We all know the feeling. You’ve been eyeing that high-volume bistro on the corner for months. They do massive numbers, their patio is always full, and you know your processing solution could save them a fortune.
You’ve tried calling. You’ve tried emailing. Nothing.
Finally, you decide to do a “warm drop-in” at say 10:30 AM—the sweet spot between the breakfast rush and the lunch crowd. But as you walk in, the air isn’t filled with the smell of roasting beans. It’s filled with panic.
The Situation
The POS system is completely frozen. The Wi-Fi is acting up, the credit card terminal is throwing a “Communication Error,” and there’s a line of ten caffeinated, impatient office workers waiting to pay. The owner, Sarah, is behind the counter frantically handwriting tickets and telling people “Cash only” while her soul visibly leaves her body.
This is the door-opener of a lifetime. But how do you walk through it?
Option A: The “Tech Hero”
You put your sales hat off and pull out your IT hat. You walk up to the counter and say, “Sarah, I’m [Name] from [Company]. I see your terminal is down. Don’t worry about a pitch right now—move over and let me see if I can reboot your gateway or check your IP settings.” * The Goal: Build massive, immediate “debt of gratitude” by fixing a competitor’s mess for free.
- The Risk: You spend 45 minutes fixing a system you don’t even sell, and she’s too busy to talk to you afterward anyway, but you build massive trust…
Option B: The “Fast-Track Closer”
You realize her current provider has officially failed her. You wait for a 5-second gap in the line, lean in, and say: “Sarah, if they’re letting you down today, they’ll do it again. I can have a reliable, brand-new terminal in your hands by tomorrow morning so this never happens again. I just need you to fill out this quick online app on my tablet right now, and I’ll handle the rest.”
- The Goal: Strike while the iron is hot. You’re offering a permanent solution to her temporary nightmare.
- The Risk: Asking for an application (and sensitive info like a SSN or Bank ID) while she’s mid-crisis might feel tone-deaf or pushy.
Option C: The “Strategic Retreat”
You see the chaos and realize she’s in no state to make a decision. You go to the bakery next door, buy a box of croissants, walk back in, and hand them to her. You say, “Looks like a rough morning. Enjoy these with the staff when the dust settles. I’ll stop by tomorrow when you aren’t fighting fires.”
- The Goal: Play the long game. You show empathy and high emotional intelligence.
- The Risk: A competitor walks in ten minutes later with “Option B” and steals the account.
All of us in sales know that timing is everything. Are you the Technical Savior, the Fast Closer, or the Class Act?
Let me know in the comments below.
Happy Selling,
David
Payment Lynx Daily 