Author: David Matney

The battle isn’t just between us and our potential merchants —it’s often within the confines of our own minds. Self-doubt and inner voices can be relentless adversaries, but mastering this internal dialogue is the key to unlocking unparalleled confidence and success in the sales arena.

Let’s look into strategies tailored for salespeople to overcome the voices in their heads and close deals with unwavering assurance.

1. Recognize the Salesperson’s Inner Monologue:

Sales professionals are no strangers to the inner monologue that questions their pitch, value, and ability to close deals. Acknowledge these thoughts, dissect them, and understand that overcoming them is a crucial step toward success.

2. Reframe Objections as Opportunities:

Transform internal objections into opportunities. Instead of seeing obstacles, view them as chances to showcase your problem-solving skills. Every objection is a stepping stone toward a more refined pitch and a stronger client relationship.

3. Confidence through Preparation:

Confidence is born from preparation. Arm yourself with in-depth knowledge about your product or service, anticipate objections, and rehearse your responses. A well-prepared salesperson exudes confidence, both to clients and to themselves.

4. Harness the Power of Positive Affirmations:

Integrate positive affirmations into your pre-sales routine. Affirm your value, expertise, and ability to close deals. These affirmations act as a powerful mental preparation, setting the stage for a confident and successful sales presentation.

5. Embrace Rejection as a Stepping Stone:

In sales, rejection is inevitable. Rather than letting it fuel self-doubt, embrace rejection as a stepping stone to improvement. Learn from each “NO,” refine your approach, and recognize that it brings you one step closer to a successful “YES.”

6. Visualize Success:

Visualization is a potent tool for overcoming self-doubt. Before meetings or presentations, take a moment to visualize success. See yourself confidently presenting, addressing objections, and closing deals. Positive visualization lays the groundwork for actual success.

7. Seek Mentorship and Support:

Connect with seasoned sales professionals or mentors who understand the challenges of the field. Share your concerns, seek advice, and draw inspiration from their experiences. Knowing that you’re not alone in facing these challenges can be a game-changer. Let me know how I can assist you grow your business.

8. Continuous Learning for Continuous Confidence:

The sales landscape evolves, and so should you. Invest time in continuous learning—stay updated on industry trends, sales techniques, and communication strategies. A well-informed salesperson is a confident salesperson.

Overcoming the voices in our heads as a salesperson is not just a personal victory; it’s a strategic advantage. By conquering self-doubt, we enhance our ability to connect with clients, articulate our value proposition, and ultimately close deals with confidence. Remember, in the world of sales, the most convincing pitch often begins within.

Happy Selling,

David

As we have discussed the last few days Square’s ubiquity can be intimidating, but as seasoned sales professionals, we know they’re not invincible. Armed with the right strategies, you can consistently win deals and demonstrate the superior value you bring. Let’s dive into this Friday’s top 10 tactics to overcome Square:

From the Home Office in TIMES SQUARE, NEW YORK

Here are the Top 10 Ways to Conquer Square

10. Unbundle the “Ecosystem” Illusion:

• Square sells convenience with its bundled tools. Break down their offerings. Show prospects that they don’t need to be locked into a single platform. Highlight the benefits of best-in-class, integrated solutions that you provide.

9. Emphasize Personalized Support:

• Square’s customer support is often limited. Position yourself as a dedicated partner, offering personalized support and a direct line of communication. Businesses crave that human touch, especially when issues arise.

8. Showcase Industry-Specific Expertise:

• Square is a generalist. Demonstrate your deep understanding of your prospect’s industry. Offer tailored solutions that address their unique needs, a level of specialization Square can’t match.

7. Highlight Hardware Flexibility (and Cost Savings):

• Square’s proprietary hardware can be costly. Emphasize your solutions’ compatibility with a wider range of hardware, including potentially existing equipment. Reveal the true cost of squares hardware.
  • Example hardware costs to consider mentioning.
    • Square Reader for contactless and chip: $49
    • Square Stand for contactless and chip: $149
    • Square Terminal: $299
    • Square Register: $799

6. Offer a Free Cost Analysis:

• Numbers don’t lie. Provide a detailed cost analysis comparing Square’s fees to your solutions. Show prospects exactly how much they can save by switching.

