Author: David Matney

In the payments industry, confidence isn’t just a secret weapon—it’s your armor. Every day, you face skepticism, brutal competition, and the dreaded phrase, “I’m happy with who I have.” Fear in this game leads to hesitation, and hesitation gets you nowhere.

To truly succeed, you need to build unshakeable confidence—the kind that comes from deep expertise and a bulletproof mindset. This isn’t about being arrogant; it’s about having absolute conviction in the value you bring to every merchant you meet.

From the Home Office in Savage, Maryland

Here are the Top 10 tips to shed the fear and become the go-to payments consultant in your market.

10. Master Your Solutions (and the Competition’s) Fear thrives in uncertainty. Eliminate it by knowing your products—from terminals and POS systems to gateways and PCI compliance—inside and out. More importantly, know your enemy. Understand how Square’s pricing works, what fees the local bank hides, and why your competitor’s “free terminal” isn’t free. When you can confidently explain the differences, you control the conversation.

9. Role-Play the Toughest Objections Confidence is built through repetition. Don’t wait for a live prospect to practice handling objections. Grab a colleague and role-play the hard ones: “Your rate is too high,” “I don’t want to sign a contract,” “It’s too much of a hassle to switch.” The more you practice your responses, the less you’ll fear hearing them.

8. Own Your Activity Goals You can’t control if a merchant signs, but you can control your activity. Fear and anxiety shrink when you focus on what you can do. Set clear, daily goals for calls, walk-ins, and statements collected. Hitting your activity numbers builds momentum and proves you’re putting in the work, which is a massive confidence booster regardless of the day’s results.

7. Become an Interchange Scholar Nothing cripples a rep’s confidence faster than fumbling through an explanation of pricing. Stop fearing interchange—master it. Learn what causes downgrades, how to read a statement like a detective, and how to explain a complex fee structure in simple terms. When you are the expert in the room, you have nothing to fear.

6. Embrace the “No” In this business, you’ll hear “NO” constantly. It’s not a reflection of your ability; it’s a part of the process. Every “no” from a happy merchant gets you closer to the one who is being crushed by hidden fees and is desperate for a solution. Reframe rejection as sorting, not failure.

5. Cultivate a Mindset of Consultation Stop thinking of yourself as a salesperson and start acting like a business consultant who specializes in payments. A positive mindset shift from “I need to sell them” to “I need to help them” changes everything. You’re not there to push a product; you’re there to diagnose problems and offer valuable solutions.

4. Practice Active Listening A fearless rep doesn’t talk—they listen. They ask probing questions to uncover pain points the merchant might not even be aware of. “How much time do you spend reconciling batches?” “What happens when your terminal goes down during a dinner rush?” When you listen intently, the merchant will tell you exactly how to sell to them.

3. Be the Partner, Not Just the Processor Sales is about relationships. Fear of losing a client disappears when you’ve built a real partnership. Check in after the installation. Be their first call when something goes wrong. When merchants see you as a trusted resource for their business, not just the “credit card guy,” you build a loyal portfolio that competitors can’t touch.

2. Your CRM is Your Bible Chaos and disorganization breed fear. A well-maintained CRM is your single source of truth. It reminds you when to follow up, stores notes from previous conversations, and ensures no lead falls through the cracks. When you are organized and in control of your pipeline, you can act with confidence and purpose.

And the #1 tip to become a fearless merchant services pro is…

1. Believe Unequivocally in Your Value At the end of the day, your confidence must come from a deep-seated belief that you are genuinely helping businesses. You are not just saving them a few dollars; you are providing better technology, stronger security, and local support that can make or break their business.

When you believe that every merchant you don’t speak to is missing out, fear becomes irrelevant. You’re not selling—you’re on a mission.

Go out there and conquer the day.

Have a great weekend,

David

We’ve all been there. You wake up, grab your coffee, and head out to the car to start your day. You drive around and pull into the parking lot of a busy strip mall, ready to walk in and talk to some business owners, but instead… you just sit there.

The engine is off, the are ready, and your pitch is memorized, but you can’t seem to open the car door. Your usual drive is missing, the prospect of facing another “not interested” feels heavier than usual, and your momentum has come to a grinding halt.

Welcome to the dreaded “off day” in merchant services.

In the high-energy world of outside sales, an off day doesn’t just feel like a slow day—it feels like a roadblock. But what if we reframed it? What if we saw that moment in the driver’s seat not as a failure, but as a signal to recalibrate?

