Author: David Matney

Congratulations, We’ve made it to Friday. Now, it’s time to finish strong and set the stage for next week’s success. Start by reviewing your week’s performance. What went well?

What could be improved?

Analyze your sales data, identify trends, and celebrate your achievements. Take time to reflect on your successes and learn from your challenges. Close the loop on any outstanding leads or proposals. Follow up with potential clients, address any concerns, and tie up loose ends.

Next, plan for next week. Set clear goals, prioritize your tasks, and create a schedule that maximizes your productivity. Identify your top priorities and focus on the activities that will generate the most significant results. Prepare your presentation, practice your pitches and ensure your CRM is organized. Take a moment to disconnect from work and recharge your batteries. Spend quality time with loved ones, pursue your hobbies, and relax. You’ll return on Monday with renewed energy and focus.

Oh yeah, We need a Top 10 list don’t we? Here you go.

The Top 10 Sales Tips from this Weeks Post.

10.Plan Your Peak Performance (Monday): Start each week with clear goals, a detailed plan, and a positive mindset.

9. Strategic Listening is Key (Tuesday): Prioritize understanding client needs through active listening and open-ended questions.

8. Needs-Based Solutions (Tuesday): Tailor your proposals to directly address the specific pain points and goals of each client.

7. Celebrate Small Victories (Wednesday): Acknowledge and build on every win to maintain mid-week momentum.

6. Refine Your Strategy (Wednesday): Regularly assess your progress and adjust your approach for optimal results.

5. Proactive Networking (Thursday): Build genuine relationships with industry influencers and peers.

4. Value-Added Interactions (Thursday): Offer help and expertise to your network without expecting immediate returns.

3. Finish Strong (Friday): Close out the week by tying up loose ends and following up on leads.

2. Plan for Future Success (Friday): Set clear goals and priorities for the upcoming week to ensure a strong start.

And the # 1 Sales Tips from this Weeks Post is …

1. Disciplined Time Management (Monday-Friday): Protect your time, stay focused on priorities, and avoid distractions throughout the entire week.

Remember, a strong Friday sets the stage for a powerful week ahead. Celebrate your victories, learn from your experiences, and plan for future success. You’ve got this!

Have a great weekend,

David

Thursday is all about connections, Your network is your net worth. Proactive networking isn’t just about collecting business cards; it’s about building genuine relationships that add value and create opportunities. Start by identifying key influencers in your industry. Attend industry events, join online forums, and engage in meaningful conversations. Share your expertise, offer helpful advice, and connect people who can benefit from each other.

Don’t limit your networking to potential clients. Connect with other top-performing salespeople, industry experts, and thought leaders. Learn from their experiences, share best practices, and collaborate on projects. Build a strong support system that will lift you up and propel you forward. Remember, networking is a two-way street. Offer value to your network without expecting anything in return. Be a resource, a connector, and a problem-solver.

Use social media platforms like LinkedIn to build your professional brand. Share valuable content, engage in industry discussions, and connect with potential clients. Participate in relevant groups and forums. This will establish you as a thought leader and attract new opportunities. Remember, your network is your lifeline. Nurture your relationships, stay connected, and watch your business grow.

To close out the week tomorrow we will look at Finishing Strong and Planning for Peak Performance.

Happy Selling,

David

Hump day heroes, you’ve conquered the first half of the week! Now, it’s time to reignite your passion and sustain your momentum. Wednesday is often the point where fatigue sets in, but for top performers, it’s an opportunity to push harder. Start by celebrating your victories, no matter how small.

Did you secure a new appointment?

Did you receive positive feedback from a client?

Did you overcome a challenging objection?

Acknowledge and celebrate these wins. They fuel your motivation and reinforce your belief in your abilities.

Next, take a moment to assess your progress. What’s working? What’s not?

Are you meeting your daily targets?

Are you effectively managing your time?

Identify areas for improvement and make necessary adjustments. Don’t be afraid to experiment with new strategies or techniques. This is how you evolve and grow. Refuel your energy by taking short breaks throughout the day. Step away from your car, stretch, or take a quick walk. A clear mind is a productive mind.