5. Educate on Interchange-Plus Pricing and True Dual Pricing:

• Square’s flat-rate model can be expensive for high-volume businesses. Explain the benefits of interchange-plus pricing and Dual pricing and how it can significantly reduce or eliminate their costs.

4. Focus on Advanced Features:

• Square’s tools are often basic. Showcase the advanced features of your solutions, such as robust reporting, advanced fraud prevention, and specialized integrations.

3. Highlight True Dual Pricing:

• Square’s cash discounting often falls short. Offer transparent, compliant dual pricing solutions that genuinely reward cash payments, boosting customer satisfaction and the bottom line.

2. Emphasize Account Stability:

• Square’s aggregator model can lead to sudden account holds or terminations. Offer the stability of individual merchant accounts, providing peace of mind and secure fund access.

And the #1 Top 10 Ways to Conquer Square is …

1. Position Yourself as a Trusted Advisor:

• Go beyond being a salesperson. Become a trusted advisor who understands your prospect’s business. Offer strategic insights and long-term solutions, building a relationship that Square can’t replicate.

By implementing these strategies, you’ll not only overcome Square’s perceived advantages but also demonstrate the superior value of your merchant services. Remember, it’s about building relationships, providing expertise, and offering tailored solutions that truly benefit your clients. Go out there and win!

Have a great weekend,

David

Square has built a compelling ecosystem, packaging POS, payroll, marketing, and more into a seemingly seamless offering. But “seamless” doesn’t always mean “best.” Let’s dissect their tools and arm ourselves with strategies to show prospects why our tailored solutions are superior.

Breaking Down Square’s Toolset:

• Square POS (Starting at $0/mo):
  • While free is attractive, it often comes with limitations.
  • Your Counter: Highlight the customization and integration capabilities of your POS solutions, especially for industry-specific needs. Emphasize personalized support and advanced reporting.
• While the software itself may start at $0/mo, it often requires Square’s proprietary hardware, which comes at a cost.
• Your Counter: Highlight the customization and integration capabilities of your POS solutions, especially for industry-specific needs. Emphasize personalized support, advanced reporting, and compatibility with a wider range of hardware, including options that might already exist in the businesses location, or may be cheaper than squares hardware.
• Don’t forget, Square’s ecosystem often requires their specific hardware. For example, their Square Register, Square Terminal, and other devices come with upfront costs that can add up quickly. We offer flexible solutions that can integrate with existing hardware or provide cost-effective alternatives.” Example hardware costs to consider mentioning.
• Square Reader for contactless and chip: $49
• Square Stand for contactless and chip: $149
• Square Terminal: $299
• Square Register: $799
• Emphasizes Flexibility and Why this is important in overcoming Square.
  • It reinforces the flexibility of your offerings, which may allow businesses to use existing hardware or choose more affordable options.
• Strengthens Your Value Proposition:
  • It positions you as a transparent and cost-conscious advisor who looks out for the client’s bottom line.
• How to Integrate This Into Your Pitch:
• When discussing Square’s POS, don’t just focus on the monthly fee. Ask about their hardware setup and highlight the costs involved.
• Provide a side-by-side comparison of Square’s total cost of ownership (software + hardware) versus your solutions.
• Showcase hardware options that offer better value, compatibility, or customization.
• By addressing this detail, you’ll paint a clearer picture of Square’s true costs and strengthen your position as the provider of more flexible and cost-effective merchant services.
• Payroll (Starting at $35/mo + $6/person):
  • Payroll integration is convenient, but not always the most cost-effective.
  • Your Counter: Showcase your payroll partnerships that offer competitive rates, specialized HR features, and dedicated support.
• Online Store, Invoices, Virtual Terminal, Online Checkout, Gift Cards (Starting at $0/mo):
  • These tools are often basic and lack advanced features.
  • Your Counter: Offer robust e-commerce integrations, advanced invoicing solutions, secure virtual terminals, customizable gift card programs, and seamless online checkout experiences.
• Email & Text Marketing (Starting at $15/mo & $10/mo + messaging):
  • Square’s marketing tools are convenient within their ecosystem, but may lack depth.
  • Your Counter: Present powerful marketing platforms with advanced segmentation, automation, and analytics, proving a better ROI.
• Loyalty (Starting at $45/mo):
  • Your Counter: present loyalty programs that are fully customizable, and integrate with many platforms, not just limited to a single POS system.
• Advanced Access (Starting at $35/mo/location):
  • Your Counter: Show how your reporting, and permission features are more robust, and customizable.
• Customer Directory (Starting at $0/mo):
  • Your Counter: Show CRM integrations that capture far more data, and allow for much more detailed customer insights.
• Cash App Afterpay (6% + 30¢):
  • Your Counter: Show other buy now pay later options, and compare rates.
• Checking & Savings (No Fees):
  • While “free” banking is appealing, businesses need comprehensive financial solutions.
  • Your Counter: Partner with banks offering business-specific accounts, lines of credit, and personalized financial advice.
• Loans (Flat Fee):
  • Square’s loan program is tied to its processing volume, limiting flexibility.
  • Your Counter: Connect businesses with diverse lending options, including traditional bank loans, SBA loans, and alternative financing.

