Author: David Matney

Today, we celebrate a victory, a moment of resilience, and the vibrant spirit of overcoming challenges. While Cinco de Mayo commemorates the Mexican army’s triumph at the Battle of Puebla, let’s translate that energy into our sales goals!

Why Cinco de Mayo Resonates with Sales Pros:

Think about it: the Battle of Puebla was about facing seemingly insurmountable odds and emerging victorious through strategy, determination, and a whole lot of heart. As salespeople, we often face similar battles – tough quotas, challenging prospects, and the ever-changing market. Just like those soldiers, we need to:

• Strategize: Plan your approach. Understand your market, your prospects, and your competition.
• Be Resilient: Rejection is part of the game. Dust yourself off, learn from each experience, and keep moving forward.
• Show Heart: Passion and enthusiasm are contagious. Let your genuine excitement for your product or service shine through.

Spice Up Your Sales Strategy!

Today, let’s infuse our sales efforts with the festive spirit of Cinco de Mayo. Here are a few motivational “ingredients” to add to your day:

• Celebrate Small Wins: Just like the Mexican army celebrated their victory, take a moment to acknowledge your progress. Did you secure a meeting? Close a deal? Even a positive sales call deserves a mini-celebration!
• Embrace the Fiesta Spirit: Bring energy and enthusiasm to every interaction. A positive attitude can be the difference between a “NO” and a “YES.”
• Build Stronger Connections: Cinco de Mayo is about community and camaraderie. Take time to connect with your team, share successes, and offer support.
• Focus on the Goal: Remember the big picture. Just like the soldiers at Puebla fought for a cause, we’re working towards our goals. Keep your eyes on the prize!

Today, let’s raise a metaphorical glass (or a real one, after work!) to our hard work, our resilience, and our commitment to success. Let’s channel the spirit of Cinco de Mayo and make today a day of victories – big and small.

Sales Tip of the Day:

• Follow up with a personal touch. Send a quick email or make a call or drop by to check in with a prospect. A genuine connection can go a long way.

Remember: Every “NO” brings us closer to a “YES.” Let’s keep pushing forward, stay positive, and celebrate every milestone along the way.

Feliz Cinco de Mayo, and happy selling!

David

May, the fifth month of the year, is often associated with Mother’s Day, graduations and the official start to summer, Memorial Day. But did you know that there’s a lot more to this month than meets the eye? Here are this Friday’s Top 10 fascinating facts about May that might surprise you:

From the Home Office in May, West Virginia

10. May’s Name: The month of May is named after Maia, the Roman goddess of growth and fertility. It is believed that the ancient Romans named the month after her because May is when spring is in full bloom.

9. Unlucky to Marry in May: An old superstition warns against marrying in May, as the rhyme goes, “Marry in May and you’ll rue the day.” This superstition may have originated from the belief that May was a time of unstable weather and therefore an unlucky time to start a new life together.

8. No President Has Died in May: Interestingly, no U.S. president has ever died in the month of May. It’s a unique distinction for this month in American history.

7. May Day Traditions: May Day, celebrated on May 1st, has a rich history dating back to ancient Roman and Celtic traditions. It was a time of celebration for spring and fertility, often involving dancing, singing, and the crowning of a May Queen.

6. Mother’s Day: Celebrated on the second Sunday of May, Mother’s Day is a special occasion to honor and appreciate mothers. It originated in the early 20th century and has become a global phenomenon.

5. Birthstones and Flowers: May’s birthstone is the emerald, a gemstone associated with love, success, and good fortune. The lily of the valley is the birth flower for May, symbolizing purity, humility, and sweetness.

4. Star Wars Day: May 4th has become a beloved day for Star Wars fans worldwide. The pun “May the fourth be with you,” playing on the famous line “May the Force be with you,” makes it a fun day for celebrating the iconic franchise.

3. Birthstones and Flowers: May’s birthstone is the emerald, a gemstone associated with love, success, and good fortune. The lily of the valley is the birth flower for May, symbolizing purity, humility, and sweetness.

2. No Month Repeats May’s Start/End: In any given year, no other month ever begins or ends on the same day of the week as May. This makes May unique in its positioning on the calendar.

And the #1 Top 10 Things You May Not Know About the month of May is …

1. A Month for Growth: May is a time of growth and renewal, both in nature and for many people. It’s a month to embrace new beginnings, enjoy the beauty of spring, and celebrate the special moments with loved ones.

So, as you navigate through the month of May, remember these interesting facts and enjoy all that this month has to offer!

Have a great weekend,

David

May 1st, It’s more than just the start of a new month; it’s a call to action, a rallying cry for every salesperson ready to ignite their potential! The world is waking up, businesses are buzzing, and opportunity is ripe for the taking. This isn’t just another month on the calendar; it’s a launchpad for our summer success!

Think of May as a fresh start, a clean slate. We’ve shaken off the remnants of winter, and now it’s time to bloom alongside the spring flowers. This month is packed with holidays and events that translate directly into sales opportunities. Cinco de Mayo’s vibrant energy, Mother’s Day’s heartwarming rush, Memorial Day’s celebratory weekend – each presents a unique chance to connect, provide solutions, and close deals.