Acknowledge and Validate

The first step is to simply acknowledge it. Don’t beat yourself up for not jumping out of the car. Tell yourself, “Okay, today feels a bit tougher. I’m human, and that’s alright.” Validating your experience—rather than forcing a fake “hustle” mindset—can actually lower your stress levels and help you move past the block.

Shift Your Strategy, Not Your Goal

An off day doesn’t mean giving up on your week. It means adapting your tactics to your current energy level. If walking into a cold business feels impossible right now, try these alternatives:

• Focus on Foundational Tasks: If the “face-to-face” is the hurdle, pull over at a coffee shop and tackle the “behind-the-scenes” work. Update your CRM, clean up your lead list, or research new industries in your territory. These tasks still move the needle.
• The “Just One” Rule: Tell yourself you’ll walk into just one business. Not ten, not twenty—just one. Often, the hardest part is breaking the seal. Once you get that first interaction out of the way, the “sitting in the car” paralysis usually vanishes.
• Visit a “Friendly”: Go see an existing client who loves you. Checking in on a merchant you’ve already signed can provide a much-needed confidence boost. Reminding yourself of a past win can give you the spark to go after a new one.

Re-Energize Your Why

When your own well of motivation feels low, tap into external sources.

• Listen to a Quick Podcast: Pop on a 10-minute sales or mindset podcast before you step out of the car. Sometimes hearing someone else’s energy can help you find your own.
• Review Your Commissions: It sounds simple, but look at your goals. Remind yourself what that next “yes” pays for—whether it’s a vacation, a house payment, or just the pride of hitting your quota.
• Step Away (Briefly): If you’re truly stuck, take 15 minutes to walk around a park or grab a snack. A physical change of scenery can help clear the mental fog.

Tomorrow is a New Day

The beauty of merchant services is that every day is a fresh start. If today was a struggle to get out of the car, don’t let that guilt spill over into tomorrow. Learn what you can, shake it off, and remember that even the top earners in this industry have sat in their cars wondering if they have “it” today.

What are your go-to strategies for breaking out of a sales slump when you’re out in the field? Share your tips in the comments below!

Happy Selling,

David

Welcome back to another edition of WWYD Wednesday! This week, we’re diving into a classic sales scenario that feels like a slam dunk at first, but slowly starts to feel like you’re chasing a ghost.

The Scenario:

You’re out in the field doing a POS install when you meet the owner of a brand-new restaurant opening nearby. The chemistry is great. He says the magic words: “I want to use you.”

You exchange numbers, and he tells you his business partner will be the one to finalize the details. The partner calls, you meet, the meeting goes perfectly, and you send over the application.

Then… silence.

You have followed up several times. The partners insist they are still “on board,” but there’s a catch: they’ve decided to use an old POS system from a sister restaurant that is currently closed for renovations.

They’re stalling. The “easy win” is now stuck in limbo.

The Dilemma:

Do you keep checking in every week and hope they change their mind? Do you get aggressive about why their old system is a bad idea? Or do you walk away and focus on fresh leads?

How Would You Handle This?

Here are a few ways to play it:

• Option A: The Value Add. Send them a comparison of what they’re losing by using old hardware (slower processing, lack of new features, no support) versus the efficiency of your new system.
• Option B: The “Sunk Cost” Conversation. Be blunt but professional. Ask them, “If the goal is a successful Grand Opening, is saving a few bucks on old tech worth the risk of a system crash on night one?”
• Option C: The Long Game. Put them on a monthly nurture drip. If they’re using old equipment, it will eventually break or feel outdated. Be the first person they call when it does.

What Would YOU Do?

We’ve all been there—the partner who wasn’t at the first meeting usually has a different set of priorities.

Drop your strategy in the comments below! * How do you overcome the “we’ll just use what we have” hurdle?

Happy Selling,

David

The word “No” is as common as a morning cup of coffee. You walk into a local business, mention credit card processing, and before you can even finish your sentence about “Dual Pricing,” the owner is already shaking their head.

But here’s the secret the top 1% of ISOs and agents know: A “No” is rarely a final rejection. Usually, it’s just a request for more information.

If you want to stop burning leads and start closing more deals, you need to learn how to pivot. Here is how to turn those “No’s” into “Yes’s.”

1. Decode the “No”

Not all rejections are created equal. To flip the script, you first have to understand what kind of “No” you’re dealing with.

