Author: David Matney

When you’re out there selling merchant services, you’re bound to hear a few common concerns from potential clients. These usually boil down to worries about cost, complexity, and security.

From the Home Office In Fees Are Too High, Arizona,

let’s break down this Friday’s top 10 objections you’ll face and how to tackle them.

10. “Your fees are too high.”

• Why they say it: Business owners are always keeping an eye on their bottom line. They’re likely comparing your fees to their current setup or what they think they should be paying.
• Your move: Don’t just talk about the cost – talk about the return on investment (ROI). Explain how surcharge or dual pricing options can offset fees, or highlight the bigger picture: increased sales, improved customer experience, enhanced security, and the time/money savings your service brings.

9. “I’m happy with my current provider.”

• Why they say it: Change is tough! If their current system works, even if it’s not perfect, they don’t see a compelling reason to switch.
• Your move: Focus on demonstrating superior value. What makes your service truly better? Highlight unique features, better terms, or specific pain points your service resolves that their current provider doesn’t.

8. “Your system is too complicated.”

• Why they say it: Fear of new tech is real. Business owners and their staff worry about a steep learning curve and the time it takes to get up to speed.
• Your move: Emphasize simplicity and support. Showcase how user-friendly your system is, and highlight the comprehensive training and ongoing support you and your company provide.

7. “Switching providers is a hassle.”

• Why they say it: They’re picturing disruption, downtime, and headaches. They just want their business to run smoothly.
• Your move: Reassure them with a promise of a streamlined transition. Explain your seamless switching process, including data migration and how you ensure minimal downtime.

6. “Security of customer data is a concern.”

• Why they say it: Data breaches are everywhere. They need to know their customers’ sensitive information is safe.
• Your move: Prioritize security assurance. Detail your compliance with industry standards like PCI DSS and the advanced security measures you use, such as encryption and tokenization.

5. “It’s too expensive for a small business like mine.”

• Why they say it: Small businesses often feel larger services are out of their league or budget.
• Your move: Offer affordable, flexible options. Show them scalable pricing plans that fit businesses of all sizes, proving that advanced services are accessible.

4. “What if there’s a problem with the system?”

• Why they say it: Reliability is crucial. They fear technical glitches that could halt operations and annoy customers.
• Your move: Build trust and reliability. Share testimonials, case studies, or data on your system’s uptime and the responsiveness of your customer support.

3. “I don’t want to be locked into a long-term contract.”

• Why they say it: They want flexibility and don’t want to be stuck if the service isn’t a good fit or their business needs change.
• Your move: Present flexible contract options. Highlight month-to-month agreements or trial periods to reduce their perceived risk.

2. “The setup process will disrupt my business.”

• Why they say it: The thought of installation and training during peak hours is a nightmare for most businesses.
• Your move: Guarantee minimal disruption. Explain how your setup process is designed to be quick and convenient, with options for off-peak installations and training.

And the #1 objection you’ll face and how to tackle them is …

1. “There are too many options; it’s overwhelming.”

• Why they say it: The sheer volume of hardware and software choices can paralyze decision-making. They don’t know what’s best for them.
• Your move: Offer a personalized consultation. Position yourself as a guide who can help them navigate the choices and pinpoint the perfect fit for their specific needs, rather than just another salesperson.

By truly understanding and effectively addressing these common objections, you’ll be much better equipped to position your merchant services as an invaluable asset to any prospect’s success.

What are your go-to tips for handling client objections? Let’s share some insights!

Have a great weekend,

David

Every salesperson knows the feeling: you’ve got a fantastic offer, you know you can help a business, and you’re ready to share it with the decision-maker. But standing between you and that crucial conversation is often the formidable gatekeeper.

These unsung heroes of the office are paid to filter calls and protect their boss’s time. So, how do you respectfully navigate this hurdle without resorting to trickery or becoming just another annoying salesperson? It’s about being prepared, professional, and providing value.

Here are three things you can say to significantly increase your chances of getting past the gatekeeper today.

1. Lead with a Specific Value Proposition (Not Just Your Name)

The gatekeeper doesn’t care who you are yet. They care about why you’re calling and what problem you might solve for their boss. Instead of starting with, “Hi, this is [Your Name] from [Your Company],” try leading with a benefit that hints at savings or efficiency.

