Today we unpack the 3rd habit of be a Highly Successful sales Professional, Being Prepared.
While most of us know in theory that we should come prepared for meetings with prospective merchants, some just don’t…for whatever reason. The most successful sales professionals, however, dedicate time each day for preparation. And it sets them apart as true payment professionals.
HOW TO PREPARE FOR MERCHANT SERVICES SALES MEETINGS?
Preparing well does not take much time and does not require a special talent. It just takes a few minutes every day. There are some easy things you can do to be ready for anything and really build a reputation for yourself.
Remember that first and foremost, you are dealing with merchant services, which means that the merchant is the priority, (remember relationships). Little things such as knowing the merchant’s name, understanding who their target audience is, and having all of the necessary paperwork on hand for your meeting can go a long way.
Another key aspect of preparing is being able to conduct meetings smoothly and successfully. The best sales professionals know how important it is to appear polished and prepped, no matter the size of the business or the informality of the meeting.
To make preparation a daily habit, you can start incorporating some of these ideas into your everyday routine. I’ve listed the easiest tips first.
Commit the key contact and merchant’s business name to memory.
Seems like a no-brainer, but accidentally calling someone by the wrong name can be a big setback on your credibility. It can also be pretty embarrassing! I can’t tell you how many times I’ve shook someone’s hand and heard them say their name only to immediately forget it. Ugh. One trick that has helped me with this awkward first introduction memory loss is to immediately repeat the person’s name. For example, the person says “Hi, I’m Mike Laigle.” I reply with, “Hi Mike, it’s nice to meet you.” Then, I try to address the person one or two more times by name during the conversation by saying something like, “So Mike, how long have you been open?” or some other various question to use their name.
Equip your vehicle with office essentials.
Try to keep an inventory of back-up pens, a legal size notepad, business cards, thermal paper and all paperwork needed to sign a deal with you so that you’re always ready for a meeting. Plus, having branded or personalized materials can help make a good first impression.
Research your prospective merchant
Google the merchant’s business name and the name of the person you’ll be meeting. Sometimes, a simple thing like knowing their bio and mission can set you apart from competitors who have called on them in the past. If you’re not familiar with the industry, do some extra Googling to understand how it works and how they fit into it.
Jot down some potential questions.
Try to craft questions that show interest in their specific concern, and use that trust you establish to create a mutually beneficial sales relationship. If you’re having trouble, start simple and just try to break away from questions that can be answered with a “yes” or “no.” Dig deeper and ask questions the move the sale toward the close.
You don’t have to attempt all of these tips, just pick one to start with and be consistent with it. Pretty soon, it will be second nature for you like the 7 other habits of successful sales professionals.
Happy Selling,
David
Payment Lynx Daily 