The Response	What They Actually Mean	Your Strategy
“I’m too busy.”	“I don’t see the value in giving you 5 minutes.”	Acknowledge their time and offer a specific, short window later.
“I’m happy with my current provider.”	“Switching is a headache I don’t want to deal with.”	Focus on the “Invisible Leaks” (hidden fees) they haven’t noticed.
“Your rates are too high.”	“I don’t understand the total cost of ownership.”	Shift the focus from price-per-swipe to bottom-line ROI.

2. The “Feel-Felt-Found” Technique

This is a classic for a reason. It builds empathy and removes the “pushy salesperson” vibe.

• Feel: “I completely understand why you feel that way about switching; it seems like a giant administrative burden.”
• Felt: “Many of my most successful clients felt the exact same way when we first spoke.”
• Found: “What they found was that our concierge onboarding took less than 20 minutes of their time, and they ended up saving $400 a month.”

3. Stop Selling Price, Start Selling Peace of Mind

If you lead with “I can save you 10 basis points,” you’re a commodity. If you’re a commodity, you’re easily replaceable.

To get to a “Yes,” find the operational pain. Ask questions like:

• “How often do you have to call support and wait on hold for an hour?”
• “Does your current terminal integrate with your inventory system, or are you doing double the work?”
• “When was the last time your current rep actually walked through your door to do a check-up?”

4. The Power of the “Micro-Yes”

The jump from “Hello” to “Sign this three-year contract” is too big. You need to build a ladder of “Micro-Yes’s.”

Instead of asking for the sale, ask for:

• “Would it be okay if I just took a look at one statement to see if you’re being overcharged?”
• “If I could show you a way to eliminate your processing fees entirely through a dual-pricing model, would that be worth a 5-minute chat?”

5. Use the “Negative Reverse”

Sometimes, the best way to get a “Yes” is to lean into the “No.” If a merchant is being particularly resistant, try this:

“You know, Mr. , it sounds like you’re 100% set with your current setup and there’s absolutely nothing that could be improved. Should we just shake hands and I’ll check back in a year, or is there one small thing about your current provider that bugs you?”

This takes the pressure off and often causes the merchant to lower their guard and tell you their real complaint.

the sale doesn’t start until the customer says “No.” Every rejection is an opportunity to peel back a layer of their business and find where you can actually provide value.

Stop pitching and start problem-solving. When you solve a business owner’s problems, the “Yes” follows naturally.

Happy Selling,

David

Let’s be honest. Mondays can be tough. The weekend is over, the coffee or Red Bull might not have kicked in yet, and the thought of facing another week of cold calls and tough objections can feel… heavy.

But what if I told you that every single door you knock on today, every statement you analyze, every “NO” you hear, isn’t just about this week’s bonuses/residuals? What if it’s about building a future that most people can only dream of?

You’re Not Just Selling; You’re Investing

In almost every other sales job, you sell a product, you get paid, and then you have to sell it again to make more money. It’s a never-ending cycle, a linear path where your income directly matches the effort you put in that specific month.

Merchant services is different. We don’t sell products; we build relationships that generate a long term residual income stream.

Think of every active merchant account you’ve signed as a tiny, highly efficient money-making machine. They work for you 24/7, even when you’re sleeping, enjoying your weekend, or closing new deals. Every transaction they process, every month they process, adds a small piece to your growing financial empire.

The Power of “Passive” Income (That You Actively Built)

The “passive” part of residual income can be misleading. It’s not truly passive, because you worked your tail off to get that deal in the first place. You faced the rejections, you educated the merchant, and you provided excellent service.

But once that account is installed and activated, that initial burst of effort transforms into a continuous reward. That merchant you signed three years ago? They’re paying for your coffee this morning. The restaurant you helped save money last year? They’re contributing to your family vacation fund.

Every “No” today brings you closer to the “YES” that will pay you for years to come. It’s not just about closing a deal; it’s about acquiring a long-term asset.

The Unstoppable Snowball Effect

Imagine starting a small snowball at the top of a hill. It’s tiny at first, but with every rotation, it picks up more snow, growing bigger and faster. Your residual income works the same way.

Each new merchant is another layer to that snowball. Today’s grind isn’t just about covering your bills this month; it’s about adding another brick to your financial fortress, another stream to your personal economy.

Most people work their entire lives to build a retirement fund. You, as a merchant services professional, have the unique opportunity to build a “private pension” for yourself, right here, right now, with every single account you sign.

Your Monday Call to Action: Build Your Empire

Don’t just go out and “SELL” today. Go out and invest in your future.

Every door you walk into holds the potential for a long-term income stream. Every conversation is a chance to add another asset to your portfolio.

