Month: July 2025

What’s your worst sales call? We all have those stories, the ones that make you cringe even years later. Sometimes, in sales, you encounter a call that sticks with you — not because of a huge win, but because it was an absolute trainwreck. Mine happened about seven or eight years ago, and it still makes me cringe.

My Worst Sales Call: The Comic Book Store Debacle

I walked into a comic book store, radiating my usual sales enthusiasm and charm, I was ready to introduce myself and ask for the owner. The guy behind the counter, probably sensing I was a salesperson, immediately shot back, “Who wants to know?” I politely told him who I was and why I wanted to meet the owner.

That’s when he completely lost it. He went off on a tirade, cussing and ranting about “you people” coming into his store. I was stunned. I beat a hasty retreat, tail between my legs, and sat in my car for a minute just trying to decompress. To this day, I’ve never set foot back in that store.

What I Learned (the Hard Way)

Looking back, that experience, while awful at the time, taught me some valuable lessons:

• You can’t win ’em all: Some people are just having a bad day, or they have a preconceived notion about sales. It’s not always about you or your pitch.
• Don’t take it personally: Easier said than done, especially when someone is yelling at you, but their reaction often has more to do with them than with anything you did.
• Bounce back: A bad call can rattle you, but don’t let it derail your whole day. Take a moment, regroup, and then get back out there.
• Not every “NO” is the same: This wasn’t just a “NO”; it was an aggressive rejection. Understanding the different types of resistance helps you prepare for future interactions.

It’s funny how, after all these years, I still vividly remember that train wreck of a visit. But I wonder, does he ever think about me? The reason he was so rude could have been for any number of reasons. He might have been having a terrible day, lost a loved one, been going through a divorce, received bad news from the doctor, or maybe he was just a jerk that day. Regardless, it’s a reminder that we never truly know what someone else is going through so, be kind.

Perhaps I should try and go back and revisit this comic book store. Maybe, he does remember me.

What’s your worst sales call story? Sharing these experiences not only provides a good laugh (eventually!) but also reminds us that we’re all in this together, facing the highs and lows of sales. Let’s hear ’em in the comments!

Happy Selling,

David

Here in Mississippi, school kicks off on July 31st! July 31st!

It used to feel like it got earlier every single year, now it actually is. Depending on where you’re reading this, school may have already started, or perhaps it’s still a few weeks away.

I was in our local Walmart over the weekend I couldn’t help but notice all the back to school merchandise and already on full display.

Is it just me, or does that seem incredibly early? I mean, school starts in July now! In my day, and I’m sure many of yours, I remember school starting after Labor Day.

Several years ago, Staples ran a brilliant commercial during the Back to School (BTS) season. It featured a dad joyfully shopping, with Andy Williams’ “It’s the Most Wonderful Time of the Year” playing in the background. The kids in the commercial, however, were anything but happy, clearly mourning the end of summer.

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

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

The Back to School season has a completely different meaning in the world of credit card processing. For us sales professionals, it’s a subtle harbinger because it means 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 already filling the aisles. (Halloween and some Christmas is already on shelves in Hobby Lobby)

Sure, throughout the past several months, there have been holidays that traditionally bring sales. But no other time of the year generates the sheer sales volume we typically see between mid-November and the end of December. There’s a reason they call the day after Thanksgiving “Black Friday,” and it certainly 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 straightforward approach prevents us from 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 turn their full attention toward the holiday season. Their preparations create a wealth of opportunity for us in our merchant processing business, provided we react accordingly. We must prepare as well, even in early July…

Prepare Your Fall & Holiday Target Lists Now

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. They’re about to get slammed, so talk to them before they’re swamped.
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’m sure you’re 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 primary 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 you identify your targets and adapt your message accordingly. Pick a specific 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” for your sales.

I know it seems early for a blog like this, but just remember, stores will be setting up for Halloween soon, unless you go to Hobby lobby where it’s out now.

