Month: August 2024

“You can do it” is definitely one of my all-time favorite movie lines, especially the way Rob Schneider says it in Adam Sandler’s Waterboy. It’s also one of my favorite motivations for life.

Big success does not come easy. If it did, everyone would do it. It takes an incredible, burning desire to accomplish massive success.

You have to start out by dreaming big and believing that you can accomplish any goal that you set for yourself. The key is to work hard and never lose hope.

Those who set ambitious goals, and consistently strive to reach them, will outperform those who do not. Top performers set high goals that motivate them to work harder and to continue achieving more.

You can, and will, accomplish your big dreams in life as long as you make a 100% commitment and you never give up. The secret to your success will come in your belief in yourself and knowing, deep in your heart, you can do it!

On your success journey, there will be times where you may doubt yourself. You may even ask questions like ”Am I really cut out for this?” This is when you have to dig deep down inside and remember WHY you began in the first place. Keep this in mind, if you want to get into the 1% club, you have to be willing to do what 99% of others won’t do. So whenever you doubt yourself, you must say “I CAN DO THIS!

You are gifted with great abilities and talents. It’s important to be confident in yourself. Always remember that you can accomplish great things. There is no goal that’s too big to achieve as long as you never give up and never stop working hard to achieve it.

You have a dream that’s inside of you and it is there for a reason. As Walt Disney said “If you can dream it, you can do it.” You must absolutely believe that your dream can come to fruition. If you do not believe that you can achieve it, then you have no chance at all. Success begins with your belief. If you believe that you can do it, you certainly can.

Have a clear vision in your mind and put together a plan on what it’s going to take to reach your goal. It’s important to visualize it first in your mind before you do it. Once that is clear, go out and make it happen.

There may be people close to you who will tell you that your dreams are not realistic. Do not allow yourself to listen to those who are not encouraging you. Your dream is real and it is there for a reason. Believe in yourself and your opportunity. Never allow anyone to steal your dream. You can do this, and you can make it happen. Nothing is unrealistic if you believe that you can do it. You have the power within you to go make it happen.

Life is way too short to be just mediocre. Choose to be awesome and magnificent. Go out there every day and work hard at it. You’ve got this! Take the risks and persist through all the challenges that come your way. Nothing is going to stop you as long as you believe in yourself and your abilities 100%.

Now is your time! Push away everything that is negative. You know what you need to do. Don’t look back! Just believe that you can do it and you will do it. You will fail along the way, but remember that’s part of the process. No matter what, do not quit. Never give up on your dreams. You are worth it! Your dreams are worth it. The people that are counting on You are worth it. 

You can do It! Now go out and make it happen!

Happy Selling,

David

We all enjoy making a sale, but sometimes we find ourselves getting that butterfly feeling before an important cold call or presentation. Sometimes we sit in our cars before the call and just start mentally talking ourselves out of walking in and pitching. In order to close a sale we all have to engage in sales.

These are the Top 10 Ways  to Overcome the Fear of Selling. They will help you overcome your fear of selling by suggesting some simple action steps.

Once again in true David Letterman Style, From home office in

Uncertain, Texas

10.Be Free!

The most obvious way to eliminate your fear of selling is to quit your job.

Why in the world would you even consider for a single minute staying in a job that you fear. I seldom encourage quitting. But if your fear of selling cannot be resolved and it is giving you daily pangs of anxiety and occasional headaches – maybe, just maybe you ought to consider another line of work.

On the other hand, if you are just suffering from a little angst now and then, keep reading for some creative ways to deal with your fear of selling.

9. Do this self-assessment.

On a 1-10 scale, 10 being the highest competency, rate yourself in these 13 categories:

– Attitude
– Self-confidence
– Enthusiasm
– Goal setting
– Time management
– Communication skills
– Prospecting
– Qualifying your prospects
– Presentation skills
– Handling objections
– Preparing sales proposals
– Closing skills
– Measuring your results

This self-evaluation will help you with the next point.

And remember, all these skills can all be learned.

8. Pinpoint your fear of selling.

What exactly is it? Does your fear of selling originate with your lowest assessment numbers from the previous self evaluation?

There is an old saying that says, “A problem defined is a problem half solved.”

I believe this to be true. Determining your weak links is the first step to eliminating them.

7. Do what you fear first.

Let us say your fear of selling stems from a lack of self confidence when you are prospecting. You are just not good at cold calling people you do not know and trying to get a statement from them. It takes skills and lots of self confidence to do this right.

Here’s your choice. 1) You can acquire the necessary skills by reading and doing. 2)  or do what Albert Einstein says is Insanity: doing the same thing over and over again and expecting different results. The best way to defeat the fear of cold calling is honestly to cold call.

If you’re on the graphite payments team I’m here to help you. We have training resources available to help you overcome those fears.

