Tools, resources and training systems to help you survive and thrive in the bankcard industry!

Table of Contents

  • Chapter 1: Why I Wrote This Book 10

Section 1 – Industry Basics

  • Chapter 2: The Merchant Services Industry
  • Chapter 3: Industry History
  • Chapter 4: How the System is Designed
  • Chapter 5: The Anatomy of a Credit Card
  • Chapter 6: The Transaction Flow
  • Chapter 7: Interchange
  • Chapter 8: Typical Merchant Fees
  • Chapter 9: Credit Card Disputes
  • Chapter 10: Debit and Check Card Processing
  • Chapter 11: Electronic Benefits Transfer
  • Chapter 12: Check Processing
  • Chapter 13: ACH Processing
  • Chapter 14: Gift Cards
  • Chapter 15: Loyalty Cards
  • Chapter 16: Smart Cards
  • Chapter 17: Custom Card Applications
  • Chapter 18: Wireless Processing
  • Chapter 19: MCommerce
  • Chapter 20: E-commerce
  • Chapter 21: Processing Equipment
  • Chapter 22: Leasing
  • Chapter 23: Consumer Fraud
  • Chapter 24: Data Security

Section 2 – Sales Techniques

  • Chapter 25: Selling In the Merchant Services Industry
  • Chapter 26: Where the Money Is
  • Chapter 27: What’s Your Strategy
  • Chapter 28: Target Marketing
  • Chapter 29: The Extraordinary Salesperson
  • Chapter 30: 7 Reasons Salespeople Fail
  • Chapter 31: The Sales Process
  • Chapter 32: Prospecting
  • Chapter 33: The Science of Rapport
Section 3 – Personal Development

  • Chapter 43: Time Management
  • Chapter 44: What Is Your Time Worth
  • Chapter 45: Organizing Your Time
  • Chapter 46: Goal Setting
  • Chapter 34: Analyzing Needs and Uncovering Buying Values
  • Chapter 35: The Presentation
  • Chapter 36: Why Do People Buy?
  • Chapter 37: Preventing Objections
  • Chapter 38: What Benefits Do You Offer?
  • Chapter 39: Gaining Commitment
  • Chapter 40: Let’s Talk About Price
  • Chapter 41 Ten Tips on Selling Technology
  • Chapter 42: Follow Up
  • Chapter 47: Motivation 101

Section 4 – Industry Interviews

  • Interview with Paul Green
  • Interview with Bob Carr
  • Interview with Cynthia Dorrill
  • Interview with Ed Freedman
  • Interview with Paul Rianda
  • Interview with Jared Isaacman
  • Interview with Mary Dees
  • Interview with Chris Brundage
  • Interview with Paul Martaus

Section 5 – Appendices

  • Appendix A: Income Goal Sheet
  • Appendix B: Daily Call Sheet
  • Appendix C: Developing a Telemarketing Script
  • Appendix D: Sample Client Questionnaire
  • Appendix E: Pain and Pleasure Exercise
  • Appendix F: Preventing Objections Worksheet
  • Appendix G: Advertising 101
  • Appendix H: Industry Resources
  • Appendix I: Tools You Can Use
  • Appendix J: Contributing Writer Biographies

Section 6 – Industry Glossary

  • Industry Glossary
  • Commonly Used Acronyms
  • Bibliography

The perfect book for new sales people in the bankcard industry

...as well as veteran bankcard sales people

  • Industry Trends & Basic Training
  • Hot Prospecting & Cold Calling Tactics
  • Overcoming Objections & Marketing
  • Keys to Great Presentations
  • Interviews with Industry Leaders