What to Say: “Hi there, I’m calling for [Decision Maker’s Name]. We’ve recently helped other businesses in the area, like [Local Business Name, if applicable] or businesses in [Their Industry], reduce their processing fees by an average of 15-20%, and I believe we could do the same for them. What’s the best way to get a brief moment on their calendar to explore this?”

Why it Works: This immediately signals that your call isn’t a waste of time. You’ve introduced a quantifiable benefit right upfront, tied to something every business owner cares about: saving money. You’re also implying that you’ve done your homework and aren’t just cold-calling everyone.

2. State Your Purpose Clearly and Concisely (No Jargon)

Gatekeepers are looking for reasons to screen you out. Don’t give them one by being vague or using industry jargon they won’t understand. Be direct about your reason for calling, and keep it brief. They need enough information to accurately relay your message without feeling like they’re being sold to.

What to Say: “Good morning, I’m calling because I’ve noticed [Company Name] processes payments, and I have a quick question about their current setup that could potentially identify some significant savings. Could you please connect me with the person who handles your merchant services accounts?”

Why it Works: “Quick question” implies a short conversation, reducing perceived commitment. “Identify some significant savings” is clear and appealing. By asking for “the person who handles merchant services accounts,” you’re not demanding the owner directly, which can sometimes be less confrontational. It also allows the gatekeeper to direct you to the right person, even if it’s not the owner.

3. Ask for Help or Advice (Empower the Gatekeeper)

Gatekeepers are often very good at their jobs and take pride in helping their superiors. By framing your request as seeking their assistance or advice, you can turn them into an ally rather than an obstacle. This subtly shifts the dynamic from “salesperson vs. gatekeeper” to “collaborator.”

What to Say: “Hello, I’m hoping you can help me. I’m trying to reach [Decision Maker’s Name] regarding their payment processing. I understand they’re incredibly busy, so I’m trying to figure out the most efficient way to share some information that could optimize their current processing costs. What would be the best way to do that? Should I send an email, or is there a specific time that works better for calls?”

Why it Works: “Hoping you can help me” is disarming. You’re acknowledging their role and expertise. Offering to email or asking for a specific time shows respect for the decision-maker’s schedule and gives the gatekeeper options, putting them in control and making them more likely to assist. They might even offer to take your information directly or suggest a better approach.

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Remember, the goal isn’t to trick the gatekeeper, but to demonstrate that you are a professional with something genuinely valuable to offer. By being clear, concise, and respectful of their role, you’ll find those closed doors opening up much more frequently.

What’s your go-to line for getting past the gatekeeper?

Happy Selling,

David

College football is just a month away and this TikTok popped up on my for you page. Tell me, do any of you remember that time Nick Saban casually dropped some wisdom on College GameDay last year? Ok, he did a lot but check this Tok out below.

@coachcsalt

Nick Saban “Why do you care what some guy puts on the internet”? #coach #process #perspective #champion #alabama #nicksaban #collegefootball #collegegameday #playoffs #cfbplayoff

♬ original sound – CoachCSalt (Carlton Salters)

The life of a salesperson is full of ups and downs. You’re constantly meeting new people, building relationships, and closing deals. But even the best salespeople can be thrown off their game by external factors outside their control.

The shifting economy, new regulations, competition, waffling prospects can all impact our sales cycle. It’s easy to get discouraged when these factors seem to be working against you. But as the legendary football coach Nick Saban once said:

“You can’t control the other team, but you can control your own attitude and your own effort.”

This wisdom applies perfectly to sales. While you can’t control the external factors impacting your sales, you can control how you react to them.

And, to quote Saban again: “Don’t think about what you’re going to do, think about what you’re doing.” Stay present, focused on the task at hand, and avoid getting bogged down by anxieties about things outside your control.

Here’s how to put that into action:

1. Stay Informed:

• Economic Trends: Keep an eye on key economic indicators like inflation, interest rates, and consumer spending. This will help you anticipate how businesses might be feeling and tailor your approach accordingly.
• Industry News: Stay updated on the latest news and trends in the payments industry. Be the expert who can advise clients on navigating new technologies and regulations.
• Competitive Landscape: Know your competitors’ strengths and weaknesses. This allows you to position your services more effectively and highlight your unique value proposition.