Your Winning Strategy:

1. Unbundle the Value:
   • Show prospects that they don’t need to be locked into a single ecosystem. Highlight the flexibility and power of integrating best-in-class solutions.
2. Focus on Customization:
   • Emphasize that your solutions are tailored to their specific needs, unlike Square’s one-size-fits-all approach.
3. Highlight Expertise:
   • Position yourself as a consultant, not just a salesperson. Demonstrate your deep understanding of their industry and offer strategic advice.
4. Show Long-Term ROI:
   • Focus on the long-term benefits of your solutions, including increased efficiency, reduced costs, and improved customer loyalty.
5. Emphasize Integrations:
   • Show all the software, and hardware that your processing is compatible with.

The Bottom Line:

Square offers convenience, but we offer solutions. By focusing on customization, expertise, and long-term value, you can confidently compete and win against the Square ecosystem.

Tomorrow’s let’s look at Friday’s Top 10 Ways to Conquer Square

Go forth and conquer!

Happy Selling,

David

As we discussed yesterday Square’s “simple” flat-rate pricing is a common hook, but let’s be real: it’s not always the best deal for your prospects. As experts, we know how to break down these fees and show businesses where they’re losing money. Let’s dissect Square’s processing fees and use that knowledge to our advantage.

Understanding Square’s Fee Structure:

Here’s the breakdown of Square’s processing fees, which we’ll use to illustrate their potential drawbacks:

• In-Person (Tap, Dip, Swipe): 2.6% + 15¢ per transaction
• Online Store/eCommerce API: 2.9% + 30¢ per transaction
• Manually Entered/Card on File: 3.5% + 15¢ per transaction
• Invoices: 3.3% + 30¢ per transaction

Why These Rates Can Be a Problem:

1. High-Volume Businesses Get Hammered:
   • While the flat rate seems convenient, businesses with significant monthly sales volumes will find that these percentages add up quickly. Interchange-plus pricing, which we offer, can provide substantial savings for these businesses.
   • Your Pitch: “Let’s analyze your monthly transaction volume. You might be surprised how much you’re overpaying with Square’s flat-rate model. We can offer you a transparent, interchange-plus pricing structure or dual pricing program that scales with your success, saving you money on every transaction.”
2. Online and Manual Transactions are Expensive:
   • The higher fees for online and manually entered transactions (2.9% + 30¢ and 3.5% + 15¢, respectively) can significantly impact businesses with a large online or mail/phone order presence.
   • Your Pitch: “If a large percentage of your business comes from online or manually entered transactions, Square’s rates can eat into your profits. Our solutions offer more competitive rates for these types of transactions.”
3. Invoice Payments: Hidden Costs:
   • 3.3% + 30¢ for invoices is also expensive. Many businesses that invoice other businesses, can see a large cost here.
   • Your Pitch: “For businesses that send a lot of invoices, that 3.3% + 30c per transaction can add up quick. Let’s look at how much you are currently spending, and how much we can save you.”

Addressing Square’s Non-Compliant Surcharges and Ineffective Dual Pricing

One area where Square often falls short is in its handling of surcharges and dual pricing. While they offer features that appear to address these concepts, they frequently lead to non-compliance and customer dissatisfaction. This presents a significant opportunity for you to demonstrate your expertise and offer superior, compliant solutions.

