Month: September 2025

Last week we talked about going after the BIG fish, Let’s be honest. You didn’t get into this high-stakes, residual-based industry to fight over the scraps. You were designed to close major deals and build a book of business that pays you for years to come.

But the industry conditions us to think small. We chase the corner store to save them $75 a month. We get bogged down in rate comparisons, fighting over a few basis points. We see a big account and think, “They’re probably happy with their provider.”

That’s the easy way out, and it’s a trap. It’s time to step out of your comfort zone. The only limits on your portfolio are the ones you’ve accepted.

Stop thinking small. Start acting big.

• Your Goal Isn’t Just a Sale. It’s landing the multi-location restaurant group. It’s securing the auto dealership. It’s building a residual stream that makes you money while you sleep. Set goals that scare you a little.
• You’re Not a Rate Quoter. You’re a Business Transformer. Stop leading with a slightly better price and start leading with game-changing value. Instead of just saving them a little on their fees, show them how to eliminate that cost entirely with a dual pricing program. That’s not just a sale; that’s solving a major business expense. Lead with powerful point-of-sale solutions and inventory management. The merchants worth having aren’t looking for small savings; they’re looking for big solutions.
• Your Mindset Determines Your Altitude. If you walk into a business believing you can only win on price, you’ve already lost. Believe you have the superior solution that will help them grow, and project that confidence. Success starts the moment you decide you’re worthy of the big accounts.

Forget the “be realistic” crowd. Their opinion doesn’t pay your bills. You are capable of building a six-figure residual income. It takes courage, a refusal to give up, and a commitment to thinking bigger than the last “no” you heard.

This is your time. Stop chasing pennies. Start building your empire. Think big and make it happen.

Happy Selling,

David

You think you’re not in sales, but everybody is in sales. Everyone is selling something, and everybody has to find new customers. I’m sure you know a small business owner who says, “I need to find more customers. How do I go out and do that?” Let’s walk through The Top 10 things that you can be doing right now to be prospecting for the reluctant salesperson.

From the Home Office in Chugwater, Wyoming, Here are The 

Friday’s Top 10 – Prospecting for the Reluctant Salesperson

10. Relax, it’s only a conversation. 

You are not solving world hunger. You’re not creating perpetual motion machines. No, you’re just having a conversation. Whatever means you use to reach prospects, just relax and dial it down. 

9. Leverage your network. 

You already have relationships out there. Use them. Talk to them. Have them become your supporters. They probably know customers who could benefit from your service. They may even be people who could benefit from your service. As I work with non-salespeople in helping them sell,  they find a tremendous amount of business just from their existing network.

8. Find your fans. 

This is a subset of your network because you probably know hundreds of people. But who are those five or ten fans of yours who can help you by talking you up to other people, or introducing you to other people. You want to find raving fans because they’re going to give you the best advice and input. They are a huge source of new opportunities.

7. Your current customers. 

Just because you’ve served your customers once doesn’t mean it’s over. Go back and talk to them again. Your current customers are a tremendous source of referrals—that means new business! You may have customers from two or three years ago. Pick up the phone and call them, “Hey, we haven’t talked in a couple years. How are things going for you?”

6. Focus your effort.

Don’t try to boil the ocean. What are the outcomes that you can create for customers?  Look at your current customers, and how you’ve been able to help them. Now, who are other people like that? 

When you realize the outcomes you create, it’s going to make you more knowledgeable. As you have those conversations, as you leverage your network, you’re going to be able to be more confident and competent about talking and asking questions and getting conversations going.

5. Give referrals to get referrals. 

Many non-sales people are afraid to ask for referrals. Referrals are the easiest way to get business! One of the easiest ways to get referrals is to give referrals. How many referrals are you giving? 

I take every opportunity to give out referrals—I don’t know if it’s going to be a straight line back to me, but I have noticed that the more referrals I give, the more referrals I get.

4. Share information.

You have knowledge about something—just share it with other people. Share it with other people in your network, your fans, your customers. Share it with anybody and everybody because it allows you to be seen as an expert. It raises your confidence level, and raises your competence level as well as that of the individuals you share with. 

3. Treat your prospects like a customer. 

If there’s information that you give to customers, send it to your prospects. Treat your prospects exactly like your customers, and it’s amazing how very quickly they will become your customers.

2. Think vertically. 

“If anybody calls me and anybody talks to me, I’m going to try to sell them what I have.” No, think vertical. Not everyone is your ideal customer. Know exactly who you can really help, who you can benefit, and stay tight in that lane. Stay within the companies you’re already prospecting. There are probably other customers you can ask, or maybe another division, another company, another person they know, etc. For example, let’s say you provide a part or a service that gets used on a production line. Tell people, “Hey, I want to go out and look at the production line, see how it’s being used.” Talk to other people. Think about how your product or service helps people do their job. When I go downstream, I may find other customers, other people who I should be talking to.

And the #1 Tip for Prospecting for the Reluctant Salesperson is …

1. Never forget your goal is to help them. 

So many people who are in a non-sales role think, “I can’t prospect because I’m selling.” You’re not selling, you’re helping them. Remember, the objective of prospecting is very simply this: if you know you can help someone, you have an obligation to reach out to them. 

If I had a problem and I knew that you could help me, I would want you to reach out to me. Of course, when you call me, I don’t know who you are. You’re right. But you know what? You’re interrupting to help me. That is huge.  