Connect with your peers. Share your successes and challenges. Learn from each other’s experiences. A supportive network can provide invaluable insights and encouragement. Stay positive and focused. Remind yourself of your goals and the reasons why you’re pursuing them. Your passion and determination will carry you through the rest of the week. Remember, consistency is key. Keep pushing forward, keep learning, and keep growing.

Thursday we will look at Building Your Network, Building Your Empire!

Happy Selling,

David

Happy Tuesday! Today, we’re tuning into the symphony of strategic listening. Closing deals isn’t about bombarding clients with features and benefits. It’s about understanding their unique needs and crafting solutions that resonate. To do this, you must become a master listener. Forget the rehearsed pitch; engage in genuine conversations. Ask open-ended questions that encourage clients to share their challenges, aspirations, and concerns.

When a client speaks, listen actively. Don’t just wait for your turn to talk. Nod, make eye contact, and paraphrase their statements to show you’re fully engaged. Dig deeper with follow-up questions. “Tell me more about that,” or “What are your biggest frustrations with your current system?” These questions reveal valuable insights that will help you tailor your solutions. Remember, clients don’t care about your products; they care about how your products can solve their problems.

Take notes during your conversations. Capture key phrases, pain points, and desired outcomes. This information will be invaluable when you craft your proposals. Show your clients that you’ve truly listened by addressing their specific needs. Highlight how your solutions will streamline their operations, reduce costs, and drive growth. Become a trusted advisor, not just a salesperson. Build rapport and establish credibility. When clients feel understood, they’re more likely to trust your recommendations and close the deal. Today, let your ears lead the way, and watch your sales soar.

Tomorrow we will tackle hump day – Wednesday Wins: Reigniting Your Passion for Peak Performance!

Happy Selling,

David

Rise and shine sales pro’s! Monday isn’t just the start of another week; it’s the blank canvas upon which you’ll paint your success story. Forget the mundane; embrace the monumental. Today, we’re building the blueprint for a week of unparalleled achievement. The first step? Clarity. You need to know exactly where you’re headed. What are your weekly revenue targets? How many new accounts do you aim to close? Break down these overarching goals into daily, actionable tasks. This isn’t about wishful thinking; it’s about strategic planning.

Start by reviewing your pipeline. Which leads are hot? Who needs a follow-up call? Which merchants are ripe for an upgrade? Organize your CRM with precision, ensuring every contact is categorized and prioritized. Next, visualize your success. Picture yourself closing deals, overcoming objections, and building strong client relationships. Feel the surge of confidence that comes with each victory. This isn’t just a mental exercise; it’s a powerful tool to program your mind for success.

Remember, discipline is your greatest ally. Block out specific times for prospecting, calls, and client meetings. Protect these slots fiercely. Avoid distractions like unnecessary emails or social media. Stay laser-focused on your objectives. Finally, infuse your day with positivity. Start with an inspiring quote, listen to a motivational podcast, or read a chapter from a personal development book. Your mindset determines your altitude. Let Monday be the launchpad for a week of extraordinary achievements.

Tomorrow will will look at Tuesday Triumph: Orchestrating Success Through Client Connection!

Happy Selling,

David

When we get a chance to meet with a business owner it’s tempting to jump straight into pitching our latest, greatest solution. But the truly successful sales professionals know that the secret to closing more deals and building lasting relationships lies elsewhere: in the art of the needs assessment.

It’s not just about what the merchant tells you they need, but about uncovering the underlying pain points they might not even recognize. By becoming a trusted advisor who identifies hidden inefficiencies and missed opportunities, you transform from a vendor to an indispensable partner.

From the Home Office in Two Egg, Florida, Here’s this Friday’s

Top 10 tips to Uncovering Merchant Pain Points They Didn’t Know They Had

10. The “Day in the Life” Drill-Down: Walking in Their Shoes

Don’t just ask about their payment processor; ask about their day. “Walk me through a typical morning,” or “What’s the biggest headache you face before noon?” By understanding their daily operational flow – from opening the doors to closing out sales – you’ll pinpoint where friction, delays, or manual workarounds are costing them time and money.