Square’s Surcharge Pitfalls:

• Lack of Transparency:
  • Square’s surcharge implementations often lack the required transparency, leading to customer confusion and potential chargeback disputes. Many businesses using Square’s surcharge functions, unknowingly break the rules of Visa and Mastercard.
• Non-Compliance Risks:
  • Many businesses using Square’s solutions find themselves unintentionally violating card network rules regarding surcharges, potentially leading to fines and account issues.
• Customer Friction:
  • The way Square handles surcharges can create friction at the point of sale, damaging customer relationships.

Square’s Ineffective Dual Pricing (Cash Discounting):

• Hidden Fees and Awkward Presentations:
  • Square’s cash discounting often results in businesses effectively penalizing cash customers with hidden fees or awkward “surcharges” disguised as discounts. This is not true dual pricing.
• Lack of True Discounting:
  • True dual pricing involves offering a genuine discount for cash payments, clearly displayed and understood by the customer. Square’s approach often fails to achieve this.
• Compliance Issues:
  • Many of the ways that Square allows for cash discounting, are not compliant with card brand rules.

Your Compliant and Customer-Friendly Solutions:

• Transparent Surcharging:
  • Offer solutions that ensure full transparency, adhering to all card network regulations. Educate your clients on compliant surcharging practices.
• True Dual Pricing Implementation:
  • Provide solutions that enable genuine cash discounts, clearly displayed and communicated to customers. Emphasize the benefits of boosting customer satisfaction and loyalty.
• Education and Guidance:
  • Position yourself as an expert, guiding your clients through the complexities of surcharges and dual pricing. Help them avoid costly compliance mistakes.
• Highlighting your compliance:
  • Stress the importance of working with a partner that understands, and can implement a compliant dual pricing, or surcharge program.

By offering compliant and transparent surcharge and dual pricing solutions, you can differentiate yourself from Square and build trust with your clients. Emphasize the importance of avoiding compliance pitfalls, potential fines and creating a positive customer experience.

How to Use This Information to Your Advantage:

• Educate Your Prospects:
  • Don’t just criticize Square; educate your prospects on the nuances of their fees. Explain how interchange-plus pricing works and how it can save them money.
• Highlight Transparency:
  • Emphasize the transparency of your pricing structure compared to Square’s seemingly simple but potentially costly flat rates.
• Offer a Free Cost Analysis:
  • Provide a free cost analysis to show potential clients exactly how much they could save by switching to your services. This tangible proof of savings is a powerful selling tool.
• Focus on Value, Not Just Price:
  • While price is important, emphasize the value of your services, including personalized support, advanced features, and tailored solutions.

By understanding Square’s fee structure and communicating its potential drawbacks effectively, you can position yourself as a trusted advisor and win more deals. Remember, it’s not just about undercutting Square’s rates; it’s about providing a better, more cost-effective solution for your clients’ long-term success.

Tomorrow we wrap up with part 3 – Beyond the Square Ecosystem: Offering Real Solutions, Not Just Bundled Tools

Happy Selling,

David

Let’s take the next three days and talk about Square. They’ve carved out a very nice niche, no doubt. But are they really the best fit for every business? As seasoned sales professionals, we know the answer is a resounding NO. Let’s break down why you’re holding a winning hand against this “flat-rate” giant.

1. The “Flat-Rate” Fallacy: Higher Fees for High-Flyers

Square’s so called “simple” 2.6% + 15¢ per swipe sounds appealing, right? But for businesses processing significant volume, it’s a trap! Interchange-plus pricing or dual pricing will dramatically reduce or eliminate costs for those high-volume clients. And don’t even get me started on the 3.5% + 15¢ for keyed-in transactions – highway robbery!

Your Pitch: “Mr./Ms. Business Owner, let’s analyze your monthly volume. You might be surprised how much you’re overpaying with Square’s flat-rate model. We can offer you a transparent, interchange-plus pricing or dual pricing structure that scales with your success.”

2. Account Instability: The Sword of Damocles

Square’s aggregator model means your clients are at the mercy of their algorithms. Sudden account holds, freezes, and terminations? That’s a nightmare scenario. We offer individual merchant accounts, providing stability and peace of mind.