2. Adapt Your Strategy:

• Value-based Selling: In a tough economy, businesses are looking for ways to save money. Focus on how your services can help them reduce costs, improve efficiency, and increase revenue.
• Diversify Your Offerings: Don’t put all your eggs in one basket. Offer a range of solutions to meet the diverse needs of businesses in different sectors.
• Embrace Technology: Utilize CRM systems, sales automation tools, and online marketing to streamline your sales process and reach a wider audience.

3. Focus on What You Can Control:

• Your Attitude: Maintain a positive and resilient mindset. Obstacles are inevitable, but it’s your attitude that determines your success.
• Your Effort: Work hard, stay persistent, and never give up. Consistent effort, even in the face of challenges, will eventually pay off.
• Your Skills: Continuously invest in your professional development. Attend industry events, read sales books, and seek mentorship to sharpen your skills and stay ahead of the curve.

External factors will always be a part of the sales landscape. But by staying informed, adapting your strategy, and focusing on what you can control, you can overcome these challenges and achieve your sales goals. Remember, it’s not about avoiding the punches, it’s about learning how to roll with them and come back stronger.

Happy Selling,

David

What’s your worst sales call? We all have those stories, the ones that make you cringe even years later. Sometimes, in sales, you encounter a call that sticks with you — not because of a huge win, but because it was an absolute trainwreck. Mine happened about seven or eight years ago, and it still makes me cringe.

My Worst Sales Call: The Comic Book Store Debacle

I walked into a comic book store, radiating my usual sales enthusiasm and charm, I was ready to introduce myself and ask for the owner. The guy behind the counter, probably sensing I was a salesperson, immediately shot back, “Who wants to know?” I politely told him who I was and why I wanted to meet the owner.

That’s when he completely lost it. He went off on a tirade, cussing and ranting about “you people” coming into his store. I was stunned. I beat a hasty retreat, tail between my legs, and sat in my car for a minute just trying to decompress. To this day, I’ve never set foot back in that store.

What I Learned (the Hard Way)

Looking back, that experience, while awful at the time, taught me some valuable lessons:

• You can’t win ’em all: Some people are just having a bad day, or they have a preconceived notion about sales. It’s not always about you or your pitch.
• Don’t take it personally: Easier said than done, especially when someone is yelling at you, but their reaction often has more to do with them than with anything you did.
• Bounce back: A bad call can rattle you, but don’t let it derail your whole day. Take a moment, regroup, and then get back out there.
• Not every “NO” is the same: This wasn’t just a “NO”; it was an aggressive rejection. Understanding the different types of resistance helps you prepare for future interactions.

It’s funny how, after all these years, I still vividly remember that train wreck of a visit. But I wonder, does he ever think about me? The reason he was so rude could have been for any number of reasons. He might have been having a terrible day, lost a loved one, been going through a divorce, received bad news from the doctor, or maybe he was just a jerk that day. Regardless, it’s a reminder that we never truly know what someone else is going through so, be kind.

Perhaps I should try and go back and revisit this comic book store. Maybe, he does remember me.

What’s your worst sales call story? Sharing these experiences not only provides a good laugh (eventually!) but also reminds us that we’re all in this together, facing the highs and lows of sales. Let’s hear ’em in the comments!

Happy Selling,

David

Every top-performing salesperson in the merchant services industry knows this truth: growth often comes through pain. Whether it’s losing a deal, dealing with rejection, or facing the daily grind of cold calls and client objections, challenges are part of the journey. The key isn’t avoiding pain—it’s how you respond to it.

When setbacks hit—and they will—you have two choices: let them break you down or let them build you up. Every “NO” you hear, every difficult client, every slow week—it’s all part of the process that sharpens your skills and strengthens your resilience.

Before you rise, you’ve got to go through the pressure. As the saying goes, “If you’re going through hell, keep going.” Don’t get stuck. Push forward.

Surround yourself with the right people—mentors, teammates, leaders—who understand the hustle and will encourage you to stay the course. Merchant services isn’t a solo game. Resilience is a team effort, and mindset is everything.