Your mission today: Find one business that will still be paying you in 2030. Go build your empire, one merchant at a time.

Happy Selling,

David

You’ve built rapport, presented a killer solution, and addressed all their objections. Now, it’s time to close the deal. But how do you go from a promising conversation to a signed contract? Mastering the art of closing is essential for success in merchant services.

From the Home Office in Colon, Michigan

Here are The Top 10 Closing Techniques

10. The Balance Sheet Close: Help the client weigh the pros and cons of choosing your service. Create a simple list that highlights the benefits against any perceived drawbacks. This visual aid can clarify the value proposition and make the decision easier.

9. The Summary Close: Recap the key benefits and value your service provides, emphasizing how it addresses the client’s specific needs. Then, ask, “Based on what we’ve discussed, does this seem like the right solution for you?” This reinforces the value proposition and guides them towards a positive response.

8. The Assumptive Close: Proceed as if the client has already decided to move forward. Start discussing implementation details or next steps. This subtle approach can nudge hesitant clients towards a commitment.

7. The Alternative Close: Offer two options, both leading to a sale. For example, “Would you prefer to start with the basic package or the premium package?” This gives the client a sense of control while guiding them towards a decision.

6. The Urgency Close: Create a sense of urgency by highlighting a limited-time offer, a special promotion, or the potential consequences of delaying. This can encourage immediate action. However, use this technique ethically and avoid creating false urgency.

5. The Question Close: Ask a question that leads the client towards a positive response. For example, “Is there any reason why you wouldn’t want to save money on your processing fees?” This encourages them to verbalize their commitment.

4. The Takeaway Close: If the client is hesitant, suggest taking a step back. For example, “Perhaps this isn’t the right fit for you at this time. Should I check back in a few months?” This can sometimes create a sense of FOMO (fear of missing out) and prompt them to reconsider.

3. The Testimonial Close: Share positive testimonials or case studies from satisfied clients. This social proof builds credibility and demonstrates the value of your services.

2. The Now or Never Close: Offer an exclusive incentive for signing up on the spot. This could be a discounted rate, a free month of service, or a bonus feature. This creates a sense of immediacy and encourages a quick decision.

And the #1 Top 10 Closing Techniques is ….

1. The Direct Close: This is by far my favorite. This classic technique is straightforward and effective. After presenting your solution, simply ask, “Are you ready to get started?” or “Shall we proceed with the paperwork?” It conveys confidence and encourages a quick decision.

Remember, the best closing technique depends on the specific situation and the client’s personality. Be adaptable, be confident, and always focus on building trust and providing value.

Mastering these closing techniques can significantly boost your success rate in merchant services. Remember, closing is not about pressure or manipulation. It’s about guiding your prospects towards a decision that benefits them. By understanding their needs, building rapport, and presenting a compelling solution, you can confidently lead the conversation to a successful close.

Now go out there and start closing deals!

Have you tried any of these closing techniques? Share your experiences and success stories with me. 

Have a great weekend,

David

Let’s be honest. This job can be a grind.

Some days, it feels like you’re collecting “NO’s” for a living. You walk into a business, full of energy, ready to save them money and streamline their operations, only to be met with “Not interested,” “We’re happy,” or the classic, “I don’t have time.”

You juggle a pipeline full of maybes, chase down paperwork, and fight off competitors who are willing to promise the moon for a tenth of a basis point. The distractions are endless: the new lead that just came in, the urgent email from underwriting, the siren song of social media on your phone during a prospecting block.

In all this chaos, the difference between the middle of the road rep and a real entrepreneur isn’t a secret script or a magic bullet.

It’s FOCUS.

Not just “working hard” focus. I’m talking about a deep, intentional, sniper-like focus that cuts through the noise and zeroes in on what truly matters.

The Day I Learned What Focus Really Meant

I remember my first few months in this business vividly. I was a classic “busy fool.” I’d print out a list of 100 random businesses and drive all over the county, running in and out of shops like a madman. I’d drop off a flyer here, a business card there. My pitch was a generic, feature-dumping mess. My goal was volume. More doors, more calls, more touches.

My results? Mediocre at best. I was exhausted, discouraged, and my residuals were barely covering my gas money.

One rainy Tuesday, I walked into a auto repair shop. The owner, a grizzled man named Frank with grease permanently etched into his hands, stopped me mid-sentence.

“Hold on, son,” he said, wiping his hands on a rag. “You’re the fifth ‘credit card guy’ to walk in here this month. You all say the same thing. Tell me one thing you know about my business.”