9. Decode the Data: What Their Current Statements Really Say

Most merchants glance at their processing statements and focus on the bottom line. You, however, need to be a detective. Look for:

• Hidden fees: Are there excessive batch fees, PCI non-compliance fees, or unexpected annual charges?
• Inconsistent rates: Are they paying different rates for different card types or transaction methods?
• Transaction volume vs. cost: Does their current structure make sense for their volume and average ticket size?
• Settlement times: Are funds hitting their account slowly?

These quantitative insights often highlight “silent” pain points.

8. The “Wish List” Probe: If They Had a Magic Wand…

After exploring their current state, gently pivot to their aspirations. “If you could change one thing about how you handle payments or run your business, what would it be?” Or, “What’s holding you back from achieving [specific business goal, e.g., faster checkout, better online sales]?” This opens the door to solutions they might not have considered were possible.

7. Competitor Intel: How Are They Measuring Up?

“How do your payment processes compare to [a well-known competitor in their industry]?” or “What do you admire about how [another business] handles their transactions?” This can reveal insecurities or aspirations related to customer experience, speed, or efficiency that their current system isn’t addressing.

6. The “Customer Journey” Mapping: From Browse to Buy

Think like their customer. “Describe a typical customer’s experience from the moment they decide to buy until the transaction is complete, both in-store and online.” Look for friction points: long lines, complicated online checkouts, limited payment options, or clunky return processes. These directly impact their revenue and customer satisfaction.

5. Security Scrutiny: Unpacking Their PCI/Fraud Fears

Many merchants view PCI compliance as a necessary evil. Dig deeper: “What concerns do you have about data breaches or fraud?” “How confident are you in your current system’s ability to protect cardholder data?” Their answers will reveal their level of risk awareness (or lack thereof) and potential vulnerabilities.

4. Future-Proofing Focus: What’s Next for Their Business?

“Where do you see your business in 3-5 years? Are you planning to expand, open new locations, launch e-commerce, or offer new services?” Their long-term vision directly impacts their payment needs. Their current system might be a bottleneck for future growth.

3. The “Time Sink” Audit: Where Do They Lose Precious Hours?

Time is money for small businesses. Ask: “What administrative tasks related to payments consume the most of your or your team’s time?” This could be manual reconciliation, endless customer service calls about billing issues, or complicated refund processes. Highlight how your solution can free up those valuable hours.

2. Unmasking “Good Enough”: Challenging the Status Quo

Often, merchants stick with what’s “good enough” rather than seeking what’s optimal. Challenge this gently: “What do you like least about your current provider?” or “If you were to change one thing about your current setup, what would it be, even if you don’t think it’s possible?” These questions push them beyond complacency and reveal latent dissatisfaction.

And the #1 Top 10 tips to Uncovering Merchant Pain Points They Didn’t Know They Had is …

1. Active Listening & Strategic Silence: Let Them Lead the Way

This is the golden rule. Ask your questions, then listen. Don’t interrupt, don’t jump to conclusions, and don’t immediately offer a solution. Allow for silence. Often, in that space, merchants will volunteer the most insightful pain points, frustrations, and desires. Your role isn’t just to ask, but to absorb and understand the true depth of their challenges.

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By embracing these needs assessment techniques, you’ll shift from being a salesperson to a strategic partner. You won’t just be selling merchant services; you’ll be selling solutions to problems they didn’t even realize they had, building trust, and ultimately, closing more profitable deals.

Have a great weekend,

David

Can you believe it? August is here! This year is flying by, and for us in merchant services, that means the holiday season is rapidly approaching. It’s not too early to start planning – in fact, it’s crucial. Let’s make sure we’re set up for a record-breaking holiday season.