6. Think big and start small.

Okay, you want to cure your fear of selling and in this case, it means getting better at prospecting and meeting with business owners. Starting small means buying a book or an Audible on this topic and making a list of what you need to do to overcome this paralysis.

Actually, the best and easiest way to dramatically improve your skills is to get Tom Hopkins book “How to Master the Art of Selling” and yes its available on Audible. I would get both book and Audible. Also Join the Graphite team so we can help you achieve that goal.

5. Keep a success journal.

Keep a written record of what is working and what is not working on a daily basis. The ideal time to do this is right after a sales call, while it is still fresh in your mind. Notice and record the little things. These little things add up over time and can influence outcomes. Clientvine CRM has a notes section for just this purpose.

4. Talk to yourself. Use affirmations repeatedly.

Try this on for size

. “Everyday, in every way, I am sharpening my selling skills and acquiring new ones.

“ Say this 10 times aloud before your first sales call and again just after lunch.

Fears and anxieties cannot stand up to powerful self affirmations. Try it for 21 days. It really works.

Every time you do this you are taking a solid whack at your fear of selling.

3. Always expect the best outcomes.

This is a major attitude adjustment for most salespeople. Don’t let your mind wander aimlessly and attract negative thoughts.

One of the best ways to cure your fear of selling is to always think positively. You cannot control the weather. You cannot control what someone else is thinking. You cannot control time by making it go faster or slower.

But you can control your thoughts. You can have positive thoughts and you can have negative thoughts. And guess what – you get to decide!

2. Put a “mask” on as you are driving to your first sales call.

Don’t zone out on me yet.This mask is made from a blended and invisible substance. It is available to everyone who wants it.

The cost is zero and the benefits are many. The mask is made from equal parts of energy, enthusiasm and passion. Add a smile to the mix and you will likely vaporize any fear of selling you have. Ask yourself,

Who can resist a person who is smiling?

Who is not attracted to a person who loves his or her work?

Always remember your energy, enthusiasm and passion are contagious. They are all part of your P.S.A.! (Positive Sales Attitude, Geez, read the blogs folks)

And the #1  Ways  to Overcome the Fear of Selling,

1. Enjoy the journey.

Do not take things too seriously. Have fun. Enjoy the view and the ride. The sum of your life is not based on how many meetings you attended, how many e-mails you sent, or how many voice mails you returned.

The quickest way to sharpen your selling skills is to read up and practice, practice, practice. Yoda said it best ” Do or do not, there is no try”.

There you have it – The Top 10 Ways  to Overcome the Fear of Selling

Now you can start selling more and turn your fear of selling into a fearless P.S.A. that accompanies you on every sales call.

Happy a great weekend,

David

Today is the beginning of the rest of your amazing life. What is in the past is gone. We all have a past and the good news is that we don’t have to live there anymore.

The past is behind you. History is nothing but history. What you have done in the past really does not have a role to play in your future. All of us have done things been through situations that we are not proud of or happy with. This is what we call LIFE.

It’s important to put the past behind you and learn from any failures and mistakes and move on. I have met so many people throughout my life that unfortunately live in the past. Some talk about the good old days while others can’t move on from someone that has caused them hurt. Unfortunately, as time goes on, they become bitter and resentful. If you focus on negative things that have happened in the past, your life will move in a negative direction. It’s truly all about changing your mindset. Whatever you set your mind and focus on is what your life will follow.

Perhaps you have gotten caught in the trap of living in the past. Today, let me encourage you to begin a new mindset. Instead of focusing on negative things that have occurred or bad decisions made, start focusing on positive thoughts and your bright future. Your past does not equal your future. You have an amazing talent, and you have an incredible future and it’s time to get excited about it.

No more letting the past bring you down. I believe it’s important that in order to move on, you must learn to forgive. One of the things that hurts us emotionally is the spirit of unforgiveness. If you are holding a grudge against someone, it’s only hurting you. The only way you can forget about the past is to forgive whoever has done you wrong. Release yourself from that cage that you may have locked yourself in.

Start today by setting some good positive goals for yourself. One of the most important ways you can move on from the negative things from the past is by setting goals for your future. Start to imagine yourself doing amazing things in the future. Set both long and short-term goals and put together a success plan on how to achieve those goals.

Your new WHY Is going to help you to stay motivated and disciplined to achieve your dreams. Moving forward may involve cutting off some friends. For you to occupy your focus with a positive attitude, negative friends must go. You must set yourself apart so you can be where you want to be in life. Stay away from people who always remind you of the wrong things you’ve done in the past.

Start surrounding yourself with people that are on the same path that you want to be. You must have people that will encourage you and inspire you to become a better you. It’s time to move forward with your amazing new life. You cannot do that if you’re still thinking about your past.

