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Closing Payments

Closing Payments. By: Karl Wiesenberger. Before you try to sell it.

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Closing Payments

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  1. Closing Payments By: Karl Wiesenberger

  2. Before you try to sell it • Online terminal - Help them choose a template, reg there domain, and get them to a place where its obvious that they should be taking the next steps on their own. Ok and now the last step is getting your online terminal setup so we can make sure your able to accept payments credit cards. Let me just get someone on the line real quick to get you setup for that.. • This should be such a smooth process. You should feel comfortable multi-tasking and preparing the transfer. • It’s free to setup and if you end up keeping it your looking at just 5 bucks a month. • Filling out an application is not a big deal.. Don’t make it seem like one. Were just getting you prequalified so that you can try it out. • Storefront - Help them accomplish something with the store. I usually go through the getting started section with them and then say ok and the last thing we need to do is get your merchant account setup. Give me one second here and I’ll bring someone on the line to help get that merchant account setup.

  3. Online Terminal Ask them about how they are accepting payments. Make it sound like it is. Cheap, easy to use, and easy to setup. “We can actually set you up with a little online terminal for you to accept payments over the phone. Its just 5 bucks a month. (Customer Response) “All we really need is to know what bank account you want your payments to be sent to and we can get that set up for you no problem.” This will make your customer feel like you are on there side and only need that info so that they can get paid. New Signups/Upgrades Bundle it with there package. (Gold Plus-24.99) (Premium Business Package-54.99) (It’s not on the website because not everyone qualifies)

  4. Presenting the Price • The price should usually come last when presenting payments. Just like any other sale. Always explain all of the benefits first, that way when you say the price it seems very reasonable. • For new signups always first find out if they talk to their customers over the phone or sell online. If they do, definitely try to include the price in the total monthly bill that way (“it comes with the package”) it will come off as though they are getting more bang for the buck. • How you say the price will make it seem like a big deal or nothing at all. • “Its just 5 bucks a month.” Vs. The online terminal is 5 dollars plus transaction fees which would require you to fill out an application. • Just like all of our products/sales, too much information upfront may scare them off. The payments specialists will cover the fees in the terms of service. “There are some small transaction fees but its really not that much.” • If for any reason you feel like price is a factor because its too much, don’t hesitate to offer 3 months half off their base package. Well if you want I can actually give this to you at no additional cost for the next 3 months just to make sure you like it. (No commitment/Cancellation fees)

  5. Objections • “Well I figured I’d just use Paypal.” • “I want to wait before I get that setup.” • “I’m just playing around with it.” • “I’m still getting the store setup.” • “I’ll think about it.” • “I already have one.”

  6. Rebuttals Paypal • Oh ok yea sure that’s fine, only thing about that is typically we find a lot of customers usually abandon the checkout process when there forced to use a PayPal account instead of just being able to use there card.. I typically like to just use my card. • Well we actually have our own merchant account through QuickBooks that usually just comes as part of the package. All we have to do is prequalify you'll be able to use it to accept credit cards. • During this process you should be hunting down a rep or prepping for dial. I am typically looking for a rep specialist way ahead of time. • Oh so you have to have the $30/month business package with PayPal? Cause your going to have that package with them to take credit cards. Ours is actually free to setup and then only 9.99 a month if you end up keeping it.

  7. Rebuttals Continued • Don’t scare them off with too much pricing info then they need, just enough to overcome what they say. • “Our rates are actually extremely competitive.” • “Paypal charges $30/month for their merchant account. Ours is only $X/month.” • “All we need to do is get you prequalified” • Always assume the sale. “Next thing we’ll be doing is getting you setup to take payments.” Customers will then feel like they are supposed to be signing up for it. • If they are interested in it then lets get that app submitted!

  8. Payments Specialists • Scope out a rep ahead of time or jump in line. Offer to help the customer as long as you need to wait out the line in the payments chat. • If you have to go to Dial America. Make sure you are very adamant with them about what you need them to do. • Tell the customer you can call them back when someone's available. Nag someone by saying “I should have one just one second”, call the customer and then transfer.

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