I’ve been watching a lot of these old holiday classics this month—the stop-motion, the hand-drawn, the heart-warming tales we grew up with. You might think Frosty the Snowman has nothing to teach a high-performing merchant services rep, but trust me, these 1960s TV specials are packed with surprisingly relevant sales wisdom.
Let’s look at how the biggest names in the North Pole faced their own “challenging markets” and closed the deal.
Rudolph the Red-Nosed Reindeer: Embrace Your Value Proposition
Rudolph’s story is the ultimate lesson in finding your unique selling proposition (USP).
- The Problem: Rudolph was an outcast because of his bright, glowing nose. It was viewed as a flaw, a disqualifier.
- The Market: Santa was facing the toughest night of the year—a blinding fog. His current tools (the other reindeer) couldn’t solve the problem.
- The Close: When Santa realized the one “flaw” could be the one thing that saves Christmas, Rudolph became the most valuable asset in the fleet.
❄️ The Sales Takeaway: Are you just quoting a low rate? Or are you selling the Rudolph Value? Don’t let your clients focus on the perceived “cost” (a slightly higher rate than a competitor). Instead, highlight the unique things your service offers: next-day funding, top-tier security, 24/7 personalized support, or an industry-specific gateway feature. That unique value will guide your client through their own “foggy” business challenges.
2. Santa Claus Is Comin’ to Town: Overcoming Regulation and Objections
In this special, the oppressive Burgermeister Meisterburger literally outlawed toys. This is the equivalent of a client telling you, “My current provider told me it’s impossible to integrate with my ancient POS system.”
- The Challenge: The market (Winter Warlock, kids in Sombertown) was skeptical, cold, and heavily regulated.
- Kris Kringle’s Strategy: He didn’t quit. He found creative ways to get his “product” (toys) to the people who needed it most, adapting his process (climbing down chimneys) and working through partners (the forest animals). He chipped away at the regulation until it collapsed.
🎄 The Sales Takeaway: Every objection is just a Burgermeister Meisterburger rule. Don’t take “no” or “it’s against policy” as gospel. Ask discovery questions to understand the root cause of the objection. Can’t get next-day funding? Offer same-day deposit options through a different method. Think like Kris Kringle: Be resourceful, be persistent, and adapt your delivery method until you get the deal done.
3. A Charlie Brown Christmas: Focus on What Matters Most
This special teaches us about transparency and integrity—the foundation of lasting client relationships.
- The Distraction: Charlie Brown was bombarded by commercialism, loud arguments, and flashy aluminum trees. He lost sight of the core purpose.
- The Moment of Clarity: Linus steps up and explains the true meaning of Christmas, pointing away from the superficial to the genuine. He provides the simple, honest truth.
🎁 The Sales Takeaway: Don’t get bogged down in rate sheet wars or trying to sell every add-on under the sun. Your client wants a simple, honest solution that helps them process payments reliably and securely. Be Linus. Cut through the noise of complex fee structures and confusing contracts. Offer a transparent, tailored solution. Sell with integrity, and you’ll build clients who stay with you for years.
4. Frosty the Snowman: Time Kills All Deals
This is a stark, time-sensitive tale. If the temperature rises, the deal melts.
- The Deadline: Frosty needs to get to the North Pole before the heat takes him out. The clock is ticking, and the antagonist (Professor Hinkle) is trying to delay the process.
- The Urgency: The characters move with extreme purpose because they know that inaction has an immediate, negative consequence.
☃️ The Sales Takeaway: In sales, inactivity is melting ice. If you have a client on the fence, they are facing heat from competitors, the frustration of their current processor, or their own internal inertia. You need to create a sense of urgency.
- Example Urgency: “I know your current contract is up at the end of the year. Let’s get this paperwork finalized this week so we can get your new terminal provisioned and installed before the massive holiday rush hits your business.”
Don’t let the deal melt away!
The marketplace is foggy and distractions are everywhere. This holiday season, remember these lessons. Be the Rudolph who solves the unique problem, the Kris Kringle who overcomes every objection, the Linus who sells with integrity, and the rep who closes the deal before Frosty melts.
Now, go out there and lead the sleigh!
Happy Selling,
David
Payment Lynx Daily 