You have an amazing journey ahead of you. It’s time to get rid of shame, regrets, unhappiness, grudges, and all the things that are holding you back. Life is way too short to live in the past.

Take a look in the mirror and smile and get excited about your amazing future. Never look back because you’re not going that way!

Happy Selling,

David

Depending on what part of the country your reading this in school may have already started, maybe not.

I was in Texas on the 4th of July this year visiting my brother and spending some time on the beach. As with any trip you have to go to the Walmart to stock up on grilling food and beverages. While I was there I  observed several Walmart associates moving all the 4th of July stuff and putting up back to school displays.

Is it me or does that seem earlier then normal? I mean school starts back in August now! In my day as with many of you, I can remember school starting after labor day.  A few years ago, Staples ran a great commercial during the Back to School (BTS) season. It featured a dad happily shopping away, with the music of Andy Williams singing, “It’s the Most Wonderful Time of the Year.” The children in the commercial were anything but happy, and were obviously not excited about starting back to school.

WATCH COMMERCIAL HERE —- >https://youtu.be/CD1PffNbZls

The meaning of this commercial was clear. The first day of school is a day for parents to celebrate, while kids mourn the end of summer. (And of course Staples was there to help by providing low-cost school supplies, which makes mom and dad even happier.)

The Back to School season has a different meaning in the world of credit card processing. For us sales professionals it’s one of foreboding because it means that the holiday sales season is rapidly approaching. And for merchants, that season starts earlier and earlier each year, as evidenced by school supplies and holiday merchandise that is already filling the aisles.

Sure, throughout the past several months there have been holidays that traditionally bring sales, but no other time of the year generates the sales volume we typically see between mid-Novembers through the end of December. There is a reason they call the day after Thanksgiving “Black  Friday,” and it isn’t a negative connotation.

Yet, as payment processing professionals we are taught to remain in the here and now, to concentrate on one day at a time. This simple approach prevents focusing too much on the past or the future and helps us bounce back quickly if we have a bad day or two.

However, we all must acknowledge that once school starts, merchants aim full steam ahead toward the holiday season. Their preparations create a wealth of opportunity for us in our merchant processing business, providing we react accordingly. We must prepare as well, even in early July…

1. Start now to create your fall target list. On it should be those merchants who likely won’t talk to you once the holiday season is in full swing. General retailers and restaurants tend to be at the top of this list.

2. Once you’ve identified these merchants, the next step is to change your opening to reference the upcoming season. You could use something like, “Now that school has started, I am sure you are starting to think about the upcoming holiday season. This may be the best time to talk about your practices for credit card transaction processing.”

By leveraging the future, you create a sense of urgency, which means merchants will most likely be interested in what you have to say.

After you create your fall target list, think through the types of merchants that should be on your holiday target list. On this list you will have those merchants who are least affected by the holidays. Starting in November, these merchants will become your target and you will again need to change your message to something along the lines of, “Now that the holiday season is upon us, Mr. Merchant, this may be a good time to analyze your credit card transaction processing costs and look at how you’re managing your program.”

Examples of prime holiday merchant targets include those in the medical profession, home and auto repair businesses, lawn and garden, tanning salons, fitness centers and even B2B merchants. These businesses are typically slower during the holiday season, which means they will be more likely to talk to you now versus during their high season.

Remember, success comes when identify your targets and adapt your message accordingly. Pick a date when you will switch over from your fall to your holiday target list as well. This will help you maintain your sense of urgency during the next few months and truly make it the most wonderful time of the year.

I know it seems early for a blog like this. Just remember stores already are setting up for Halloween. 

Do you have any tips for growing your credit card processing business during the fall and holiday seasons? 

Let me know what helps your business thrive.

Happy Selling,

David

All of us have dreams inside of us. The question is, are you willing to do what it takes to make your dreams come true?

To accomplish amazing things, we must believe in our dreams and put together a plan for success. Once you’ve established the plan, you must take massive action in order to succeed. The truth is that your journey to achieve your dreams is going to be difficult. There will be times when you think about giving up.

There will be naysayers along the way telling you that you shouldn’t waste your time trying to achieve your dream. Unfortunately, many of them are rooting against you. Your dream is inside of you for a reason. You must make a 100% commitment to doing what it takes to make it happen. No matter how painful and difficult your journey is, never give up on your dreams.

One of my favorite quotes comes from Walt Disney. He simply stated, “All our dreams can come true, if we have the courage to pursue them.”

Success does take a lot of courage. To make dreams become reality, it takes an incredible amount of determination, self-discipline and effort.

Unfortunately, giving up on dreams is common. There are many reasons people do give up. Some are afraid of failure, and they operate from a place of fear in their lives. They end up talking themselves out of success. It’s important to understand that failure is part of the process. There are others that simply do not believe in themselves, and they listen to the advice of people that are not where they want to be in life. Giving up on your dreams is the easy way out. It is more comfortable to let circumstances or other people dictate your life.

