Have you ever had one of those nights where the clock hits 2 AM, and you’re just flipping channels, not really looking for anything? That was me this past weekend. And wouldn’t you know it, the 2005 classic Hitch (with Will Smith) popped up.
I’m a sucker for that movie. It’s fuuny, it’s got great lines, and yes, it’s full of “rules” that seem perfect for our line of work. As I was watching and taking a few mental notes about determination—because, let’s be honest, in merchant services sales, determination is our oxygen—I got a massive sense of déjà vu. I knew I had written about this before.
I dug back into the archives, and sure enough, here is that original post from way back in 2017.
But you know what? That was 2017. The merchant landscape has changed exponentially since I first wrote those notes. Back then, we were mostly arguing over whether Cash Discount was actually going to make it or not, and obsessing over what was and was not compliant. Well, looking at some of the surcharging “solutions” out there today… some things have stayed the same, LOL!
Back then, we were just trying to get people off those archaic dial-up terminals. Today, the stakes are higher. We’re selling integrated POS systems, contactless tech, embedded financing, and complex software stacks. The game has changed, which means our definition of determination needs an upgrade too.
1. Re-defining ‘Determination’ (According to the Expert)
There’s a powerful scene where Hitch defines determination for Sara Melas (Eva Mendes). His definition is precisely what we need when the 15th merchant of the day tells us, “I’m happy with my current processor,” or “I already have a contract.”
Hitch defines it as: “Continuing a course of action without regard to discouragement, opposition, or previous failure.”
Read that again. Without regard. In our industry, the “discouragement” is constant rejection. The “opposition” is ferocious competition. And the “previous failure” is that deal that was perfect until the merchant’s cousin decided to open a competing business.
The 2026 Upgrade: In 2017, determination was just “keeping at it.” Today, determination is strategic. It’s about continuing the course of action (your outreach strategy) but being flexible on the tactics. You don’t ignore the rejection; you use it to refine your pitch. If a prospect rejects you because of pricing, determination isn’t lowering your price (that’s weak). Determination is demonstrating how your solution provides 5x the value, regardless of the rate.
2. We Don’t Sell or offer free Terminals; We Find the Right Broom
This leads to the Hitch principle that is my absolute favorite, and it’s the most relevant to our complex sales process:
“Basic principles: No matter what, no matter when, no matter who, any man has a chance to sweep any woman off her feet. He just needs the right broom.”
The “man” is you, the sales rep. The “woman” is the merchant, or vice versa depending on who is reading this post. The “chance to sweep them off their feet” is the moment you secure their signature. But the key is the “right broom.”
In 2017, the “broom” might have been a cheaper flat rate. In 2026, the broom is the technology. We aren’t selling credit card processing anymore. We are selling business efficiency. Our “broom” is the integrated inventory management system or the specific vertical software that fits their business so perfectly they have to say YES.
3. The End Goal: The Moments That Take Their Breath Away
Hitch also gives us his signature line: “Life is not the amount of breaths you take, it’s the moments that take your breath away.”
In sales, the “amount of breaths” is the sheer volume: the cold calls and the demos. These are inputs. The “moments that take your breath away” are the impact moments.
The real impactful moment is when a restaurant owner tells you that the new POS system you installed saved them 15 hours of work a week, allowing them to finally go to their kid’s baseball game. If your determination is only focused on hitting your quota (“the breaths”), you will burn out. True determination is fueled by creating those impact moments.
What “brooms” are you finding work best in the modern merchant landscape? Are you focusing on standard processing or niche vertical software? Drop your thoughts in the comments!
Happy Selling,
David