I froze. I knew nothing. I saw a garage with a sign so I assumed he took payments for repairs. That was it. I mumbled something about saving him money.

He just shook his head. “You don’t know that I struggle with chargebacks when a customer disputes a major engine repair. You don’t know that I need a way to email an invoice to a customer’s son who’s paying the bill from another state. You don’t know that my current terminal is so slow it creates a line of impatient people at 4 PM. You just know you want to sell me something.”

He didn’t yell. He wasn’t mean. He was just honest. And it hit me like a ton of bricks.

I had been so focused on my own activity that I had completely lost focus on the customer.

That night, I reevaluated. I picked one industry: auto repair shops. For the next few days, I didn’t make a single sales call. Instead, I researched. I learned about their common pain points, the specific software they used, and the payment challenges unique to their industry—just like the ones Frank had laid out.

The next Monday, I walked into a different auto shop. But this time, I didn’t lead with rates. I led with a question: “I’ve been speaking with a few shop owners, and a common headache seems to be dealing with chargebacks on high-ticket engine work. Is that ever a challenge for you?”

The owner stopped what he was doing, looked me in the eye, and said, “All the time. Come on in.”

That was the turning point. By narrowing my focus, my entire world opened up.

How to Cultivate Laser Focus in Your Sales Game

Focus isn’t something you’re born with; it’s a muscle you build. Here are three ways to train it starting today:

1. Focus on Your Niche (Your Ideal Client)

Stop trying to be everything to everyone. Who do you genuinely help the most? Restaurants? E-commerce stores? High-risk businesses? Pick a lane. Become an undeniable expert in that space. Learn their language, understand their software, and anticipate their problems. When you walk in as a specialist instead of a generalist, the entire dynamic of the conversation changes. You’re not a salesperson; you’re a valuable consultant.

2. Focus on Your “Golden Hours”

The single most important revenue-generating activity in our business is prospecting. Yet, it’s the first thing we sacrifice when things get “busy.” Identify your two or three most productive hours of the day—your Golden Hours—and protect them with your life. This is non-negotiable time for cold calls, door-knocking, or targeted outreach. Turn off email notifications. Put your phone on silent. No admin tasks. No “quick” check-ins. Just pure, undistracted, focused prospecting. Consistency here is more powerful than sporadic bursts of intensity.

3. Focus on the Question, Not the Quote

When you’re with a prospect, your only goal should be to understand their world. Get genuinely curious. Stop thinking about the proposal you’re going to build or the commission you’re going to make. Instead, focus on listening. Ask powerful, second-level questions.

• Instead of “What are you paying now?” ask, “What’s the most frustrating part of your current payment process?”
• Instead of “Can I see your statement?” ask, “If you could wave a magic wand and change one thing about how you accept payments, what would it be?”

When you focus on their pain, the solution (your service) becomes the natural, easy next step, not a pushy sales pitch.

This business will test you. It will wear you down if you let it. But the chaos is also an opportunity. While your competitors are scattered, chasing every shiny object, you can be the one who moves with quiet, deliberate purpose.

This week, don’t just try to sell more. Try to focus more. Pick one thing—a niche, a prospecting block, a type of question—and give it your undivided attention.

You’ll be amazed at how clearly the path to success appears when you finally stop looking at everything else.

Happy Selling,

David

Welcome back to another WWYD Wednesday!

Today, we’re diving into a referral partner scenario that stopped me in my tracks. Usually, the “referral dance” is pretty standard: you scratch my back, I scratch yours, and everyone gets paid when the deal crosses the finish line.

But then, we heard this one…

The Scenario: “The Meter is Running”

Imagine you’re a salesperson. You meet a potential new referral partner who seems to have a great network. You’re ready to talk shop, but then they drop a bombshell:

They want to be paid for introductions only. Yes, you read that right. Not for a closed deal. Not for a signed contract. They want to be compensated for their time and the connection itself—regardless of whether that prospect ever spends a single dime with you.

The Counter-Offer

The salesperson in this story kept it professional. They laid out the standard operating procedure:

1. A one-time upfront finders fee paid only after the deal is signed and installed.
2. OR a 5–10% residual split for the life of the account.

The referral partner’s response? They weren’t interested. They felt their “Rolodex” and the act of opening the door was a service that deserved immediate payment, no matter the outcome.

