needs are going to be taken care of everyday.

I have the agreement with me. Let’s get the process started today. (Side Note: This is called the ASSUMPTIVE CLOSE. Always assume yes till you get a Hard No)

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