Your Pitch: “Imagine your funds being frozen without warning. Square’s aggregator model puts your business at risk. We offer dedicated merchant accounts, ensuring your funds are secure and accessible.”

3. Customer Support Black Hole: No Lifeline When You Need It

Limited phone support during business hours and no dedicated account manager? That’s not service – that’s a gamble. We offer personalized support, including dedicated account managers who understand your clients’ unique needs.

Your Pitch: “When you need help, you need it now. Square’s limited support can leave you hanging. We provide dedicated account managers and 24/7 support to ensure you’re never alone.”

4. No Room to Negotiate: One Size Fits… Nobody

Square’s rigid pricing structure leaves no room for negotiation. We understand that every business is different. We offer custom, negotiable rates tailored to your clients’ specific needs.

Your Pitch: “Your business is unique. Why settle for a one-size-fits-all solution? We offer flexible, negotiable rates that reflect your business’s specific needs and growth potential.”

5. High-Risk? High-Volume? High-Tail It Out of There!

Square’s limitations are glaring when it comes to high-risk industries and high-volume businesses. They lack the advanced fraud prevention tools and specialized support these clients need.

Your Pitch: “For businesses in specialized industries or those processing significant volumes, Square’s limitations become clear. We offer robust fraud prevention tools and tailored solutions for high-risk and high-volume businesses.”

6. Locked into the Square Ecosystem: Hardware Headaches

Square’s proprietary hardware and software lock businesses into their ecosystem. Want to switch processors? Good luck! We offer flexible solutions that integrate with a wide range of hardware and software.

Your Pitch: “Don’t get locked into a single ecosystem. We offer flexible solutions that work with your existing hardware and software, giving you the freedom to choose.”

7. POS Integration Nightmares: Forced to Fit a Square Peg in a Round Hole

Square’s POS system does not integrate with industry-specific software, forcing businesses to adopt their system or find clunky workarounds. We offer seamless integration with a wide range of POS systems.

Your Pitch: “Your POS system is the heart of your business. Don’t compromise. We offer seamless integration with your existing POS system, ensuring a smooth and efficient workflow.”

8. True Dual Pricing: Empowering Customers, Not Penalizing Them

Square, while offering some form of cash discounting, often falls short of true dual pricing. Many businesses using Square’s methods end up effectively penalizing cash customers with hidden fees or awkward “surcharges.” We offer true dual pricing solutions that are transparent and compliant, allowing businesses to offer genuine discounts for cash payments, boosting their bottom line and customer satisfaction.

Your Pitch: “Imagine offering your customers a genuine discount for paying with cash, without any hidden fees or awkward surcharges. That’s the power of true dual pricing. Unlike Square’s often-murky approach, we provide transparent and compliant solutions that empower your customers and boost your profits. We ensure that your cash discounting program is fully compliant and that your customers understand the benefits of paying with cash. This creates a win-win situation, enhancing customer loyalty and increasing your bottom line.”

Square is a decent entry point, but it’s not a long-term solution for growing businesses. We offer the personalized service, flexible pricing, and robust features that businesses need to thrive.

Arm yourself with this knowledge and go out there. Show your prospects why they deserve more than Square. Show them the value of a true merchant services partner.

Tomorrow we will look at Part 2 – Decoding Square’s Fees: Your Secret Weapon to Win More Deals

Happy Selling,

David

Stop letting deals slip away. Rise and conquer your targets. Eliminate distractions and excuses – those pipeline leaks won’t fix themselves. Your bonuses and residual’s demand action, not procrastination.

Define your sales goals. Craft a relentless action plan. Motivation sparks, but disciplined prospecting and follow-up fuel the close.

Time is your most valuable resource. Audit it. Eliminate wasted calls and unproductive meetings. Invest it strategically meeting with high-value leads and closing activities. Your time allocation dictates your sales success.

Push beyond comfort zones. Execute daily actions that drive closings . Even on days you face rejection, keep prospecting, pitch and close.

True sales success is built on consistent, disciplined activity. It’s the “get the deal done” mentality that elevates your success.

