Let’s address the elephant in the room: the “salesperson” label often comes with baggage. We in merchant services face the same challenge – the perception of being pushy, untrustworthy, or just out for a quick buck. But we can change that.
Why the Negative Image?
- Aggressive Tactics: People fear being pressured into deals that don’t fit. Contracts, leases, liquated damages clauses. We’ve all seen or experienced the relentless, quota-driven approach and many have been burned at least once.
- Lack of Authenticity: Customers can sense insincerity. They worry we prioritize our commission over their business needs.
- Overpromising: Failing to deliver on promises erodes trust instantly.
Common Customer Fears:
- Manipulation: They fear being tricked into a bad deal.
- Wrong Decisions: They worry about choosing a solution that won’t work for their business.
- Rejection: This fear also exists for us, and can lead to the very pushy behavior we want to avoid.
How We Can Break the Mold:
Instead of fitting the stereotype, let’s become trusted advisors. Here’s how:
- Prioritize Relationships: Focus on understanding each merchant’s unique needs and challenges. Build rapport, not just a sale.
- Demonstrate Expertise: Know our industry and products inside and out. Be a resource, not just a pitch person.
- Embrace Transparency: Be upfront about pricing, paperwork, features, and limitations. Honesty builds credibility.
- Listen Actively: Truly hear what merchants are saying. Ask insightful questions and tailor solutions accordingly.
- Set Realistic Expectations: Underpromise and overdeliver. Don’t make promises we can’t keep.
- Provide Value Beyond the Sale: Offer ongoing support and build long-term partnerships. Be there for them after the contract is signed.
- Continuous Improvement: Stay updated on industry trends and adapt our approach. Seek feedback and learn from every interaction.
Specifically for Merchant Services:
- Understand the evolving landscape of payment processing.
- Educate merchants on the benefits of our technology and how it can streamline their operations.
- Address concerns related to being burned in the past. Build/Earn their trust in YOU.
- Show merchants how our solutions can increase their revenue and customer satisfaction.
The Bottom Line:
We’re not just selling merchant services; we’re providing solutions that help businesses thrive. By focusing on building trust and providing genuine value, we can redefine our role and create lasting relationships.
Let’s work together to change the perception of merchant services sales.
Happy Selling,
David
Payment Lynx Daily 