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What You'll Learn...

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Contributing Authors

Learn from the best of the best in the Merchant Services industry.

James Shepherd started from scratch in the merchant services industry in 2009 and quickly built an excellent portfolio through door-to-door sales before hiring staff and taking the business to the next level, and is the founder of CCSalesPro.com. James works with dozens of individual agents directly each month through his 6-Week Jump-Start Program and Pro Club and is passionate about producing sales excellence and building high performance sales teams.  

Allan Lacoste is responsible for managing the overall growth of Nuvei’s North American sales and marketing teams. He is a 22-year fintech industry veteran who has owned and operated ISOs, as well as held leadership roles with Cardservice International, North American Bancard and Total Merchant Services.

Todd Ablowitz is Co-Founder & Co-CEO of Infinicept is a globally acknowledged and sought-after authority on payment technology, mobile payments and emerging payments trends. For over 15 years Todd has helped hundreds of software companies, sponsors, and banks across the globe navigate the complexities of the payments industry.

Dr. Heather Mark, Ph.D., CCEP is the Director of Corporate Compliance and Security at Sphere Commerce, a payment solutions provider that focuses on security, data protection and risk mitigation.

Jim Fink has worked in the merchant acquiring space and financial services industry for over 20 years where he has held senior leadership positions in sales, marketing and business development. He has been an industry speaker and contributor in various industry magazines.

Suresh Dakshina is the President of Chargeback Gurus. A pioneer in data analytics and industry-specific risk management, he is a certified e-commerce fraud prevention specialist and Certified Payments Professional. He understands first-hand the challenges that business owners face, especially when it comes to chargebacks and fraud.

Patti Murphy is President of ProScribes, Inc., a marketing communications company. She also is Senior Editor at The Green Sheet, and co-host of The Merchant Sales Podcast.

Dale S. Laszig is a payment industry professional with a varied background in sales and marketing. Her articles on selling and technology have appeared in The Green Sheet, Today’s Business, and other publications.

Alex Daily is a part of Cutter’s business development team. He works directly with industry professionals, cultivating referral partnerships and plays a role in supporting the acquisitions team. Before his involvement with Cutter, Alex recruited and managed sales representatives at Vector Marketing.l

Featured Interviews

About The Author

Marc Beauchamp is a dynamic and engaging entrepreneur who has developed several successful companies. He has over 30 years’ experience in sales, training, and marketing in various roles.

He has worked in the payments industry since 1995 and has hired and trained several thousand merchant services professionals over the span of his career. His most recent position he served as President of a Super ISO with over 2,000 sales partners and 2B in annual processing. Marc now manages a portfolio of investments in the payment processing, consumer finance and fintech space.

Marc has created a unique program called the The Framework which combined with live training and interactive modules helps ISOs and agents take responsibility for their results and expand their production across Body, Being, Balance and Business. He is uniquely aware of the challenges facing sales representatives, sales managers, issuers, acquirers, banks and ISOs.

Marc lives in The Woodlands, Texas with his wife of 25 years and three daughters.

What's Inside The Book?


Industry Basics 5
The Merchant Services Industry 6
How the System is Designed 10
The Anatomy of a Credit Card 17
The Transaction Flow 22
Interchange 28
Typical Merchant Fees 35
Chargebacks 101 41
Debit and Check Card Processing 50
EMV (Europay, Mastercard, Visa) 53
Electronic Benefits Transfer (EBT) 58
ACH & Check Processing 60
Gift Cards 69
Loyalty Cards 81
Mobile Processing 88
E-commerce 98
Payment gateways 102
Processing Equipment 110
Point of Sale Processing 113
Leasing 121
Consumer Fraud 124
Data Security 133


Advanced Topics 149
High-Risk Processing 150
Payment Facilitators 166
Surcharging 176
Selling Cash Discounting 182
Point-of-Sale Financing 192
Alternative Lending 201
Maximizing Portfolio Value 207


Sales Training 217
Selling in the Merchant 218
Where the Money Is 220
What’s Your Strategy? 225
Target Marketing 227
The Extraordinary Salesperson 229
7 Reasons Why Salespeople Fail 234
The Sales Process 238
Prospecting 240
The Science of Rapport 255
Analyzing Needs and Uncovering Buying Values 264
The Presentation 268
Why Do People Buy? 275
Preventing Objections 278
What Benefits Do You Offer? 280
Gaining Commitment 283
Let’s Talk About Price 290
Customer Follow Up 295
MLS 3.0 Selling in the Third Wave of Merchant Services 297


Professional Development 305
Time Management 306
The 10 Distinctions 312


Industry Interviews 347
Interview with Paul H. Green 348
Interview with Bob Carr 352
Interview with OB Rawls 358
Interview with Chris Lee 369
Interview Todd Ablowitz 372
Interview Amy Zirkle 377
Interview Kate Gillespie 381
Interview with Mark Dunn 384
Interview Matt Hoskins 391
Interview with Paul Rianda 395


Tools & Resources 401

Part 7 Industry Glossary 403



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