Day 1 Sales Representative Training
Here to help our clients run their business from anywhere.
We Want To Get To Know YOU!
What's your name?
Where do you live?
Fun Fact About Yourself?
Meet The Spire Merchant Group Leadership Team
VP of Sales
Dean Snyder
Who is Spire Merchant Group?
Spire Merchant Group was created to help save merchants money. We strategically align with the most innovative partners to provide our clients with the lowest rates, the highest level of security, and our top-notch customer service. We have a national reach with a strong local presence, committed to helping business owners discover extra savings every month—Guaranteed!
What does Spire Merchant Group do?
Core Values
At Spire, we have a 5 point promise structure that we hold both ourselves and each other accountable for every single day.
Integrity
Acting with strong ethics is a priority for everyone representing the organization as well as the company's behavior as a whole. We strive to uphold the highest standards of integrity in all of our actions.
Honesty
It's not just the best policy, acting in a trustworthy, transparent manner that earns the respect of everyone we encounter is our core business practice.
Accountability
Taking responsibility for our actions is the ultimate way to build trust internally and externally. We are personally accountable for delivering on the commitments we make to our customers.
Commitment to our Customers
Creating a great customer experience begins with staying true to the words we speak and the bonds we make. We aim to develop relationships that will make a positive difference in our customers' lives and business.
Quality
We maintain the highest standards of craftsmanship of our products and services. We provide outstanding products and unsurpassed service that, together, deliver premium value to our customers.
Why Spire Merchant Group?
MORE PROFIT is just the cherry on top.
VALUE
  • BEST SOFTWARE
  • LATEST EQUIPMENT
  • 24/7 CUSTOMER SERVICE
  • LOCKED IN RATES
  • MEET OR BEAT GUARANTEE (MERCHANT FOR LIFE PROGRAM)
Payment Processing 101
What is Payment Processing?
The diagram illustrates the flow of payment processing through several entities. It starts with Credit Cards at the top, which branches into Platform Companies and Spire. Platform Companies then lead to Smaller Merchant Service Companies, which in turn connect to Small Businesses. Spire also connects directly to Small Businesses. The final stage, Small Businesses, is represented by four storefront icons.
How it Works via the Bank
Merchants
Business Owners These are our clients. We strive to save them money and lower their rates through using our resources and acquiring banks rather than them going through a local bank.
Banks
Bank of America, Wells Fargo, Local banks, etc. When businesses go through Banks they are charged additional fees.
Credit Card Processing
Based on the amount of merchants we have per month we are able to get better rates than our competitors / other existing processors.
Acquiring Banks
TSYS, Fiserv We have a direct relationship with acquiring Banks which allows us to save businesses money from cutting out the "middleman" or banks.
Cards
Visa, MasterCard, Discover, Amex All cards have their own rates called interchange rates. These rates cannot change. This is the % of money the credit card company charges per swipe.
How it Works with Spire Merchant Group
Business Owners
These are our clients. We strive to save them money and lower their rates through using our resources and acquiring banks rather than them going through a local bank.
Spire Merchant Group
Based on the amount of merchants we have per month we are able to get better rates than our competitors / other existing processors.
TSYS, Fiversv
We have a direct relationship with acquiring Banks which allows us to save businesses money from cutting out the "middleman" or banks.
Visa, MasterCard, Discover, Amex
All cards have their own rates called interchange rates. These rates cannot change. This is the % of money the credit card company charges per swipe.
Equipment
POS Systems vs. Terminals: A Comparison
Choosing the right equipment is crucial for efficient payment processing. We offer a range of solutions tailored to your business needs.
POS Systems
Inventory Tracking
Menu Management
Barcode Scanner Integration
Ideal for: Restaurants, Retail
Terminals
Payment Processing ONLY
Simple, compact design
Cost-effective solution
Ideal for: Small Retail, Auto Repair

All Equipment Includes:

Chip Reader (EMV compliant): Securely process transactions with advanced chip technology. Apple Pay, Google Pay, etc. (NFC capable): Accept contactless payments for speed and convenience.