You’ll never receive the fulfillment of life if you allow this to happen. We are all designed for growth, no matter what level we achieve. If you’re not growing, you are going backwards. Success is the goal but understand that success is a journey of growth. Sometimes it’s important to understand that we may be a lot closer to achieving our dream than we think. Many people give up when their breakthrough is right around the corner. Never give up on your dreams, especially when you’re so close.

Do not be in a position in life where you wonder what you could’ve been. We all met people that are living in the past and filled with regret. Choose not to fall into this category. This is your time to pursue your dreams with 100% conviction. Your future self will thank you. The reward is amazing. Nothing compares to the feeling when you create the life that you were designed for. It gives you a purpose to wake up in the morning with excitement. Visualize yourself living in a state of constant joy and abundance.

Today’s the beginning of your incredible success story. It’s time to make your dreams come true. There will be difficulties, but no matter what happens, never ever give up on your dreams. They are there for a reason.

Happy Selling,

David

The modern salesperson does so much more than just close sales. Success in today’s sales environment is all about having a transparent strategy and strong pitch to gain your client’s trust. It’s about building ongoing relationships, doing your research and personalizing the client experience based on the data you have.

That’s why salespeople today need a different playbook and set of best practices than the ones sales professional relied on a decade or two ago. To help budding sales professionals thrive.

As usual, from the home office in Toad Suck, Arkansas,

Here are The Top 10 Tips For The Modern Salesperson

10. Think Relationally

A salesperson needs to think relationally instead of transactionally, as selling is now a journey, not an action. A market is no longer a place for selling; it is where you help your customer achieve their goals conveniently and with positive emotion. They will spread the word, and then it sells itself. Customers will also spread the bad experiences you create. Then, no matter how good your skills are, you won’t be able to make sales.

9. Always Add Value

Add value with every transaction. Potential customers need to trust you to buy from you. If you provide value when interacting with them, that will build trust. However, it is important to walk the line here. Too little value, and customers don’t trust you; too much value given for free, and they don’t have a reason to buy from you anymore.

8. Understand Prospects As Human Beings First

It’s not about you or your product. Every moment you spend with prospects should be focused on understanding them first as human beings, and then as buyers. Before you even fix your lips to pitch your product, you should be very clear on how your products can help solve their pain points. Sales are simply a byproduct of the value you delivered first.

7. Listen To Your Customers

Two ears, one mouth. When you listen to your customers and clients, they will not only tell you what they need, but also how to solve their problems. Then, solve it.

6. Invest In Self-Awareness

Invest in a journey of self-discovery. A deeper awareness of self allows you to remain in congruence with your values and beliefs. When one’s integrity is experienced by clients, they are more willing to reveal important information about themselves and their company. This allows you to see what is often not spoken about their real versus perceived needs and aspirations for the future they desire.

5. Ask Great Questions

Any modern sales professional should be putting their time toward asking questions and listening. These skills were valuable 1,000 years ago, and they will still be valuable 1,000 years from now. Curiosity is the spark for great questions, and questions beget empathy and authentic interest in other people. On that foundation, a sales professional is well-positioned to build trusting relationships and find success.

4. Be Your Authentic Self

There is no one that can sell our product or services more authentically than you. When “selling,” you are showcasing who you are to potential clients. Clients gravitate to connection, and they look beyond a solution when choosing to invest their time and money into a business. The relationship you cultivate and foster with yourself and your clients will be your successful sales strategy.

3. Let The Client Sell You

Let the client sell you versus you selling them. Ask about their pain and challenges. Ask about their dreams and goals. Ask how the client’s life will be different once they achieve their dream solution. Allow them to see how wide the gap is between their pain and their dream solution. Ask what it’s really costing them not to solve their pain. Share your solution, which is the bridge between their pain and their dream solution.

2. Develop Your Capacity For Empathy

Again, As mentioned before the best advice for a modern salesperson is to know precisely how to listen to customers. The great sellers are those who have an extreme ability to listen and the empathic capacity to understand the client’s needs firsthand, and are thus able to satisfy them in the most professional way.

And the #1 Top 10 Tips For The Modern Salesperson is…

1. Make The Sale About Your Prospect

In today’s salesforce, it is the duty of every salesperson to make the sales experience about the customers. We must consider the interests of the customers before making the sale by exploring how the product or service benefits the customers before the sale is finalized.

Selling merchant services is not your job, It’s your business! Be the CEO and COO of your own business. Any person in a sales position should have an executable strategic plan, just as a company would. They should have a mission, purpose, values and vision aligned with their company. They should have long-term goals, annual objectives, quarterly initiatives and daily actions that meet their vision. Use these tips to grow your business and see sales soar!

Have a great weekend,

David