Why This is Tricky

On one hand, a high-level introduction to a “whale” client is incredibly valuable. It can save months of cold calling. On the other hand, paying for intros creates a massive risk for the salesperson:

• Quality Control: What’s to stop the partner from introducing you to everyone in their contact list just to collect fees?
• The “Pay-to-Play” Risk: You could spend your entire marketing budget on intros that go nowhere.
• Alignment: Usually, referral partners are successful because they have “skin in the game.” If they only get paid on a win, they make sure the lead is actually a good fit.

WHAT WOULD YOU DO?

We want to hear from the experts (that’s you!). If a partner approached you with these terms, how would you handle it?

• A) Walk Away. If they don’t believe in the quality of their lead enough to wait for the closing, it’s not a real partnership.
• B) Offer a “Micro-Fee.” Maybe pay a tiny “meeting fee” ($25-$50) but keep the big payout for the closed deal?
• C) Educate Them. Try to explain the industry standards again and show them how much more they could make on a residual split.
• D) Take the Risk. If the partner is influential enough, is a “door-opening fee” just the cost of doing high-level business?

Sound off in the comments! Have you ever paid for just an introduction, or is it “No Deal, No Dollars” in your book?

Happy Selling,

David

Do you remember the movie 80’s movie Iron Eagle? It’s the story of Doug Masters—a kid whose dad is shot down behind enemy lines. The “adults” in charge say there’s nothing that can be done, but Doug doesn’t take “NO” for an answer. He teams up with Chappy Sinclair, steals a couple of fighter jets, and flies a rogue mission to bring his father home.

Most business owners feel like they’re trapped behind enemy lines, captured in a hostile territory of high rates, confusing contracts, and support teams that have gone MIA.

Here’s how you channel your inner Doug Masters to close the deal:

• Go Rogue Against the “Establishment”: The big banks are the red-tape bureaucrats telling the merchant “this is just the way it is.” You’re the rebel with the flight suit. You show them that they don’t have to accept the status quo of 3% fees and outdated hardware.
• The “Chappy” Strategy (Mentorship): You aren’t just a vendor; you’re the seasoned Colonel Sinclair. You provide the intel and the mentorship that the business owner needs to navigate the “anti-aircraft fire” of hidden industry markups.
• Timing is Everything (The Tape Deck): Just like Doug needs his music to hit his targets, a merchant needs their systems to be perfectly synced. If their POS system isn’t “playing the right track,” their whole operation goes down in flames. You’re there to provide the perfect rhythm.
• The Rescue Mission: Every time you switch a merchant to a better plan, you are literally rescuing their bottom line. You’re pulling their profits out of the fire and bringing that money back home where it belongs.

When you walk into a business, you aren’t just selling a POS or terminal. You’re handing them the keys to a fighter jet and telling them, “Look, we’re going in, and we’re bringing your margins back.”

Happy Selling,

David

It doesn’t matter if you closed five deals last week or if you got “NO’s” at every door you walked into.

As of 7:00 AM this morning, the scoreboard reads 0-0.

Monday is the great equalizer. The slate is wiped clean. Your quota doesn’t care about your past trophies, and your bank account doesn’t care about last week’s “almost” deals. The only thing that matters right now is Momentum.

The “Monday Trap” vs. The “Monday Launch”

Most of your competitors are spending this morning “organizing” their desks, checking emails for the tenth time, or complaining about the weekend being too short. They are waiting for Tuesday or Wednesday to “really get started.”

That is where you and I win.

While the rest of the industry is warming up, we are already in the field. While other reps are “strategizing,” we are across the counter from a business owner who is currently staring at a weekend’s worth of high processing fees and wondering if there’s a better way.

Control the Inputs, Forget the Outputs

The biggest mistake in merchant sales is obsessing over the “YES.” You can’t control if a merchant had a bad morning, if their dishwasher broke, or if they’re in a 3-year contract they can’t break (yet).

But you have 100% authority over your inputs.

You control:

• How many doors you open.
• How many statements you collect.
• The energy you bring to the pitch.
• The persistence to ask for the “CLOSE” one more time.

If you win the morning, you win the day. If you win the day, you win the week.

Your Monday Mission

Success in this business isn’t a lightning bolt of luck; it’s the result of a “Numbers Game” that eventually turns into a “Skill Game.”

The more people you talk to, the better you get. The better you get, the more you close. But it all starts with the volume.

Today, don’t look for the “YES” Look for the conversation. Go find a business owner who is tired of being treated like a number by a big bank. Go find a restaurateur who needs to shave 3% off their overhead to keep their staff paid. They are out there right now, waiting for someone with the guts to walk through the door and offer a solution.

The scoreboard is at zero. What are you going to put on it today?

Happy Selling,

David