Talent alone is insufficient. Action is paramount. Stop talking about potential, start closing deals. Commit to execution, expect to close the deal.

Act, even if you feel unprepared. Learn and refine your pitch and closing techniques with every call.

Sales success is deliberate, not accidental. It requires a concrete plan, relentless prospecting, and unwavering effort. Stop waiting for the perfect lead; create opportunities through action.

End procrastination. Take decisive action now. Avoid analysis paralysis – don’t overthink the close, just do it.
The “secret” is simple: consistent activity. Execute.

Today is your turning point. Mistakes are inevitable. Learn, adapt, and persist. Regardless of setbacks, keep prospecting, keep pitching, keep closing. Let’s make this week great!

Happy Selling,
David

Mother’s Day is more than just flowers and cards. It’s a celebration of unwavering strength, boundless love, and the incredible impact mothers have on our lives. As we approach this special day, let’s dive into some fascinating facts that remind us why mothers are truly extraordinary, and extend that celebration to the incredible bonus moms in our lives.

From the Home Office in Chicken, Alaska

Here are this Friday’s Top 10 Inspiring Facts About Mother’s Day

10. A Global Celebration of Gratitude:

Mother’s Day is celebrated in over 50 countries worldwide, although the dates and traditions vary. This global recognition highlights the universal appreciation for mothers, spanning cultures and continents. Remember, your love transcends borders.  

9. The White Carnation’s Symbolism:

Anna Jarvis, the founder of Mother’s Day in the U.S., chose the white carnation as the holiday’s symbol. White carnations represent purity, strength, and enduring love. Just like these flowers, a mother’s love is resilient and beautiful.  

8. More Calls Than Any Other Day:

Mother’s Day sees more phone calls than any other day of the year. This surge in communication underscores the deep emotional connection we share with our mothers. Take the time to reach out and let her know she’s cherished.  

7. A Day for Self-Care, Too:

While celebrating our mothers, let’s also acknowledge the importance of self-care. Many mothers dedicate their lives to others, often putting their needs last. Encourage the mothers in your life to take a moment for themselves. You deserve it!

6. The Economic Impact:

Mother’s Day is one of the biggest spending holidays in the U.S., with billions spent on gifts. This reflects the immense value we place on honoring mothers. But remember, a heartfelt gesture means more than any material gift.  

5. Ancient Roots:

The concept of honoring mothers dates back to ancient civilizations. In ancient Greece and Rome, spring festivals celebrated maternal goddesses. This historical context reminds us that the appreciation for motherhood is timeless.

4. Anna Jarvis’s Original Vision:

Anna Jarvis envisioned Mother’s Day as a day of personal celebration, a time to visit your mother and family. Her original intent was to foster connection and appreciation. Let’s keep that spirit alive.

3. The Power of a Mother’s Influence:

Studies have shown that a mother’s influence significantly impacts a child’s development, from emotional intelligence to academic success. Your impact is immeasurable.  

2. Every Mother’s Story is Unique:

Every mother has a unique journey, filled with challenges and triumphs. Each story is a testament to resilience and love. Take the time to listen and learn from her experiences.

And the #1 Inspiring Facts About Mother’s Day is …

1. Unconditional Love: The Heart of Mother’s Day:

At the core of Mother’s Day is the celebration of unconditional love. A mother’s love is a constant, unwavering force that shapes our lives. It’s a reminder of the power of compassion and the enduring bonds that connect us. Let’s not forget the incredible “bonus moms” – stepmothers, adoptive mothers, foster mothers, grandmothers, aunts, and other women who step into a maternal role with open hearts. They choose to love and nurture, providing support, guidance, and unwavering affection. Their love is a testament to the power of chosen family and the boundless capacity of the human heart. They deserve every bit of celebration and recognition.

This Mother’s Day, let’s not just give gifts, but also give our time, our appreciation, and our love. Let’s celebrate the incredible women who have shaped our world, one loving gesture at a time.

Have a wonderful Mother’s day Weekend,

David

This may not be the post you are expecting. We spend a lot of time talking about prospecting, and closing the deal, but I don’t think I ever talked about how to close an account. As a merchant services salesperson, you know the game: signing up merchants is the win, but sometimes you’ve got to help them close their accounts—whether it’s their choice or yours. Maybe they’re switching providers, shutting down their business, or you’re cutting ties with a bad client. Whatever the reason, closing an account cleanly is just as important as opening one. It keeps your reputation solid and avoids headaches down the road. Here are three battle-tested ways to get it done right.