Happy Selling,

David

Let’s be honest. In merchant services sales, you hear “NO” a lot. Maybe it’s a polite “not interested,” a firm “we’re happy with our current provider,” or even a frustrating “call me back later” that never materializes. Rejection is an undeniable part of the game.

But what if every “NO” wasn’t a dead end, but a stepping stone? What if each dismissal held a hidden lesson, a tweak for your strategy, or even an unlikely path to your next “YES”?

For salespeople, turning rejection into opportunity isn’t just a mindset; it’s a critical skill for long-term success and sustained motivation.

Here’s how to move beyond the sting of rejection and leverage it for your next win:

1. The Immediate Aftermath: Don’t Dwell, Do Debrief

When a “NO” hits, it’s natural to feel a pang of disappointment. Acknowledge it, but don’t let it fester. Instead, treat it like a valuable piece of data.

• Take a Breather (Briefly): Step away for 5 minutes. Grab a drink, stretch, or listen to a quick pump-up song. Clear your head.
• The Rapid Debrief (Self-Reflection): As soon as you’re clear-headed, ask yourself:
  • What was the exact objection? (e.g., price, perceived value, timing, loyalty to current provider, lack of perceived need)
  • How did I respond? Was it effective?
  • What signals did the merchant give? (e.g., engaged, distracted, rushed)
  • What did I learn about this merchant or this type of merchant?

2. Analyze & Adjust: The Learning Loop

This is where the magic happens. Every “NO” provides invaluable feedback you didn’t pay for.

• Categorize the “No”: Was it a price objection? A “happy with current provider” objection? An objection about perceived complexity? Understanding the category helps you see patterns.
• Drill Down on Your Approach:
  • Was my prospecting accurate? Did I target the right business for this solution?
  • Was my opening compelling? Did I immediately convey relevance to their business?
  • Did I ask enough discovery questions? Did I truly understand their pain points before pitching?
  • Did I clearly articulate value over just features? Did I show them how they’d save money, grow revenue, or improve efficiency?
  • How was my objection handling? Did I truly address their concern, or just deflect it?
  • Was the timing off? Sometimes, it’s genuinely not the right time for the merchant, which is beyond your control.
• Make One Small Adjustment: Don’t try to overhaul your entire strategy after one “NO.” Pick one thing you could try differently next time. Maybe it’s a new opening line, a different discovery question, or a revised way to present your pricing.

3. Cultivate the “YES” Mindset: The Power of Proximity

Every “NO” truly does bring you closer to a “YES.” How?

• It Refines Your Pitch: Each failed attempt hones your message, making it sharper, more persuasive, and more tailored to genuine needs.
• It Increases Your Batting Average (Eventually): Sales is a numbers game. The more at-bats you get, the more opportunities you have to hit. Each “NO” is an at-bat that builds your experience and improves your technique for the next swing.
• It Builds Resilience: The more you face rejection and bounce back, the tougher and more confident you become. This mental fortitude is invaluable.
• It Uncovers Hidden Opportunities: Sometimes, a “NO” isn’t a final rejection but a “not right now” or a “not for that product.”
  • Example: A merchant might say no to a full POS system but be open to a standalone terminal with better rates. Or they might say no because they’re under contract, but you’ve now established a connection for 6 months down the line. Always ask if you can stay in touch for future needs or offer to be a resource.

4. Celebrate the Effort, Learn from the Outcome

Don’t just celebrate the wins; celebrate the courage to pick up the phone, walk into a business, and put yourself out there. Each time you do, you’re growing.

The most successful merchant services salespeople aren’t those who never hear “NO,” but those who hear it, learn from it, and use it as fuel to chase the next “YES” with even greater insight and determination.

So, the next time you get a “NO,” don’t let it stop you. Let it be the data point that launches your next, more successful, sales conversation.

What’s one thing you’ve learned from a recent “NO” that helped you get a “YES” later? Share your insights in the comments below!

Happy Selling,

David