You may not be able to control every market fluctuation or every client’s decision, but you can control how you show up every day. Choose to turn every tough moment into a lesson. Use pain as fuel.

Try this: keep a daily gratitude and wins journal. Record what you’re thankful for, the deals you landed, and the lessons from the ones you didn’t. Remind yourself of how far you’ve come.

Forgive yourself for past mistakes or missed opportunities. Learn. Reset. Move forward with strength. Focus not on what you’ve lost, but on what you still have—your drive, your opportunity, and your ability to adapt and grow.

Pain is part of this game. It’s part of becoming a high performer. No one grows without it. And on the other side of that struggle? Confidence. Mastery. Freedom.

I used to hear, “No pain, no gain.” It didn’t mean much to me then, but now? It defines what separates average from elite.

So if you’re in a tough stretch, stay encouraged. This isn’t the end—it’s just part of your journey to the next level. Embrace the grind. Trust the process. Get excited about where you’re going next.

The pain you’re feeling today is the strength you’ll be selling with tomorrow. Keep pushing. You’ve got this.

Happy Selling,

David

Summer’s here, and while everyone else is chilling, savvy salespeople are heating up their sales! Don’t let the dog days get you down. This is prime time to set yourself up for a killer fall.

Straight from the scorching Home Office in Death Valley, California,

here’s your Friday’s Top 10 Things to Do NOW!

10. Make That One Last Call: Those extra daylight hours? Use ’em! Squeeze in one more call each day. It’s a small effort that adds up to big results.

9. Plan Your Wins: Dreams are great, but plans win deals. Write down your goals, break them down, and map out exactly how you’ll achieve them.

8. Level Up Your Skills: Even the best can get better. Invest in sales training this summer. One new closing technique can pay for itself many times over.

7. Become a Listening Pro: Top salespeople are top listeners. Summer’s the perfect time to hone this crucial skill. More listening = more closed deals.

6. Network Like a Boss: Networking events might seem blah, but a resourceful salesperson knows how to mine them for gold. Make connections and build relationships.

5. Declutter Your Pipeline: Know what to ditch. Clean out dead opportunities from your CRM and your mind. Focus your energy on the deals that are ready to close.

6. Embrace New Tech: There’s a ton of new sales tech out there. Try something new this summer. You might discover your new secret weapon.

3. Recharge Your Batteries: Avoid burnout! Take time off to relax and recharge. You’ll come back refreshed and ready to crush your goals.

2. Friday = Closing Time: Friday afternoons are gold! People want to wrap things up before the weekend. Push those deals across the finish line!

And the #1 Thing to Do This Summer?

1. Close Deals From Anywhere! Who says you can’t work from the beach? Grab your laptop and phone and make some money! Don’t buy into the “dog days” excuse. Hustle and get those MMA’s (Money Making Activities) done!

What are your tips for staying productive in the summer heat? Share them in the comments below!

Have a great weekend!

David

Here in Mississippi, school kicks off on July 31st! July 31st!

It used to feel like it got earlier every single year, now it actually is. Depending on where you’re reading this, school may have already started, or perhaps it’s still a few weeks away.

I was in our local Walmart over the weekend I couldn’t help but notice all the back to school merchandise and already on full display.

Is it just me, or does that seem incredibly early? I mean, school starts in July now! In my day, and I’m sure many of yours, I remember school starting after Labor Day.

Several years ago, Staples ran a brilliant commercial during the Back to School (BTS) season. It featured a dad joyfully shopping, with Andy Williams’ “It’s the Most Wonderful Time of the Year” playing in the background. The kids in the commercial, however, were anything but happy, clearly mourning the end of summer.

WATCH COMMERCIAL HERE —- > https://youtu.be/CD1PffNbZls

The meaning of this commercial was crystal clear: the first day of school is a day for parents to celebrate, while kids lament the end of summer. (And of course, Staples was there to help by providing low-cost school supplies, making mom and dad even happier.)

The Back to School season has a completely different meaning in the world of credit card processing. For us sales professionals, it’s a subtle harbinger because it means the holiday sales season is rapidly approaching. And for merchants, that season starts earlier and earlier each year, as evidenced by school supplies and holiday merchandise already filling the aisles. (Halloween and some Christmas is already on shelves in Hobby Lobby)

Sure, throughout the past several months, there have been holidays that traditionally bring sales. But no other time of the year generates the sheer sales volume we typically see between mid-November and the end of December. There’s a reason they call the day after Thanksgiving “Black Friday,” and it certainly isn’t a negative connotation.

