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Selling

I already signed with north American bankcard,but I like your training system .can i still join your team.thanks

Yes, you can certainly join our team.  There are two ways you could join.  We recruit for North American Bancard and Total Merchant Services and so one way would simply be to join our TMS team.  You can learn more about this at ccsalespro.com/tms  If you prefer to stay on the NAB side we can look at this on a case by case basis.  Many times we can get you switched over to our NAB team, but it really depends on how you were recruited to NAB.  Feel free to email me the details and get to work on the best solution james@ccsalespro.com

What are the advantages in working on your team over working with NAB direct?

Here are the primary advantages of working with us:

  • Training, Coaching and Connections - As an independent agent with NAB they will give you a basic understanding of the paperwork and the process of making a sale.  With CCBizPro we will start off by giving you a comprehensive certification training that consists of 6 hours of live training with James Shepherd a recognized industry trainer.  Then we will connect you with one of our national sales directors who will not only provide one on one coaching but also who carries a lot of weight with NAB to help you take care of your customers and close more deals.
  • Reseller Programs - We offer income generating reseller programs that are tightly integrated with our NAB merchant services program so for instance if you sell a standard merchant account you might make $300 but if you made that same sale with CCBizPro and get them interested in our HioPos Touch POS Program you would make $1,000.
  • No Downside - Really this all boils down to one really important fact.  There is no downside at all for you.  In other words, we pay out the same compensation on the merchant services side, you still get full support from all your NAB Contacts so really all the training and reseller programs we provide are just a bonus.  You get paid the same money but you get a lot more support!

What is the difference between North American Bankcard and North American Bancard?

Just Spelling.  The correct spelling is "North American Bancard"  Thanks!

I am based at Surrey British Columbia, CANADA; Can I work with you and sell NAB services here?Daljit Bhangu

Absolutely, for our Canadian team we use Total Merchant Services.  We provide you with full access to our training program and look forward to working with you!  Simply email me james@ccsalespro.com and let me know you are interested and I will schedule a call with you to discuss the program.  Have a great day!

I currently work with a credit card processor that is a competitor of NAB & TMS. Do I have to be working with NAB & TMS in order to sell the HioPOS system? Also the interface of your HioPOS looks similar to REVENTION. Is that the POS company you're working with or their competitor?

Yes, you would have to work with us to sell our POS Systems.  It would not be an exclusive agreement though, so you could work with another processor and just place your POS Deals with us.  Revention uses some of the same software from ICG but it is a little different than HioPos, technically a competitor but very similar.

I was approved to work with NAB today. I've got my agent I'd and log in info and training info. This might be redundant. But the advantage to coming over to ccsalespro or just staying with NAB are? Thanks for your time!

There are several big advantages.  The compensation is identical as far as merchant services but we provide extensive training, coaching and sales support to help you close deals.  We also have some reseller programs like touch screen POS and web design where you can make additional compensation.  Feel free to email me with any other questions james@ccsalespro.com also if you email me I will send you a link to our big live event on January 10th so you can learn more. Thanks!

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Objections

Objection: Friend or Family Member as Agent

Rebuttal:   “So you feel it would be a betrayal of that relationship to switch to another vendor even if we can offer significant savings?”

90% of people are going to answer this question yes. If they do, say something like, “Okay, that’s fine. Here is my card, if they ever get out of the business and you need a provider, give me a call. Thank you so much. Have a great day!”

Objection: 3 Year Contract

Rebuttal:  We do not sell three year agreements. All up front Bonuses and free equipment are included with no 3 year agreement and no early termination fee.  One of the big benefits of our program is that we sell month to month agreements.

Objection: Long Applications, Lots of Questions

Rebuttal:   This is a presentation flow issue. Learn the little tricks and tips that make the difference here.  Obviously the problem is not that the merchants are afraid to sign the documents, it is with the presentation flow. You have to learn to go through the paperwork in the right order.

If you are having trouble:

  • Explain to the business owner that they are signing a month-to-month agreement.
  • Go onto http://ccsalestraining.com Create a free account there. You will see in our training the closing and presentation stage in the sales training course. Watch the videos on that and you will be walked through some tips and tricks on how to help people get through the paperwork easily and to flow through it.

Objection: Companies Offering Better Prices, Misunderstanding Fees

Rebuttal:   This is a presentation issue. Go back to the cost analysis and start working through it.

Objection: Too Much Work, I don't want to Change

Rebuttal:  So you feel changing would be an inconvenience you don’t want to deal with right now?  It would only take me five minutes of your time.

Objection: Already Signed a Contract

Rebuttal:  If you were to cancel early there would an early termination fee right?  With my program we have a month to month agreement with no early termination fee.

Objection: All Processors are the Same

Rebuttal:  Did the last processor you have make you sign a three year contract?  I offer month to month agreements.

Objection: I Haven't had any Problems with My Current Provider

Rebuttal:  That is great!  That is good to hear because you mostly hear about the people who are unsatisfied and unhappy with their credit card processor.  Do you have a local independent services provider, who services your account, or is it a big company?

Objection: Have Great Rates, No Reason to Switch

Rebuttal:  That is great!  That is good to hear because you mostly hear about the people who are unsatisfied and unhappy with their credit card processor.  Do you have a local independent services provider, who services your account, or is it a big company?