1. Follow the Contract Termination Process to the Letter

Every merchant services agreement has a termination clause—your first stop is digging into that fine print. Most contracts require written notice, usually 30 or 60 days in advance, sent via email or certified mail to a specific contact at the processor. Double-check the merchant’s copy and yours to confirm the terms match. If there’s an early termination fee (ETF), calculate it upfront and let them know what they’re on the hook for—no surprises.

Pro tip: Document every step. Send a confirmation email after they submit the request and keep records of all correspondence. This covers your back if they claim they “never agreed” to the fees later. A smooth exit here shows you’re a pro who respects the rules, even when they’re walking away.

2. Coordinate With the Processor Directly

Sometimes merchants drag their feet or don’t know the ropes, so you’ve got to take the lead. Call up the processor’s support line—yeah, the one you’ve got saved from your onboarding days—and get the exact steps for cancellation. Some processors have online portals for submitting closure requests; others want a signed form faxed over (old school, but it happens). Ask about any outstanding batches or chargebacks that need to clear first—those can delay things if you don’t flag them early.

Why bother? Because you’re the one they’ll blame if it goes sideways. Plus, staying on top of it keeps your relationship with the processor tight. You’re not just closing an account; you’re setting yourself up for the next deal.

3. Offer a Personal Walkthrough (and Sell the Exit)

This one’s for the closers who turn lemons into lemonade. Schedule a quick call or meetup with the merchant and walk them through the cancellation step-by-step. Explain how to submit the request, what fees might hit, and how long it’ll take to finalize. Keep it friendly—thank them for their business and ask why they’re leaving (you might learn something useful for your pitch next time).

Here’s the kicker: if they’re jumping to a competitor, sadly it happens, subtly remind them of your value—without being pushy. “Hey, if things don’t work out with the new guy, you know where to find me.” You’re not just closing an account; you’re leaving the door cracked for a comeback. I’ve had several over the years return later. Worst case, they remember you as the rep who didn’t burn the bridge.

Closing a merchant services account isn’t glamorous, but it’s part of the gig. Stick to the contract, lean on the processor, or go the extra mile with a personal touch—pick your play based on the situation. Do it right, and you’ll keep your name clean in this industry where word travels fast. Now, go handle it like the pro you are.

Happy Selling,

David

So, I’ve been “loosely trying” to learn golf. Let’s be honest, my relationship with the sport has been more like a series of brief, awkward encounters than a committed partnership. A couple of rounds on the course, followed by months of neglect – sound familiar?

Recently, I decided to dust off the (figurative) clubs and head to the driving range with my son-in-law. It was supposed to be a fun, casual outing. What I didn’t expect was the rude awakening that followed. Let’s just say my fingers, hand, and waist were screaming at me the next day. It felt like I’d wrestled a bear, not hit a few golf balls.

This experience, though painful, got me thinking. What does a sore hand and a wonky swing have to do with selling merchant services, or even general motivation? More than you might think.

The Painful Truth: Golf is Hard (and So is Everything Else)

Like many things worth doing, golf is deceptively challenging. You can watch professionals on TV and think, “How hard can it be?” Then you step up to the tee, swing, and realize you’ve just launched a ball into the stratosphere, or worse, dribbled it a few feet.

Getting good at golf, just like mastering any skill, requires consistent practice. You can’t expect to hit perfect shots after a few sporadic swings. You need to develop muscle memory, refine your technique, and understand the nuances of the game.

The Parallel to Merchant Services (and Life in General)

Selling merchant services is no different. It’s not a “one-and-done” activity. You don’t just magically become a top performer overnight. It requires:

• Consistent Practice: Just like hitting the driving range, you need to practice your pitch, refine your sales techniques, and stay up-to-date with industry knowledge.
• Building Muscle Memory: Repetition is key. The more you prospect, interact with clients, handle objections the more natural the process becomes.
• Refining Technique: You have to analyze your performance, identify areas for improvement, and adapt your approach.
• Understanding the Nuances: The merchant services industry is complex. You need to understand the different products, services, and client needs to be successful.
• Persistence: You will have bad shots(bad sales days), but you have to keep swinging.