Your August Action Plan:

1. CRM Review: Your Holiday Headquarters: Now is the time to dive into your CRM.
   • Clean and Organize: Is your data up-to-date? Are your contacts properly segmented? A clean CRM is essential for efficient prospecting and follow-up.
   • Identify Holiday Prospects: Who needs your services before the holiday rush hits? Think retailers, restaurants, and any business anticipating a surge in transactions. Tag these prospects in your CRM for focused outreach.
   • Automate Follow-Up: Set up reminders and automated email sequences to keep your leads engaged. Don’t let any opportunities slip through the cracks.
2. Prospecting Power:
   • Think Seasonal: What businesses will be particularly busy during the holidays? Consider pop-up shops, holiday markets, and businesses offering seasonal products or services.
   • Leverage Your Network: Reach out to existing clients for referrals. Happy customers are your best advocates.
   • Craft a Sense of Urgency: Emphasize the importance of getting their payment processing in order now to avoid headaches during their busiest time.
3. Follow-Up is Key: Consistent follow-up is the difference between a closed deal and a lost opportunity.
   • Personalize Your Approach: Reference previous conversations and tailor your message to their specific needs.
   • Offer Solutions, Not Just Services: Focus on how you can help them increase sales, streamline operations, and improve their customer experience.
   • Be Persistent, Not Pushy: Follow-up regularly, but respect their time and avoid being overly aggressive.
4. Goal Setting: Chart Your Course for August:
   • What are your revenue targets for August? Be specific and measurable.
   • How many new clients do you want to acquire?
   • How many calls/emails will you make each day/week?
   • What specific actions will you take to achieve your goals?
     • Example: “I will dedicate the first hour of each day to prospecting.”

Accountability and Support

It’s easy to let goals slide, but accountability makes a huge difference. If you’d like someone to help you stay on track this month, let me know. I’d be happy to help!

Let’s make August a month of focused action and strategic planning, setting the stage for a successful and profitable holiday season. What are your biggest goals for August? Share them in the comments below!

Happy Selling,

David

Just the other day, I was catching up with an old client of mine, and as it often happens, our conversation drifted off topic to the cartoons we grew up with. We reminisced about Saturday mornings, bowls of cereal, and the endless antics of characters like Bugs & Daffy, Tom & Jerry and Wile E. Coyote and the Road Runner. Suddenly, it hit us: buried within those hilarious chases and elaborate failures were some surprisingly insightful lessons about, of all things, selling.

As a sales professional, we’re no stranger to the chase. We are constantly pursuing new leads, trying to outmaneuver competitors, and sometimes, it feels a lot like Wile E. Coyote’s endless pursuit of the Road Runner.

While Wile E. rarely, if ever catches his speedy prey, his persistent (if misguided) efforts offer some surprisingly valuable, and often humorous, lessons for anyone in sales.

Let’s rev up our engines and take a look at four key takeaways from this classic cartoon duo:

1. The ACME Trap: Don’t Overcomplicate Your Solutions

Wile E. Coyote’s biggest downfall? His unwavering faith in ACME products. From rocket-powered roller skates to giant magnets, his elaborate contraptions always backfired spectacularly. He spent more time building Rube Goldberg-esque traps than understanding the simple, effective ways to catch a bird.

Sales Lesson for Merchant Services: Are you overcomplicating your pitch? Do you lead with a dizzying array of features and obscure pricing structures when a merchant just needs a reliable, cost-effective way to process payments? Sometimes, the simplest solution is the best. Focus on the core value you provide –  building value, simplifying their operations, or improving their customer experience – rather than burying them in technical jargon or unnecessary add-ons. Don’t let your “ACME solutions” become a trap for your prospects.

2. Gravity Always Wins: Understand the Fundamentals

No matter how high Wile E. launched himself, or how far he ran off a cliff, gravity always, always won. He consistently ignored fundamental laws of physics in his pursuit.

Sales Lesson for Merchant Services: In merchant services, the “laws of gravity” are the fundamentals of business: cash flow, customer satisfaction, and operational efficiency. Are you truly understanding your merchant’s core business needs and challenges? Or are you just trying to quickly close them with the latest shiny terminal without understanding how it fits into their existing operations? Ignoring these fundamentals will lead to your own metaphorical plummet. Take the time to listen, learn, and then tailor your solution to their specific business gravity.

3. The Tunnel Trick: Be Prepared for the Unexpected (and Adapt!)

How many times did Wile E. paint a fake tunnel on a rock, only for the Road Runner to zoom right through it, leaving Wile E. to smash into the solid wall? It’s a classic gag that highlights the Road Runner’s unpredictable nature and Wile E.’s inability to adapt.