Yet, as payment processing professionals, we are taught to remain in the here and now, to concentrate on one day at a time. This straightforward approach prevents us from focusing too much on the past or the future and helps us bounce back quickly if we have a bad day or two.

However, we all must acknowledge that once school starts, merchants turn their full attention toward the holiday season. Their preparations create a wealth of opportunity for us in our merchant processing business, provided we react accordingly. We must prepare as well, even in early July…

Prepare Your Fall & Holiday Target Lists Now

1. Start now to create your fall target list. On it should be those merchants who likely won’t talk to you once the holiday season is in full swing. General retailers and restaurants tend to be at the top of this list. They’re about to get slammed, so talk to them before they’re swamped.
2. Once you’ve identified these merchants, the next step is to change your opening to reference the upcoming season. You could use something like, “Now that school has started, I’m sure you’re starting to think about the upcoming holiday season. This may be the best time to talk about your practices for credit card transaction processing.”

By leveraging the future, you create a sense of urgency, which means merchants will most likely be interested in what you have to say.

After you create your fall target list, think through the types of merchants that should be on your holiday target list. On this list, you will have those merchants who are least affected by the holidays. Starting in November, these merchants will become your primary target, and you will again need to change your message to something along the lines of, “Now that the holiday season is upon us, Mr. Merchant, this may be a good time to analyze your credit card transaction processing costs and look at how you’re managing your program.”

Examples of prime holiday merchant targets include those in the medical profession, home and auto repair businesses, lawn and garden, tanning salons, fitness centers, and even B2B merchants. These businesses are typically slower during the holiday season, which means they will be more likely to talk to you now versus during their high season.

Remember, success comes when you identify your targets and adapt your message accordingly. Pick a specific date when you will switch over from your fall to your holiday target list as well. This will help you maintain your sense of urgency during the next few months and truly make it “the most wonderful time of the year” for your sales.

I know it seems early for a blog like this, but just remember, stores will be setting up for Halloween soon, unless you go to Hobby lobby where it’s out now.

Happy Selling,

David

That’s an odd title for what usually is a sales post, but stay with me here. Let me set the scene for you.

You’re a salesperson, which means your chariot (my truck in this scenario) is your lifeblood. It’s how you conquer territories, meet clients, and generally make the magic happen. So, when that trusty steed decides to throw a wrench in your plans, it’s not just an inconvenience—it’s a full-blown existential crisis.

The Agony and the Ecstasy (Mostly Agony) of the Car Dealership Waiting Room
The other day, my truck, bless its metallic heart, decided to stage a minor rebellion. Picture this: cruising along, minding my own business, when suddenly, my horn starts blaring like I’m auditioning for a mariachi band, and a delightful message pops up on the dash: “Tire Pressure Monitor Fault.” translation? The little chip that keeps tabs on my tires, horn, flashers decided to take an unscheduled vacation.

Welcome to the Waiting Room: A Salesperson’s Nightmare (and Opportunity?)
So, off to the dealership I went. Dropped off the truck, requested the glorious shuttle ride, and settled into the waiting area. Now, this wasn’t rush hour at the DMV, but we had ourselves an interesting cast of characters.

First, there was the mother and daughter duo. The mom was deep in a cross-stitch project, meticulously poking holes in fabric as if her life depended on it. Her daughter, meanwhile, was doing what all kids do: observing everything with the wide-eyed wonder of someone who hasn’t yet been jaded by faulty TPMS sensors.

Then there was the biker-looking guy who clearly believed in taking his office with him. He was hunched over a laptop, probably closing deals for custom choppers or something equally bad-ass.

And finally, to top it all off: a gentleman on his cell phone, conducting what sounded like a high-stakes corporate takeover at a volume usually reserved for rock concerts. I’m pretty sure everyone in a three-block radius now knows his frustrations with someone named Rick.

The parade of humanity flowing through that waiting room was something else. People popping in and out, service advisors zipping by, the general hum of a place dedicated to fixing things that (ironically) often break.
A Purr-fectly Peculiar Moment.

