With over 20 years of experience in the bankcard industry and after working with multiple ISOs and financial institutions, I came to the realization that there never had been an industry guidebook written for field salespeople. I wrote this book because I saw a need and wanted to create a resource that covered everything from basic industry information to traditional sales techniques and new sales strategies.
I remember the first company I went to work for: they trained me for one hour in a coffee shop, gave me some brochures, and said, “Go Get’m, Tiger.” I was one of the lucky ones; I actually made it. But I’ve seen hundreds of salespeople leave this industry because the time and effort was not taken to educate them properly.
There was no road map or material that provided a general overview of the merchant services industry or explained how everything really worked, let alone something that would help me develop and execute an effective sales plan.
Even today there continues to be a significant gap in the skill level of merchant services salespeople when they are compared with their counterparts in other industries. Other industries, such as telecommunications, computer services, financial investment products, loan origination, and real estate, offer in-depth training and industry information for their salespeople.
However, the merchant services arena has not followed suit… until now. The agent out in the field is often left to his own devices. This creates an uneducated salesperson who projects a negative image for the ISO, acquirer, member bank, associations, and the industry as a whole.
My purpose in writing this book is to fill in the gaps and help you become a knowledgeable, creative, professional salesperson. In this book, I hope to educate, motivate, and empower you to better represent your ISO, the industry, and yourself in a more informed and ethical manner.
You’ll find a history of the industry; how the bankcard system works; explanations about rates and fees; and overviews of existing and future products. You will also find valuable information and interviews about industry trends and product development, as well as a step-by-step approach to prospecting, lead development, and the sales process.
There is a difference between knowing about something and truly knowing something. If I tell you how to ride a bike, you will know about riding a bike. But you won’t really know how to ride a bike until you get on it and pedal. I know how to sell merchant services; there are a lot of people who know about the business. I’ve taken my lumps for sure; hopefully, my experience will help you avoid some of the “bumps in the road.”
Like any book, this will continue to be a work in progress. I welcome any comments on how I can make this a better tool for new and experienced salespeople.
Please e-mail comments, suggestions, or ideas to me at firstname.lastname@example.org
or visit one of my Websites at
Section 1 – Industry Basics
Section 2 – Sales Techniques
Section 4 – Industry Interviews
Section 5 – Appendices
Section 6 – Industry Glossary
Marc Beauchamp is a dynamic and engaging entrepreneur who has developed several successful companies. He has over 20 years’ experience in sales, training, and marketing in various roles. In addition to merchant services, he has sold payroll systems, human resource management solutions, computer software, hardware, Website design services, and a variety of financial and insurance products.
Marc has served in multiple capacities, including Account Executive, National Account Manager, Sales Manager, Marketing Director, Vice President, and CEO.
He has worked in the merchant services industry for well over a decade. Marc has hired and trained several thousand merchant services professionals over the span of his career. At one point he managed a full-time outside sales force of 80 representatives, an inside sales force of 25, and an office staff of 8 with sales offices in most major markets in the United States.
Through his consulting company, Performance Training Systems (www.bankcardtoolbox.com), Marc has provided consulting and training services to literally thousands of ISOs and agents. He is uniquely aware of the challenges facing field sales representatives, sales managers, issuers, acquirers, and ISOs.
In 2009, in order to reach a wider audience and provide unbiased and affordable training, Marc founded the Bankcard Boot Camp (www.bankcardbootcamp.com). The Bankcard Boot Camp’s mission is to provide industry-leading education, sales training, and resources to help merchant-level salespeople thrive in this competitive business. For more information on his new membership program visit www.bankcardtoolbox.com
Marc lives in Houston, Texas with his wife and three daughters.
If you are a large ISO, Community Bank, or Financial Institution, and would like to purchase multiple copies of “How to Survive and Thrive in the Merchant Services Industry”, please contact Marc Beauchamp at email@example.com
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