When we walk into a local business or dial a prospective merchant, we’re already fighting an uphill battle.
In the merchant services industry, business owners are used to being bombarded with promises. They’ve heard it all: “We’ll cut your rates by 50%!”, “Zero hidden fees!”, or “Free terminal included!” Too often, those promises turn into complex contracts, surprise rate hikes, and customer service lines that loop indefinitely.
Continue reading “Your Character is Your Ultimate Closing Tool”Ah, summer. The sun is blazing, the beaches are calling, and small business owners are finally catching their breath. For most sales professionals, summer is notoriously dubbed the “seasonal slump.” But if you’re in merchant services? It’s prime time to mix high-octane grind with high-value relaxation.
Whether you’re out on the pavement signing up seasonal boardwalk shops or closing deals from a poolside lounge chair, here is this Friday’s Top 10 list of how merchant services sales rockstars enjoy the summer.
From the Home Office in Ocean City, New Jersey
Continue reading “Friday’s Top 10 Ways Merchant Services Sales Pros Crush the Summer”We touched on this a little in yesterday’s WWYD Wednesday’s post ” The Dual Price Backlash“. If we are being completely honest with each other. Cash Discounting—or its more sophisticated, legally compliant name, Dual Pricing—is the greatest thing to ever happen to our residuals since leasing was a thing.
Walking into a business, looking a stressed-out owner in the eye, and telling them you can wipe out their $2,500 monthly processing bill is the ultimate sales high. It’s a slam-dunk pitch. The math makes sense, the margins are beautiful, and the commission checks are fat.
But behind every massive Dual Pricing win is a dark, anxious secret we only talk about when we get together at shows after a few drinks.
Continue reading “Confessions Of A Sales Pro – The Love & Hate of Selling Dual Pricing”It’s Wednesday, and today we’re diving into a scenario born straight out of the modern “Zero-Fee” processing boom. Dual pricing and cash discounting are amazing tools to eliminate a merchant’s processing bill until the merchant’s customers start fighting back.
What do you do when your star program backfires?
Continue reading “WWYD – The Dual Price Backlash”I was doing my usual late-night Facebook scroll over the weekend and I came across this quote in my feed, just floating against a dark green background with little stars. It immediately made me pause and think about our industry.
“Consistency is more important than Perfection.”
Continue reading “Consistency is Your Secret Weapon in Selling Payments”Look, I get it. The fireworks were incredible, the burgers were perfect, and that sun-drenched long weekend was exactly what the doctor ordered. Right now, as you stare at your alarm clock on this Monday morning, the temptation to turn that 3-day weekend into a 4-day weekend is hitting hard.
You might be thinking, “It’s just one more day. No one is buying merchant services on the Monday after a holiday anyway, right?”
Continue reading “The Monday after the 4th”If you’ve read my July 4th posts in years past, you know my usual routine. I’m usually the guy complaining about how July is the slowest month of the year for merchant services. I’m usually grumbling about how a three-day holiday completely disrupts our sales momentum right when we need to be closing deals.
But today is different. Today, I just feel proud.
Tomorrow, we celebrate exactly 250 years of being the United States of America. Given the amount of division we see in this country every day, it feels incredibly special that we can still all come together, pause the noise, and celebrate our country.
Continue reading “Friday’s Top 10 Odd Facts as America Turns 250”