Sales Lesson for Merchant Services: The merchant services landscape is constantly changing. New technologies emerge, clients pivot, and competitors innovate. Are you like Wile E., consistently running into the same “rock wall” because you’re stuck in an old way of thinking or selling? Or are you agile enough to adapt to new market conditions, new merchant needs, and unexpected objections? Be prepared for the “tunnel trick” – that unexpected question or challenge – and be ready to pivot your approach rather than crashing head-on.

4. The “Beep, Beep!”: The Power of Speed and Simplicity

The Road Runner’s success isn’t just about speed, it’s about its simplicity. It runs fast, says “Beep, Beep!”, and avoids every trap with seemingly effortless ease. There’s no overthinking, no elaborate plans, just pure, unadulterated efficiency.

Sales Lesson for Merchant Services: In today’s fast-paced business world, merchants value speed and simplicity. How quickly can you respond to inquiries? How easy is your onboarding process? Is your proposal clear and concise? While Wile E. was busy drawing up blueprints, the Road Runner was already miles ahead. Embrace efficiency in your sales process. Make it easy for merchants to understand your offer, get answers to their questions, and ultimately, say “YES” to YOU.

So, the next time you’re feeling the grind of the sales chase, take a moment to reflect on Wile E. Coyote and the Road Runner. While Wile E. may never catch his meal, his misadventures offer a hilarious, yet insightful, guide to what not to do in merchant services sales. Now go forth, and may your sales efforts be more “Beep, Beep!” and less “Splat!”

P.S. By the way, did you know that in reality, coyotes are actually much faster than roadrunners? Coyotes can hit speeds of 40 mph, while roadrunners top out around 26 mph. And real roadrunners? They’re relatively small, weighing only about 1 pound , smaller than a chicken and measuring about 24 inches from tail to beak, nothing at all like the ostrich-sized bird from the cartoons. Our childhoods were a lie… but the sales lessons still stand!

Happy Selling,

David

A few weekends back, my amazing bride and I got a spontaneous itch for a quick getaway. The plan? A breezy trip down to the Mississippi Gulf Coast. Our mission: check out the shiny new Buc-ees (because, priorities!) and soak up some of that coastal charm. What could go wrong with a simple overnight trip, right?

Oh, sweet summer child, if only we knew.

Our first hint of trouble came as we cruised south. The lanes started to thicken, then tighten, then become a solid, shimmering river of custom cars, gleaming chrome, squatted trucks and bass so deep it vibrated our fillings. We had, unwittingly, driven directly into the heart of Scrapin’ the Coast. For those unfamiliar, imagine what seemed to be thousands upon thousands of highly modified, often lowered, and meticulously detailed vehicles converging on Biloxi for one of the biggest car shows in the Southeast. It was spectacular, bewildering, and utterly traffic-jam inducing. For several hours, we were an unintentional part of the Scrapin’ the Coast parade, with no escape route for miles.

By the time we finally disentangled ourselves from the traffic of the coast, the second shoe dropped. We pulled up hotel after hotel, only to be met with the same apologetic smiles: “Sorry, 100% booked.” It wasn’t just Scrapin’ the Coast; apparently, a massive kids’ baseball tournament had swallowed up the remaining rooms. Every single hotel. Booked. Solid.

After a delightful (and much-needed) dinner to soothe our travel-weary souls, the hunt for a room began in earnest. An hour north of the Coast, we finally found a room. It wasn’t ideal, but after hours in traffic and the realization that our spontaneous “quick trip” had turned into an unplanned odyssey, it felt like a five-star resort.

The next morning, armed with a fresh perspective, a free breakfast and a newfound appreciation for advanced planning, we ventured back to the Coast. We finally got to see the legendary Buc-ees (it was glorious, by the way), enjoyed a little beach time, and savored the Gulf breeze.

And Then, The $20 Watermelon Ransom

As we headed home, we spotted it: a small trailer on the side of the road, absolutely loaded with sun-ripe Smith county watermelons. My bride’s eyes lit up. Of course, we had to get one. I hopped out and walked over to what seemed like a kind lady and her husband. “How much for a melon?” I inquired.

“Twenty-five dollars,” she replied, “but since it’s late, I’ll do twenty.”

