Good morning sales pros! Grab you a cup of coffee and let’s recap this last weeks post. We kicked off Monday mentally resetting our brains with the Miles Mindset just to erase last week’s rejections. Tuesday, we got hit with a reality check about confusing aimless driving with actual achievement. Wednesday, our “good buddy” at the local hardware store took four hours of our free statement analysis just to let his old processor match the rates for a round of cheap drinks. And by Thursday afternoon? We were sweating through our shirts, perched on a plastic milk crate next to a tub of thawing chicken, praying for tech support to answer and solve this problem before the chef loses his mind.
From the Home Office in Toad Suck, Arkansas. here are the
Friday’s Top 10 Field Realities, Greasy Kitchens & The Miles
10. The Thursday Amnesia Test: Yesterday’s rejections belong in yesterday’s trash. If you carry a slammed door from Thursday into a Friday morning call, the merchant smells the hesitation instantly.
9. The $15 Productivity Trap: Spending two hours tweaking a proposal to save a local diner fifteen bucks a month feels like working, but it’s just busywork hiding from real prospecting.
8. The “Free Drinks” Residual Plan: Spending four hours of unpaid statement analysis dissecting 12 months of processing statements for a buddy gets you $0 in residuals and one lukewarm drink at the bar but it’s all part of it, right?
7. The Milk Crate Executive Suite: Real portfolio defense doesn’t happen in a office; it happens perched on an overturned plastic crate behind a greasy fry line at 5:15 PM on a Friday.
6. The Match Rate Delusion: When a merchant’s current processor matches your rates after stealing $10,000 a year from them, they aren’t saving money they’re just rewarding the guy who got caught red handed taking your money.
5. The Emergency Tech Support Duty: When the main kitchen terminal freezes minutes before the dinner rush, you aren’t a high level payment consultant you’re a human shield on hold with ISO support on call… Maybe.
4. The Compass Less Commute: Driving aimlessly around a strip mall stopping at every random “Open” sign isn’t a sales strategy; it’s just burning gas and confusing activity with achievement.
3. The 90 Day Calendar Reminder: When a prospect uses your hard work to get rate matched by their old processor, don’t get mad. Set a reminder for 90 days out, those fees always creep back up. (can you tell this post felt to real?)
2. The “Miles Mindset”: The hardest part of merchant services isn’t reading statements or prospecting; it’s waking up every morning making every day a fresh start.
And the #1 Top 10 Field Reality of the week is…
1. The Undefeatable Rate Armor: A competitor can offer all the free terminals they want, but a merchant won’t leave you for a fraction of a penny when they remember who squeezed past three line cooks to save their dinner rush.
Have a solid weekend, recharge the battery, and get ready to hit the pavement on Monday.
David
