Sales Knowledge Base
Start with the fundamentals of merchant services, pricing and payment technology. Use these topic summaries and discovery questions to prepare for a conversation.
Merchant Services 101
Processing fundamentals, transaction flow, merchant accounts, acquiring, authorization, settlement and the payment ecosystem.
Rates, Fees & Pricing
Interchange, assessments, processor markup, effective rate, interchange-plus, tiered pricing, flat rate and common account fees.
Statement Analysis
How to read merchant statements, identify processing costs, compare pricing and explain savings opportunities.
POS & Terminal Sales
Countertop, wireless, smart-terminal and integrated POS options, connectivity and matching equipment to the merchant.
Payment Gateways
Virtual terminals, hosted payments, recurring billing, invoicing, tokenization, reporting, APIs and multi-MID environments.
E-Commerce & Integrations
Online checkout, shopping carts, APIs, payment links, recurring payments and integration discovery questions.
PCI, Fraud & Security
Sales-ready explanations of PCI responsibilities, fraud prevention, chargebacks, tokenization and secure payment practices.
Industry Solutions
Sales guidance for restaurants, retail, healthcare, hospitality, contractors, professional services and e-commerce.
Discovery Questions
Questions to uncover processing volume, card mix, equipment, integrations, pain points, contract issues and business goals.
Objection Handling
Topics to prepare for: pricing, contracts, switching processors, equipment, downtime, integrations and service concerns.
Solution Comparisons
Compare terminals, POS systems, gateways, pricing approaches and payment methods by merchant need.
Agent Talking Points
Conversation starters, meeting preparation, follow-up topics, proposal guidance and client-facing explanations.
Start with the business.
Use these questions to understand what the merchant needs before discussing a solution.
- How do customers pay today: in person, online, by phone or through invoices?
- Which parts of checkout, billing or account servicing take more time than they should?
- What is your typical monthly processing volume and average transaction amount?
- Which POS, accounting, booking or business software must continue working?
- Which statement charges or contract terms would you like explained?
- What would make a change worthwhile, and when would be a practical time to make it?
Confirm the merchant’s priorities, then review equipment, integration requirements and account terms together. Contact our team for help →
Need technical support?
For help with an existing merchant account, email our merchant support team or visit Perfect Payments.
Open Perfect Payments →