Terminal Connection Types
Enhance your setup with these essential components:
Additional Equipment & Accessories
Acquiring Banks
An acquiring bank is a bank or financial institution that has a direct relationship with
VS, MC, DS & AMEX.
All businesses must have a processor (Spire Merchant Group) to ensure that credit card payments are being processed.
POS Partners
...plus many other technologies to support your business operations.
Your Job Working With Spire Merchant Group
Sales Representative Job Description
Sales Training
Sales Process and Paperwork
Prep Sheet
Appointment Prep Sheet
Business Name: _____
Owner Name: _____
Address: _____
_____
Time: _____
Date: _____
3 items you discovered about the business:
  1. _____
  1. _____
  1. _____
Google Map: Y N
Yelp: Y N
Facebook: Y N
Business closest to appt. location #1:
_____
Business closest to appt. location #2:
_____
Business closest to appt. location #3:
_____
Sales Process and Paperwork
Step 1: Intro and Building Rapport
  • You have 7 seconds to get the attention of your merchant. The basics to building a great rapport or great relationship starts with how you present yourself.
  • Give a handshake
  • Be mindful of your tone of voice
  • Be mindful of your conversation topics
Step 2: Agenda and Presentation
  • "I'll get to know your company"
  • "You'll get to know our company"
  • "I'll get you a proposal done for your business"
  • "We can talk about our program and how it makes sense for you business."

THE AGENDA
"Mr. Merchant I just want to let you know upfront I am only going to take a few minutes of your time. I work quickly! First, I am going to get to know you and a little bit about your business. We are going to become good friends! Then you are going to show me around your facility; more importantly show me your credit card processing equipment so I can see what you're currently set up with. After that you are going to give me a couple of your merchant statements and we are going to sit down together and do a side-by-side comparison. I am going to show you how much money you're spending with your current company versus how much more money I can make you with ours. When it's all said and done, I am confident you will see the value in what we have to offer, and I am going to ask you for your business today. Is that fair?"
Step 3: Merchant Interview Questionnaire
  • This will create conversation and continue building rapport.
  • Pull out the "Qualification Checklist" and ask all the questions on the questionnaire.
  • ALSO, ask for the merchant statement IF they have it.
  • THEN: Text a picture of the Checklist and the Merchant Statement to your managers work cell phone or email.
Spire Merchant Group · payments
Merchant Interview
Date: _____ Agent: _____
Merchant DBA: _____
Merchant Name: _____
City: _____ State: _____
  1. Years in Business: _____ Other Locations/Business: _____
  1. Current Processor: _____ How Long: _____
  1. Days to Receive Funding: _____
  1. Do you take transactions over the phone or internet? _____
  1. Do you do any delivery or off-site processing? _____
  1. Do you have a gift card or loyalty program? _____
  1. What would you change about your current processing solution?
_____
  1. Has your processor ever reduced your rates, without you asking?
_____
  1. Current Equipment Make/Model: _____
  1. Do you have a Point Of Sale System? _____ Software Info: _____
  1. If we can qualify you for a better program, is there anything that would stop you from doing business with us right now? _____
Notes:
*Current Pricing Structure:
Merchant Pays Fees
Customer Pays Fees
Step 4: Underwriter Call
"Hey John, I know Mr. Merchant's business doesn't meet the qualifications for the top tier program, but is there any way we can get him in? I really want to help him/her out."
Sales Process and Paperwork
Step 5: Equipment
  • Once you receive the proposal present our opportunity with the merchant covering equipment first and wrap your package explaining process from paperwork today to install or integration.
  • While they are looking at the proposal, call your underwriter to help walk through the proposal. Your underwriter will help you overcome basic objections and help the merchant to be closed.
Get to Know The Website - www.SpireMerchantGroup.com
Sales Process and Paperwork
Step 6: Sell/Reinforce Proposal and Guarantee
  • Explain our proposal and how it works.
  • Reiterate our program.
  • We are explicit and honest sales representatives. Sell our website, eco-friendly solutions, excellent customer service, our leadership team and the Spire Merchant Group vision!
  • We do not hide fees, nor do we hide costs. You are beginning the process of selling.
Step 7: Close
  • Create URGENCY: "We have done everything you have asked! We achieved all of your goals and requests"
What to Know
BATCH TIME
  • Auto
  • Manual
CREDIT SCORES
  • A (Preferred, 725 or higher credit score )
  • B
  • C
  • D
  • E (500 and under)
TAX ID
EIN, 9 digits
Can't find it? It's on SS-4 form or call bank.
HIGH TICKETS
  • "What is your high ticket?"
  • $5k plus
  • Need 3 bank statements to increase
What's Next
Download Apps:
Slack
Circle
Zoom
Camscanner
Download apps: Slack, Circle, and Zoom
Stay updated on emails and Slack messages.
Take time to review some of the materials in Circle.
Make sure you have completed the new hire paperwork!
Let's begin our week by going out and prospecting!
Write a list of 10 businesses you want to contact starting this week.
Let's set up appointments and a strategy to make contact per self sourced lead.
See you for Day 2 tomorrow!
Congratulations on completing Day 1 of Training!
We look forward to having you on the team.