The Motivating Factor: Embracing the Grind

My sore muscles were a reminder that progress often involves discomfort. It’s easy to get discouraged when you’re struggling, but that’s when practice becomes even more crucial.

Motivation isn’t about feeling inspired all the time. It’s about having the discipline to show up and put in the work, even when you don’t feel like it. It’s about recognizing that every swing, every sales call, every effort, is a step towards improvement.

The Take Away

Whether you’re trying to improve your golf swing, close more deals, or achieve any other goal, remember the power of practice. Don’t let the initial challenges discourage you. Embrace the grind, learn from your mistakes, and keep swinging (or dialing, as the case may be).

Just like I need to get back to the driving range to work on my swing, we all need to commit to practicing our skills and pushing ourselves to improve. Because, in the end, consistent effort is what separates the amateurs from the pros, in golf and in life.

Happy Selling.

David

Let’s face it, the merchant services game is a rollercoaster ride of highs, lows, and a whole lot of “wait, what was that?” moments. But here’s the secret weapon you’ve been searching for, straight from the wise words of Confucius:

“To know that we know what we know, and to know that we do not know what we do not know, that is true knowledge.” Confucius

This isn’t just about knowledge; it’s about power. It’s about unlocking your potential and dominating the field. Let’s break it down:

1. Own Your Wins! (And Amplify Them): “To know that we know what we know…”

* Fuel Your Fire: You’ve got skills. You close deals. You understand the tech. Don’t just acknowledge it – celebrate it! Let that expertise shine. Every successful pitch, every satisfied client, is fuel for your next victory.

* Become the Go-To Guru: You’re not just a salesperson; you’re a trusted advisor. When you speak from a place of genuine knowledge, clients listen. They feel confident, and that confidence translates to closed deals.

* Sharpen Your Edge: The world doesn’t wait. Invest in your expertise. Master the latest trends. Become the person everyone turns to for answers. You’re not just keeping up; you’re setting the pace.

2. Attack Your Knowledge Gaps! (They’re Opportunities in Disguise): “…and to know that we do not know what we do not know…”

* Embrace the Challenge: That feeling of “I don’t know” isn’t a weakness; it’s a launchpad. It’s where growth happens. Every question you can’t answer is a chance to learn, to evolve, to become even more powerful.

* Become a Learning Machine: Turn those knowledge gaps into your personal training ground. Seek out mentors, devour industry insights, and become a master of the unknown.

* Turn “I Don’t Know” into “Let Me Find Out”: Never fake it. Honesty builds trust. When you admit you don’t have an answer, you show integrity. And when you come back with the solution? You become a hero.

This isn’t just about selling merchant services; it’s about mastering yourself. It’s about recognizing your strengths, confronting your weaknesses, and turning every challenge into an opportunity.

* You are a force. Your knowledge, your drive, your willingness to learn – that’s your superpower.

* Don’t settle for “good enough.” Strive for mastery. Push your boundaries. Become the best version of yourself.

* Every “NO” is a step closer to a “YES.” Every challenge is a chance to rise higher.

Go out there and conquer the world. You’ve got the knowledge, the drive, and the Confucius-approved mindset to make it happen!

Hey Dave, Who was Confucius guy?

Aww, great question. Confucius, We always say Confucius says this…. Confucius says that…. but who was he? he was born Kong Qiu around 551–479 BCE, was a highly influential Chinese philosopher and teacher whose teachings have profoundly shaped East Asian culture. Living during the turbulent Spring and Autumn period, he sought to restore social harmony through ethical principles emphasizing moral conduct, respect for social hierarchies, and the importance of education. His philosophy, known as Confucianism, centers on concepts like “ren” (benevolence), “li” (ritual propriety), and “xiao” (filial piety), and his ideas are preserved in the “Analects,” a collection of his sayings. His legacy continues to impact understandings of governance, social relationships, and individual morality. Basically the Dr. Seuss of ancient times. (Source: Google, except for the Dr. Seuss part)

Happy selling,

David