Sales Process
Value Proposition
Objections
Open Ended Questions
100
Why is it important to ask qualifying questions from a business owner?
To understand their business and to uncover opportunities.
100
What special recognition has TSYS won on an ongoing basis?
Ethisphere's top 100 most ethical companies
100
If someone says "I'm under contract", what can you say next?

There have been times we have been able to find ways to offset the cancellation fee merely by providing a time saving solution.

There have been times that the monthly fees have been much higher and it was worth making the switch.

100
Why do we ask open ended questions?
Open ended questions are asked so the merchant is telling us what they need.
200

True or False?

I should always be asking open ended questions.

True
200
Why is it important to position TSYS as another value added solution to your merchant?

Stickiness of account

Revenue generation

Retention

200
I process with Square
This is not uncommon, Square is a definite competitor and offers a very simple solution.  It's really important to understand the differences between processing with Square and a full service provider, such as customer service and PCI compliance.  If you have 30 minutes, it would be worth us talking further.
200
Provide an open ended question that relates to their current processing solution
Walk me through your day to day when it comes to processing your transactions
300
Please provide an example of an open ended question that you can ask your merchant during your initial conversation?

Tell me how you got into this business?

What do you enjoy the most about your business?

If you can change anything about your business, what would it be?

300
What makes TSYS stand out amoungst the competitors?

People centered focus

Ethical

Easy to read statements

Longevity



300
What if someone tells you they are happy with their current provider?

Great!  So you get your money the next day?

You can call them and get a response within 10 seconds?

They are transparent and provide an easy to read statement?

300
Provide an open ended question that relates to their customer service needs
Tell me more about your experience when you have to reach your current provider
400
What is an example of a trial closing question?
If I can provide a time saving solution, is there any other reason we couldn't move forward?
400

What are some advantages of our merchant support department?

One call resolution, 24/7/365, speed of answering phone

400
What if someone said "I hate credit card processors and wish I didn't have to take cards whatsoever"

TSYS is a recipient of Ethisphere's top 100 most ethical companies, have you ever heard of them?

 

400
Provide an open ended question that relates to positioning our new Vital solutions
Tell me about your comfort level when it comes to technology solutions such as smart phones and tablets?
500
What are the five steps in the selling process?

Research

Ask Questions

Listen

Qualify

Close

500

What is the number one reason a merchant should sign up with you?

Myself and the bank
500
If someone says they "Pay too much", what would be your response?
I hear that often.  A lot of times, businesses are pushed into making a change without someone sitting down and going through how they are currently priced and who gets what in the process.  If you have just a short window of time and can provide a current statement....
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