Just when I thought I’d seen it all, a gentleman strolled through carrying what sounded suspiciously like a box of kittens. The little girl, bless her innocent heart, piped up, “Mama, I hear kittens!” Her mom, without missing a beat and never looking up from her cross-stitch, simply replied, “I’m sure you did, dear.” The maternal equivalent of “don’t bother me, I’m busy.”

Finally, my hero, the shuttle driver, arrived, and I was off to the office, free from the symphony of loud phone calls and the mystery of the box of kittens.
The Unexpected Classroom: Patience and Perspective

But here’s the kicker. As I sat there, stewing in my own mechanical misery, a thought struck me. This wasn’t just a frustrating delay; it was a masterclass in patience and dealing with adversity. Life, much like a balky TPMS sensor, often throws unexpected curveballs. You can choose to let them derail your entire day, or you can find the hidden lessons within.

As salespeople, we constantly face setbacks—missed calls, rejected proposals, the ever-present “No.” It’s easy to get discouraged, to let the immediate problem cloud our entire outlook. Yet, in that waiting room, surrounded by people grappling with their own car troubles, I realized the power of simply accepting what is and finding a way to make the best of it. The cross-stitching mom, the focused biker, even the loud cell-phone talker (though I could have done without that last one) were all, in their own ways, navigating their individual adversities.

I bet you’re waiting for some motivational anecdote or sales tip, right? Well, today, let’s go with patience. And equally important: be aware of your surroundings. You never know what opportunities (or kittens) might cross your path when you’re least expecting them, especially when you maintain a calm and open mind in the face of unexpected challenges.

What’s the wildest thing you’ve ever witnessed in a waiting room, and how did you handle the unexpected? Let me know in the comments!

Happy Selling,

David

Let’s be honest. In merchant services sales, you hear “NO” a lot. Maybe it’s a polite “not interested,” a firm “we’re happy with our current provider,” or even a frustrating “call me back later” that never materializes. Rejection is an undeniable part of the game.

But what if every “NO” wasn’t a dead end, but a stepping stone? What if each dismissal held a hidden lesson, a tweak for your strategy, or even an unlikely path to your next “YES”?

For salespeople, turning rejection into opportunity isn’t just a mindset; it’s a critical skill for long-term success and sustained motivation.

Here’s how to move beyond the sting of rejection and leverage it for your next win:

1. The Immediate Aftermath: Don’t Dwell, Do Debrief

When a “NO” hits, it’s natural to feel a pang of disappointment. Acknowledge it, but don’t let it fester. Instead, treat it like a valuable piece of data.

• Take a Breather (Briefly): Step away for 5 minutes. Grab a drink, stretch, or listen to a quick pump-up song. Clear your head.
• The Rapid Debrief (Self-Reflection): As soon as you’re clear-headed, ask yourself:
  • What was the exact objection? (e.g., price, perceived value, timing, loyalty to current provider, lack of perceived need)
  • How did I respond? Was it effective?
  • What signals did the merchant give? (e.g., engaged, distracted, rushed)
  • What did I learn about this merchant or this type of merchant?

2. Analyze & Adjust: The Learning Loop

This is where the magic happens. Every “NO” provides invaluable feedback you didn’t pay for.

• Categorize the “No”: Was it a price objection? A “happy with current provider” objection? An objection about perceived complexity? Understanding the category helps you see patterns.
• Drill Down on Your Approach:
  • Was my prospecting accurate? Did I target the right business for this solution?
  • Was my opening compelling? Did I immediately convey relevance to their business?
  • Did I ask enough discovery questions? Did I truly understand their pain points before pitching?
  • Did I clearly articulate value over just features? Did I show them how they’d save money, grow revenue, or improve efficiency?
  • How was my objection handling? Did I truly address their concern, or just deflect it?
  • Was the timing off? Sometimes, it’s genuinely not the right time for the merchant, which is beyond your control.
• Make One Small Adjustment: Don’t try to overhaul your entire strategy after one “NO.” Pick one thing you could try differently next time. Maybe it’s a new opening line, a different discovery question, or a revised way to present your pricing.

