Training
New to the team, or sharpening up? Work through this page top to bottom — it's the onboarding path, the core sales motion, objection handling, and the vocabulary.
Your first week
Learn the products
Read every card on the Products page, then skim the public pages (they're what merchants see). Know each product's one-liner cold.
Learn the process
Run the Deal Navigator end-to-end with a made-up grocery store. Seriously — click through all six steps. That flow is the job.
Learn the money
Read Pricing & Buy Rates and Compensation. Fill in your Schedule A numbers from your agent agreement. Run the residual calculator until the math is instinct.
Learn the statement
Grab any real statement (ask the NextPay team in Google Chat for a sample) and work it through Statement Review. Find the effective rate and three junk fees.
Build a mock proposal
Open the Proposal Studio, pick SkyTab, add a base bundle and two devices, and watch the proposal build itself. Print it to PDF once so you know the flow cold.
Do a mock submission
Read Submit a Deal for SkyTab and Clover. Know the doc list by heart — incomplete files are the #1 cause of slow deals.
Set up your tools
Connect your Calendar, add your first prospects to My Pipeline, and confirm you can log into the hub from your phone. Get into Google Chat and find the three channels — Deal Desk, NextPay General Q&A and NextPay Announcements — the rules are in the communication section below.
Brand yourself
Design your business card and email signature using your company's brand assets (logo, colors, fonts) plus the sales flyers. Print 500 business cards — you'll hand them out at every meeting. Set your email signature to match and test it by sending yourself a test email.
Start your first 5 deals
Use the Discovery Call Sheet and First 5 Deals checklist (Google Sheet) to track your first five prospects. Start with businesses you already know: friends who own businesses, places you frequent (barber, salon, dry cleaner), markets, delis, hardware stores. Call them with the sheet in hand — no pitch, just "I'm looking to help five businesses this month, starting with people I know."
The core sales motion
| Moment | What good looks like |
|---|---|
| Opening | Lead with the business, not the pitch: "How's the lunch rush treating that counter setup?" You're a fixer, not a flyer. |
| Discovery | Questions from the Navigator, conversationally. Your goal: volume, ticket, pain, current processor, decision maker, timeline. Write it down. |
| The statement ask | "Grab me last month's statement — takes you two minutes, and I'll show you exactly what you're paying line by line. If I can't beat it, I'll tell you that too." That last sentence closes the ask. |
| The demo/recommendation | One primary recommendation with a reason tied to THEIR answers, one fallback. Never a menu of seven options. |
| The proposal | One page. Stack, price, annual savings, next step. Delivered same-week while it's warm. |
| The close | "If the numbers look like this on paper, is there anything stopping us from getting you installed this month?" Surface objections before the paperwork. |
| After the close | Submit a complete file same day. Update the pipeline. Call after the first batch settles. Ask for one referral. |
Scripts, battlecards & objection handling
The words for every moment — prospecting scripts, the DM-to-Sale playbook, the field routine, battlecards and objection handling — live in the Sales Playbook. Read it after this page; know the objection table cold.
💬 How we communicate — Google Chat, always
Google Chat is the main source of communication. Refrain from texts, emails, or anything outside of it — keeping everything in chat means the whole team has visibility and can help each other. Route every message to the right channel, and always reply inside the topic's thread, never loose in the main channel.
| Where | What goes there |
|---|---|
| Deal Desk | All deal-related questions — pricing, statement reviews, underwriting, docs, submissions, "what do I quote here?". If it touches a deal, it goes here and nowhere else. Respond in the deal's thread so the channel stays clean. |
| NextPay General Q&A | Day-to-day random questions — tools, logins, how-do-I's, anything that isn't a deal. No deals here. Thread your replies. |
| NextPay Announcements | Team calls, meetings, reseller trainings, sales shout-outs, celebrating wins. Reply to an announcement in its own thread — don't stack on the main channel. |
| Leadership direct | Need the leadership team? Use the 3-way Google Chat — and start a new thread for every new conversation so everything stays clean and easy to find later. |
🎓 Agent quiz — pass it before your first week in the field
Seventeen questions, instant grade — and watch out: some have more than one right pick, and the obvious answer isn’t always the best lead. 14/17 or better means you’re ready; miss one and the grader tells you why the best answer wins.
Glossary — talk the trade
| Interchange | The non-negotiable base cost of a card transaction, set by the card brands and paid to the issuing bank. Everything above the interchange line is processor markup — that's what makes a plan "IC+" (interchange-plus). |
| Basis point (bp) | 1/100 of a percent. 50 bps = 0.50%. Margins and buy rates are quoted in bps. |
| Effective rate | Total fees ÷ total card volume. The one honest number on any statement. |
| Buy rate / Schedule A | What processing costs us, per your agreement. Quote above it = margin. |
| Residual | Your monthly share of the margin on every merchant you've signed — for the life of the merchant. |
| Cash Discount | Posted price is the card price; cash payers get a discount at the register. Simple at the counter (no two posted prices), but the discount must come OFF the card price — not added to a lower posted price. |
| Dual pricing | Posted cash price and card price; the program fee rides in the card price so the merchant's card fees net to zero. Needs signage + a correctly built terminal file. |
| Card-present / CNP | Tapped/dipped in person vs keyed/online (card-not-present). CNP costs more and is where statements hide fat. |
| MID | Merchant ID — issued at approval; one per merchant account. |
| Placement | Two meanings: (1) hardware provided at $0 down for a monthly; (2) which product/processor a deal is written on ("placed with SkyTab"). |
| Underwriting | Risk review of the application. Feed it complete, honest files and it's fast. |
| Chargeback | Cardholder disputes a charge. High ratios threaten the merchant account — mention chargeback protection where relevant. |
| PCI (non-)compliance fee | Junk fee most processors charge when the merchant hasn't done a compliance questionnaire. Easy line-item win. |
| ETF | Early termination fee in the merchant's current contract. Quantify vs savings. |
| Scan data | Tobacco manufacturer rebate programs driven by register data (NRS/Korona territory). |
| EBT / SNAP | Government food benefits — needs enrollment and the right file build (grocery/c-store). |
Deeper reading
The public blog posts are written for merchants — read them to learn how we explain things simply: