It’s Friday, and for those of us in the trenches of merchant services, that means two things: wrapping up those last-minute installs and leveling up for next week.
In this industry, “product knowledge” isn’t just about knowing what a Dejavoo P1 or a valor terminal can do—it’s about knowing how to sell the invisible. We are selling trust, savings, and stability. To do that better than the guy from the big bank down the street, you need a different kind of toolkit.
Today, we’re counting down the top 10 books and audiobooks that will transform your sales approach. We also have a heavy hitter, Jeb Blount, making several appearances on today’s list—because honestly, he really gets the specific “grind” of what we do in the payments space.
Here are the This Friday’s Top 10 books (and audiobooks for those long drives between appointments) that every merchant services professional should have in their library.
From the Home Office in Literary, Mississippi Here are
The Top 10 Books / Audiobooks for Salespeople
10. The Ultimate Sales Machine By Chet Holmes
This book is about “pigheaded discipline.” In our industry, it’s easy to get distracted by shiny new lead sources. Holmes teaches you how to focus on your “Dream 100” clients—those big-box retailers or high-volume restaurants—and systematically win them over through sheer persistence.
9. New Sales. Simplified. By Mike Weinberg
Most salespeople sound exactly the same: “I can save you money.” Weinberg helps you stop being a “commodity” seller. He teaches you how to craft a “Sales Power Story” that focuses on the merchant’s problems (like bad support or outdated tech) rather than just the effective rate.
8. The Anatomy of the Swipe By Ahmed Siddiqui
If you want to talk to CFOs and enterprise-level merchants, you need to understand the plumbing. This book explains the technical flow of a transaction. When you can explain Interchange-plus pricing like a pro, you build instant authority.
7. Never Split the Difference By Chris Voss
Negotiating with a frustrated business owner requires “tactical empathy.” Voss, a former FBI negotiator, gives you the tools to handle the high-tension moments when a merchant is angry about a chargeback or a locked contract, turning a “no” into a partnership.
6. People Buy You By Jeb Blount
Jeb’s first stop on the countdown and this is one of the first lessons I learned in sales, people buy from people. In a industry where every ISO offers the same hardware, YOU are the product. Jeb breaks down why rapport and trust are the only things that prevent a merchant from jumping ship for a slightly lower rate next month.
5. Influence: The Psychology of Persuasion By Robert Cialdini
This is the science of why people say “Yes.” Using “Social Proof”—showing a merchant that the three other business owners on their block already trust you—is the fastest way to close a deal in the field.
4. Sales EQ By Jeb Blount
Jeb’s second stop on the lost and a book I’m listening to now. Merchant services is an emotional sale. Business owners are protective of their money. Jeb teaches you how to control your own disruptive emotions and read the “hidden” signals a merchant is giving you during a pitch.
3. Objections By Jeb Blount
Jeb’s 3rd appearance and he covers many of the objections we face daily. The “I’m happy with who I have” is the standard greeting in this industry. Jeb provides a tactical framework for getting past the “reflexive brush-off” and staying in the game long enough to actually see their merchant statement.
2. Fanatical Prospecting By Jeb Blount
This was the first book I read of his and have listened to it a couple times on Audible. The number one reason for failure in merchant services is an empty pipeline. Jeb’s “30-Day Rule” is a law of nature: the cold calling and door-knocking you do today will pay your bills 90 days from now.
And the #1 top book/audiobook for salespeople is…
1. How to Survive and Thrive in the Merchant Services Industry By Marc Beauchamp
If you are in this business, this is your OG Bible. Marc Beauchamp is the Original OG of training in this industry. While other books teach general sales, Marc teaches the “Heart of the Deal” in payments. I read this book later on in my sales career and still learned from it.
This book covers everything from the “Three Waves” of the industry to the technical breakdown of transaction flows and the mindset needed to survive the rejection of field sales. It’s the foundational blueprint for building a massive residual portfolio. If you haven’t read this, you’re leaving money on the table.
So, What’s your weekend listen? If you’re just starting out, grab Marc Beauchamp’s book first to get your bearings. If you’re a veteran looking to sharpen the axe, anything by Jeb Blount will get your head right for Monday morning.
Have a great weekend,
David