Always remember your objective for every communication you have is to help others. You’re going to help them see and achieve what they didn’t think was possible.

Have a great weekend,

David

Life has a funny way of throwing curveballs. Just when you think you’ve got a handle on things, a personal struggle can emerge – a family emergency, a health challenge, financial stress, or relationship difficulties. These aren’t just minor inconveniences; they can feel like a tidal wave, threatening to engulf every aspect of your life. And for those of us in demanding roles like sales and customer service, where being “ON” is crucial, the pressure to maintain your professional stride amidst personal turmoil can feel insurmountable.

It’s a delicate dance, isn’t it? One moment you’re trying to comfort a worried loved one or grapple with a difficult diagnosis, and the next you’re expected to confidently close a deal, patiently resolve a customer complaint, or flawlessly present a new product. The mental and emotional energy required to keep up appearances, to sound enthusiastic and knowledgeable when your mind is miles away, is immense.

The Invisible Load

One of the biggest challenges is the “invisible load” – the constant background processing of your personal struggles that nobody else sees. While you’re smiling on a video call, your mind might be racing through doctor’s appointments, budgeting scenarios, or difficult conversations. This internal conflict can lead to:

• Decreased Focus: It’s hard to truly listen to a customer’s needs when your thoughts are elsewhere.
• Reduced Energy: Personal stress is exhausting. This can manifest as fatigue, making it harder to maintain high levels of activity or enthusiasm.
• Emotional Volatility: Even if you try to suppress it, underlying stress can lead to irritability or a shorter fuse, impacting customer interactions.
• Burnout Risk: Continuously pushing yourself to perform without addressing your personal struggles can quickly lead to exhaustion and a complete breakdown.

Maintaining Your “Whereabouts” – Professionally and Personally

The phrase “maintain your whereabouts” takes on a deeper meaning here. It’s not just about knowing where you physically are; it’s about maintaining your mental and emotional presence in both your personal life and your professional one.

1. Acknowledge and Validate Your Feelings: The first step is to be kind to yourself. It’s okay to not be okay. Denying your struggles only makes them heavier. Acknowledge the difficulty of what you’re going through.

2. Communicate (Wisely): This is perhaps the trickiest part. While you don’t need to overshare personal details, discreet communication with your manager or a trusted colleague can be incredibly beneficial. A simple, “I’m dealing with some personal challenges right now and might need a little flexibility, but I’m committed to meeting my responsibilities,” can open the door for understanding and support. Many workplaces have employee assistance programs (EAPs) or resources that can help.

3. Prioritize Ruthlessly: When life gets hard, not everything can be a top priority. Identify your absolute non-negotiables at work (e.g., critical customer issues, sales deadlines) and focus your dwindling energy there. Delegate where possible, and don’t be afraid to say no to non-essential tasks if your plate is overflowing.

4. Lean on Your Support System: This applies to both personal and professional life. Reach out to friends, family, or a therapist for personal support. At work, identify colleagues who can offer backup or a listening ear. A strong team can make a significant difference.

5. Protect Your Boundaries: During tough times, it’s more important than ever to guard your personal time. Try to avoid working late, and ensure you’re getting enough rest. Even small breaks can help you reset and regain some mental clarity.

6. Find Small Moments of Recharge: You might not have time for a full vacation, but even 15 minutes of mindfulness, a quick walk, or listening to your favorite music can help you briefly step away from the pressure and recenter yourself.

Navigating personal struggles while maintaining professional performance is a testament to incredible resilience. It’s a reminder that we are all human, and sometimes, simply showing up and doing your best in the face of adversity is an achievement in itself. Be compassionate with yourself, seek support, and remember that even in the stormiest weather, you possess the strength to steer your ship.

Happy Selling,

David

In our line of work, it’s easy to get caught in the day-to-day grind. We can become so focused on the next signature that we forget the bigger picture: we were created to achieve incredible things.

So many in our field are taught to think small. They’re told, “Just get the easy accounts,” or “Don’t waste time on the big fish.” This thinking is not only limiting, it’s damaging to your true potential.

Thinking small is finding comfort in the simple, low-volume deals. Thinking big is understanding that your real value isn’t in saving a merchant a few dollars, but in providing them with technology and service that transforms their business.

It’s time to unlock your potential:

1. Set Architectural Goals: Don’t just aim to “sign 5 accounts.” Aim to become the go-to payment expert for an entire industry in your city, like “all the dental offices” or “the downtown restaurant district.” That’s a goal that builds a legacy.
2. Curate Your Circle: Your time is your most valuable asset. Spend it with mentors who have the seven-figure portfolios you want, not with reps who complain about the market. Surround yourself with resources—podcasts, books, training—that support massive growth.
3. Embrace Productive Failure: The pursuit of large, complex accounts will involve rejection. It will require more research and more sophisticated proposals. See these challenges not as failures, but as the tuition you pay for learning how to close game-changing deals.

Never let a prospect’s small-minded focus on price dictate the size of your ambition. You are a consultant, a problem-solver, and an architect of business solutions.

Begin today. Identify one “outrageous” goal for this quarter. Pursue it relentlessly. Step out of the “rate-quoting” comfort zone and into your role as a leader.

Your potential is waiting. Go realize it.

Happy Selling,

David