We live in a fast-paced world, especially in the payments industry. New payment technologies, complex integrations, and evolving regulations constantly bombard us. It’s easy to get caught up in the hype and feel like you need to be selling the “next big thing” to succeed. But what if the secret to closing more deals and building lasting wealth was far simpler?
I recently saw a LinkedIn post that really resonated with me, and I think it’s especially relevant for merchant services sales professionals:
“You don’t need to have a breakthrough technology to create wealth. Answer the phone. Show up on time. Respond quickly. Do what you said you’d do. If you want a competitive advantage, try doing the basics first.”
This hit home. In an industry obsessed with innovation, we sometimes forget the power of good old-fashioned service and reliability.
Think about it: how many merchants have you encountered who are frustrated with their current processor, not because of outdated technology, but because of poor communication and lack of support? Probably quite a few.
And that is your opportunity. In a market saturated with complex solutions, simply being dependable and responsive can set you apart and drive your sales through the roof.
Think about the most successful sales professionals you know. Are they closing deals solely because they’re selling the latest gadget? Or is their success built on a foundation of trust, responsiveness, and consistent follow-through? It’s almost always the latter.
Here’s why focusing on the fundamentals is so crucial for merchant services sales:
- Builds Trust with Merchants: Merchants are entrusting you with a critical part of their business. When you consistently deliver on your promises, you build trust, which is the foundation of any successful sales relationship. Trust leads to closed deals and long-term partnerships.
- Creates Referrals: Happy merchants talk. When you provide exceptional service, they’ll refer you to other businesses, generating a steady stream of leads and boosting your reputation.
- Reduces Sales Cycle Length: Prompt communication and efficient follow-up streamline the sales process. When you’re responsive and organized, you demonstrate professionalism and build confidence, leading to quicker closes.
- Provides a Competitive Edge: In a crowded market, many salespeople get bogged down in the technical details and overlook the basics. Mastering these fundamentals gives you a significant competitive advantage.
So, how can you apply this to your merchant services sales strategy?
- Be Proactive with Communication: Don’t wait for merchants to chase you. Reach out regularly, provide updates, and anticipate their needs.
- Be a Consultant, Not Just a Salesperson: Understand your merchants’ businesses and offer tailored solutions that address their specific challenges. Be a valuable resource, not just someone trying to make a quick sale.
- Be Meticulous with Follow-Up: Keep track of your leads and follow up consistently. Don’t let anything fall through the cracks.
- Be Reliable and Accountable: Do what you say you’ll do. If you make a promise, keep it.
The merchant services industry is constantly evolving, but the core principles of successful selling remain the same. By focusing on the fundamentals – being responsive, reliable, and consultative – you can build a thriving sales career and achieve lasting wealth. It’s not about having the flashiest product; it’s about being the most trusted and dependable partner for your merchants. Start with the basics, and watch your sales soar.
Happy Selling,
David
Payment Lynx Daily 