3. Cultivate the “YES” Mindset: The Power of Proximity

Every “NO” truly does bring you closer to a “YES.” How?

• It Refines Your Pitch: Each failed attempt hones your message, making it sharper, more persuasive, and more tailored to genuine needs.
• It Increases Your Batting Average (Eventually): Sales is a numbers game. The more at-bats you get, the more opportunities you have to hit. Each “NO” is an at-bat that builds your experience and improves your technique for the next swing.
• It Builds Resilience: The more you face rejection and bounce back, the tougher and more confident you become. This mental fortitude is invaluable.
• It Uncovers Hidden Opportunities: Sometimes, a “NO” isn’t a final rejection but a “not right now” or a “not for that product.”
  • Example: A merchant might say no to a full POS system but be open to a standalone terminal with better rates. Or they might say no because they’re under contract, but you’ve now established a connection for 6 months down the line. Always ask if you can stay in touch for future needs or offer to be a resource.

4. Celebrate the Effort, Learn from the Outcome

Don’t just celebrate the wins; celebrate the courage to pick up the phone, walk into a business, and put yourself out there. Each time you do, you’re growing.

The most successful merchant services salespeople aren’t those who never hear “NO,” but those who hear it, learn from it, and use it as fuel to chase the next “YES” with even greater insight and determination.

So, the next time you get a “NO,” don’t let it stop you. Let it be the data point that launches your next, more successful, sales conversation.

What’s one thing you’ve learned from a recent “NO” that helped you get a “YES” later? Share your insights in the comments below!

Happy Selling,

David

Alright, sales pros, it’s Monday. The weekend’s over, and the week stretches ahead. For some, Monday might feel like a drag, but for us in merchant services, it’s the launchpad for opportunity. This isn’t just another day; it’s the day we set the tone, sharpen our focus, and commit to crushing our goals.

Think about it: every successful week begins with a strong Monday. It’s not just about showing up; it’s about showing up with a plan, with purpose, and with an unshakeable belief in the value we bring to businesses.

The Power of a Purposeful Monday

Why is Monday so crucial? Because it’s when momentum is born. If you start slow, you’ll be playing catch-up all week. If you start strong, that energy carries through, making every call, every meeting, and every close feel more attainable.

• Recharge and Reframe: You’ve had the weekend to rest and reset. Now, it’s time to reframe your mindset. Shake off any lingering weekend vibes and step into your sales persona. You’re a problem-solver, a business growth expert, and a valuable partner to merchants.
• Plan Your Attack: A great week isn’t accidental. Before you dive into calls, take 15-30 minutes to outline your top priorities. Who are you calling? What are your key objectives for each conversation? What new leads are you targeting? A clear roadmap prevents wasted time and keeps you focused on revenue-generating activities.
• Embrace the “No”: Let’s face it, we hear “NO” in sales. A lot. But a “NO” on Monday isn’t a setback; it’s a redirection. It means you’re talking to people, you’re putting yourself out there, and you’re one step closer to the “YES.” Don’t let a rejection derail your entire week. Learn from it, adjust, and move on to the next opportunity.
• Celebrate Small Wins: Did you set a new appointment? Get a decision-maker on the phone? Land a crucial bit of information? Even the smallest advancements deserve recognition. These small wins build confidence and create a positive feedback loop that fuels your motivation for the rest of the week.
• Connect and Learn: Take a moment to connect with a colleague. Share a success story, discuss a challenge, or bounce ideas off each other. Learning from others’ experiences, both good and bad, can provide fresh perspectives and renewed energy.

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Your Monday Call to Action

Today, commit to these actions:

1. Visualize Success: Before you pick up the phone, picture yourself closing a deal, helping a merchant, and achieving your targets.
2. Prioritize Ruthlessly: What must get done today to move you closer to your weekly goals? Focus on those.
3. Make That First Call: Don’t procrastinate. Get that first conversation out of the way, even if it’s just a warm-up. Building momentum starts with action.

Remember, the market is always moving, and new businesses are always looking for better payment solutions. Your expertise is valuable. Go out there and show them what you can do.

What’s one thing you do every Monday to ensure a strong sales week? Share your tips in the comments below!

Happy Selling, and here’s to a powerfully productive Monday!

David