As a salesperson, I’ve had the privilege of receiving wisdom that didn’t just guide my daily tasks but profoundly shaped my professional growth. Two pieces of advice, in particular, stand out as fundamental to my journey.
The Power of Solutions
My earliest and most impactful lesson came years ago, when I was in the grocery business. I was a curious, perhaps even persistent, young employee working the seafood counter, always seeking understanding. A seasoned seafood executive, who bore the brunt of many of my questions, once shared a simple yet profound truth: “Always look for the solution, not at the problem.”
This wasn’t just about problem-solving; it was about a fundamental shift in perspective.
In sales, it’s easy to get bogged down in a client’s complaints—their frustrations with high rates, poor customer service, or tricky long term leases. And while acknowledging these pain points is crucial for building rapport, true growth as a salesperson comes from quickly pivoting. Instead of dwelling on the negative, we must immediately frame the conversation around how we can alleviate that pain and improve their situation. This approach transforms you from a sympathetic ear into a trusted advisor, someone who doesn’t just hear problems but actively delivers answers. It’s how you empower yourself, build genuine trust, and set yourself apart in a crowded market.
The Non-Negotiable Truth: Make Those Calls
The second, equally vital piece of advice came from the very person who introduced me to the merchant services business: “If you make the calls, you will close deals.”
This isn’t a complex strategy; it’s a raw, undeniable truth about sales and, by extension, about personal growth in this field. You can possess the deepest product knowledge and the most refined solution-oriented mindset, but if you’re not consistently engaging with potential clients, those strengths remain theoretical. My growth as a salesperson has been directly tied to my commitment to outreach. Every call, every meeting, every follow-up is an opportunity to apply the “solution” mindset and advance a potential deal. It’s the sheer act of consistent effort that puts you in front of more opportunities, allowing you to refine your approach, learn from every interaction, and ultimately, grow your pipeline and your success.
Reflecting on Growth
These two pieces of advice have been the twin pillars of my sales career. The ability to identify a problem and swiftly offer a tailored solution, combined with the unwavering discipline of consistent outreach, has been instrumental not just in closing deals, but in my continuous development as a professional. They’ve taught me that growth isn’t just about what you know, but about how effectively you apply that knowledge and how relentlessly you pursue opportunities.
For us who sell merchant services, our value isn’t just in identifying what’s wrong, but in relentlessly pursuing and presenting what’s right—our solutions—and making sure we’re always reaching out to those who need them. This approach hasn’t just led to sales; it’s led to sustained professional growth and satisfaction.
What’s a piece of advice you have received that has significantly contributed to your own professional growth?
Happy Selling,
David
Payment Lynx Daily 