Me, being completely ready to just get back on the road and finally be home, paid the ransom for the watermelon and quickly loaded it into the backseat. Once I was back in the driver’s seat, my wife asked what I paid. My clueless “$20.00” was apparently not the correct price I should have paid. Let’s just say I was in a bit of “trouble” for the next 50-80 miles back home. That watermelon tasted like victory, and a touch of regret.

The moral of our story? Even for a “quick trip,” a little planning goes a long way. Seriously, check for major events! A few minutes of research could have saved us hours of traffic, a frantic hotel hunt, and a domestic dispute over fruit prices.

A Tip for Sales Professionals:

Our chaotic “Scrapin’ the Coast” adventure offers a valuable lesson for those in merchant services sales, especially when targeting small businesses:

Don’t Assume They’re Prepared for Their “Scrapin’ the Coast” Moment.

Just like we stumbled into a massive event unprepared, many small businesses are caught off guard by sudden spikes in demand, unexpected events, or even just the everyday rush of a busy weekend. This can lead to:

• Lost Sales: If their payment processing system is slow, unreliable, or can’t handle the volume, customers will abandon purchases.
• Customer Frustration: Long lines due to slow terminals, technical glitches, or limited payment options create a negative experience.
• Operational Headaches: Staff spending more time troubleshooting payment issues than serving customers.

Your Actionable Tip:

When you’re pitching to a small business, go beyond just talking about rates. Ask them:

• “What’s your busiest day or week of the year?”
• “Do you ever experience unexpected rushes or events that dramatically increase your customer traffic?”
• “How confident are you that your current payment system can handle a sudden surge in transactions without slowing down or crashing?”
• “Do you have a backup plan if your internet goes out or your main terminal fails during a peak period?”

By understanding their potential “Scrapin’ the Coast” scenarios, you can highlight how your solutions (faster terminals, wireless options, robust online payment gateways, reliable customer support, backup systems like mobile readers) provide resilience and peace of mind. You’re not just selling a service; you’re selling the ability for them to thrive, even when the unexpected happens. Help them avoid their own “no hotel rooms and stuck in traffic” moment, and you’ll build a much stronger, more valuable relationship.

Happy Selling,

David

Forget the comfort zone – that’s not where success takes root. The journey to achievement? It’s paved with you becoming more. No matter how far you’ve climbed, the view from the top just reveals new peaks to conquer.

Think of personal growth not as a destination on a map, but as the exciting, ever-unfolding road itself! Set those goals ablaze with passion, then map out your winning strategy. That first step of crystal-clear intention? Linger there as long as you need – it’s the bedrock of everything.

Now, it’s time to step boldly outside that cozy bubble. Visualize each action, each stride towards your vision.

Your mindset? That’s your superpower! Banish those negative whispers. Cultivate a vibrant, positive inner dialogue that propels you forward. Be the vigilant guardian of your thoughts.

Find your center. Meditate. Stay laser-focused, no matter the bumps in the road. Understand that stumbles are just part of the dance. Resilience isn’t about avoiding falls; it’s about the unwavering spirit to rise again, stronger and wiser. The path to success? It’s often delightfully (and sometimes frustratingly!) uneven. Learn from every misstep and keep climbing.

Your only true competition? That amazing individual you see in the mirror. Don’t get tangled in the draining game of comparing yourself to others. Channel that energy into your own race, your own unique goals.

Persistence? That’s the engine of personal growth. Don’t let laziness or setbacks derail you. Consistent, steady movement towards your aspirations is key. Nail those daily goals, and watch that determined attitude become woven into the very fabric of who you are. Embrace your authentic self, and then strive to be the most magnificent version of you!

Celebrate those small victories! Treat yourself – it’s fuel for the journey ahead. Acknowledging your progress keeps that fire of motivation burning bright.

And as you evolve, intentionally surround yourself with those who lift you higher. Seeking guidance isn’t a sign of weakness; it’s a smart strategy! Find those who’ve reached the altitudes you aspire to and learn from their experience.

The truly happy? They’re the ones committed to continuous growth. So, make that powerful decision today: keep growing, keep improving, and savor every step of your success journey!

Go make it happen!

Happy Selling,

David