Objection: Too much trouble to Swtich

Rebuttal:  Awe I am sorry to hear that, that would be bad on me and my company, explain to me what happened. (They love to complain to you about your industry.  Listen to them explain their bad situation).

Objection: I Already got the Best Deals

Rebuttal:  Point out the free equipment and  three year agreement. See if you can set yourself apart with that.

Telemarketing Rebuttal: I understand, but I  want you to understand something.  I am an independent agent with the actual processors.  I have 500 dollars to beat your rate.  All I need you to do is give me your email or fax me a statement and I will put my money where my mouth is!

Objection: Not Looking to Switch Until the End of the Year

Rebuttal:  Immediately agree with them.  They are saying you can give them an estimate, just not till the beginning of the year.  Since I’m here, can I go ahead and give you the free cost analysis.  Then when it comes at the beginning of the year when you’re ready to get bids my bid is already submitted

Objection: How can you Save me Money(Buyer Sign)

Rebuttal: (this is not really an objection it is a buyer sign).  The person is already thinking about changing processors.   So you can obviously tell them about saving their money

Objection: All Ends up the Same in the End

Rebuttal: I am sorry to hear that, that would be bad on me and my company, explain to me what happened. (They love to complain to you about your industry.  Listen to them explain their bad situation).

Objection: I've Been Burnt too many times in the Past

Rebuttal:  Awe I am sorry to hear that, that would be bad on me and my company, explain to me what happened. (They love to complain to you about your industry.  Listen to them explain their bad situation).

Objection: I Go Through My Bank

Rebuttal:  You are really just dealing with a big credit card processing company. (Explain to them how the system really works).

*Educate, Educate, Educate!!!

*After the client understands reality and they trust you, they will be willing to do business.

Don’t try to sell them right away.  Just try to get their cost analysis.  If you do so, you can eliminate a lot of questions because you can prove to them how you can save them money

Objection: I can't Switch

Rebuttal:

  • Be prepared to move on and forget about them quickly
  • Have a way to stay in contact with minimal time investment.

v  Email Campaign

v  LinkedIn

v  Facebook Page or Blog RSS Feed

Objection: We go through an Association

Rebuttal:  “So you feel it would be a betrayal of that group to switch to another vendor even if we can offer significant savings?” Who can I contact at the association about putting a bid in for all the locations?

Objection: We Require Next Day Funding

Rebuttal:  ”I have had a few people mention next day funding to me, can I ask, Why is next day funding so important to your business. (Response) So, even if your bank called and charged you…”

Objection: I need to Talk to My Wife/Partner

Rebuttal:  I’ll put a note up in my calendar to follow up with you!

Objection: I need to Think About It

Rebuttal:  I’ll put a note up in my calendar to follow up with you!            

Objection: Gatekeeper: Owner not in

Rebuttal:  When is usually a good time to talk?

Objection: I'm not Interested

Rebuttal:  I have never really run into a business owner who has not tried to save money.  I would be  giving you free equipment, and there are no contracts to sign.

Objection: Don't Have time for an Appointment

Rebuttal: I understand.  Just send me an email or a fax statement and I will make a cost analysis for you and I will call you back to share the results and if you like what you hear and want to switch it only takes 5 minutes for you to do what I need you to do and I have a very simple process okay

Objection: I'm on Vacation

Rebuttal:  I hope you enjoy yourself.  You know I will just give you a call when you return.

Objection: Don't Accept Credit Cards

Rebuttal: I understand. But what we have actually found is merchants who take credit cards has saw an increase of 20-30% in their profits.

Objection: I don't want to change processors right now but if I do later on I will call you.

This is a very common objection.  First of all, avoid the temptation to come right back with a quick pitch like, "Why would you wait when you know you are going to save?" or some other line like that.  Start by agreeing to a point and saying, "Sure, the last thing I want to do is pressure you into a decision, I tell you what, how about I make a note in my schedule to follow up next week so you have a week to think about it?"  If they say "No" offer next month but get them to agree to let you follow up then come back with this line, "Ok, great, I will follow up with you then, just so I can prepare for my follow up call, what is the main issues you would like more time to think about or need more information on?  Is it the price, the level of service?"  This will hopefully engage them in the conversation again with a real rebuttal or question or concern that you may be able to address right then and close the deal or at the very least you will have good info for your follow up visit.  Hope that helps!

I get this objection a lot: I have been in business for 20 years and have never took credit cards before and I am to old to start now. How do respone to this objection?

Honestly at this point if they still think they don't need to accept credit cards, I would move on to the next prospect.  The two reasons that every business should accept credit cards are that the average ticket size will be higher by 20% or more (People spend more when they can use their card verses cash) and also customer retention (if your loyal customers need your services and don't have cash on them, they may go to your competitors where they can use their card and you will lose that business.)  Hope that helps!

Is there a non-compete clause in the CCBizPro Agent Agreement?

We have a very unique agreement.  We do not have a "Non-Compete" clause but we do require a full time commitment.  So, if you chose to join our team, we would be the only processing company that you could sell for during that time but if you decide to stop selling for us, we don't have a clause that says you can't go sell for one of our competitors.  Basically the idea is that you can't sell for us and one of our competitors at the same time but you can choose to leave us any time and go to one of our competitors.  Also, we do have the standard industry clause that says any sales you make for us can't be flipped to another processor within 5 years.  Let me know if you have any other questions.

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