Sales Training Guide for Merchant Services Ordering
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Any questions contact Bill Pirtle
Book Contents
I Introduction
Basic Concepts
Merchant’s Costs
What Merchants are Paying For
Guidelines for Card Acceptance
Durbin Aftermath
PCI Overview
EMV
II MLS Development
Legal Strategy for MLS
Information Is Power
Success Playbook
Ethics and Value
Navigating Interchange
Statement Analysis
Switches
PCI
Building a Million-Dollar Portfolio
Residual Valuation
Underwriting and Fraud
Hiring a Web Designer
Associations
III Finding Prospects
Prospecting
Online Presence in 24 Hours
Marketing
Finding a Networking Group
Ideal Referral Partner
Making Networking Work
Six Apps to 60/month
IV Selling Process
Laws of Selling
Cold Calling
Phone Sales
Gatekeepers
Consultative Selling
Completing The Application
Customer Service
V. Terminals & Gateways
Placing Terminals
Renting vs. Leasing
POS Systems 2
Mobile Payments
Internet Payment Gateways
VI Added Value
Check 21 & ACH Processing
Gift Cards
ATM
VII. ISO Topics
Legal Issues for ISOs
Opening a Sales Office
Sales Office
Appendix A
Recommended Training
Appendix B
Recommended Reading
Appendix C Products
SaberPay