Why May is Your Month to Shine:

• Renewed Energy: The longer days and warmer weather create a positive atmosphere, making businesses more receptive to new ideas and solutions.
• Holiday-Driven Demand: The surge in consumer spending during May holidays creates a perfect storm for increased merchant activity and the need for seamless payment processing.
• The Start of Summer: Businesses are gearing up for the summer rush, and they need reliable merchant services to handle the influx of customers.

Your Motivational Toolkit for May:

• Embrace the Hustle: May is a month for action. Don’t let opportunities slip through your fingers. Get out there, network, and connect with potential clients.
• Focus on Solutions, Not Just Sales: Understand the unique challenges businesses face during these busy times and offer tailored solutions that address their specific needs.
• Fuel Your Passion: Remember why you chose this profession. You’re not just selling merchant services; you’re empowering businesses to thrive.
• Celebrate Small Wins: Each successful interaction, each closed deal, is a victory. Acknowledge and celebrate your progress.
• Stay Positive and Persistent: Rejection is part of the game. Don’t let it discourage you. Keep your head up, stay positive, and keep pushing forward.
• Visualize Your Success: See yourself closing deals, exceeding your targets, and achieving your goals. Your mindset is your greatest asset.
• Learn and Adapt: The merchant services landscape is constantly evolving. Stay up-to-date on the latest trends and technologies.
• Remember your value: You are providing a service that helps businesses grow and thrive.

May Day, May Day! This is your call to action! Let’s make this month a testament to your hard work, dedication, and unwavering spirit. Go out there, seize the momentum, and conquer May! Your success is waiting.

Happy Selling,

David

Alright, buckle up, folks, because tomorrow is May 1st, and that means one thing: the sun is officially trying to cook us like a rotisserie chicken. I swear, yesterday I saw a squirrel sweating, and it was using a tiny little palm leaf as a fan. You know it’s getting serious when even the wildlife is considering switching to iced tea. But hey, let’s not let the impending heatwave melt our sales goals! Instead, let’s make sure our summer is sizzling with closed deals and happy merchants. Here are three tips to start May and the summer months off strong.

1. “Summer Slowdown” is a Myth (Mostly): Capitalize on Seasonal Businesses.

We’ve all heard the whispers: “Summer’s slow.” “People are on vacation.” “Everyone’s at the beach.” While it’s true that some businesses see a dip, many others boom during the summer. Think food trucks, ice cream parlors, snow cone stands, outdoor event organizers, and local festivals. These are your goldmines!

• Actionable Tip: Update your CRM to include seasonal business categories. Proactively reach out with solutions tailored to their summer needs. Offer mobile payment options for outdoor events, online ordering for food vendors, or flexible POS systems for pop-up shops. Show them you understand their seasonal challenges and are ready to help them thrive.
• Why it Matters: You’re not just selling a service; you’re offering a lifeline during their peak season. This builds strong relationships and generates consistent revenue.

2. “Cool Down” Your Pitch with Value-Added Services.

When the mercury rises, people crave convenience and efficiency. This is your chance to shine by offering value-added services that make merchants’ lives easier.

• Actionable Tip: Focus on solutions that streamline operations and enhance customer experience. Think mobile payments, online ordering, online invoicing, loyalty programs, and inventory management tools. Highlight how these services can help them manage increased traffic and maintain smooth operations, even when it’s hot outside.
• Why it Matters: You’re not just selling a payment processor; you’re selling time, efficiency, and a better customer experience. That’s a powerful pitch, especially during the busy summer months.

3. “Grill Up” Some Networking Opportunities.

Summer is the season of community events, local markets, and outdoor gatherings. These are perfect opportunities to network and connect with potential clients.

• Actionable Tip: Attend local business events, chamber meetings, sponsor a community festival, or even host a small networking BBQ for local merchants. Bring your A-game, be approachable, and focus on building genuine relationships. Don’t just hand out business cards; have meaningful conversations and understand their needs.
• Why it Matters: As my mentor Mark Akers always says people buy from people they know and trust. Building a strong local network is essential for long-term success in merchant services. Plus, who doesn’t love a good BBQ?

So, there you have it, folks! Three tips to help you crush your sales goals this summer. Remember, while the sun might be trying to turn us into human BBQ, we’re here to turn those leads into closed deals. Let’s make this summer the most profitable one yet!

Now, if you’ll excuse me, I’m going to go find a squirrel with a tiny umbrella and offer it some ice tea.

Happy Selling,

David

Selling payment processing can sometimes feel like a transactional game – closing deals, following up, and moving on to the next prospect. But what if you could infuse your career with deeper meaning? What if you could connect your daily work to a larger purpose, transforming it from a job into a fulfilling mission?

Finding your “WHY” – your intrinsic motivation – is the key to unlocking that sense of purpose. It’s about looking beyond the surface and discovering how your work contributes to something bigger than yourself.

Why Does Finding Your “WHY” Matter?

• Increased Motivation: When you understand the deeper impact of your work, you’ll feel more driven and engaged.
• Enhanced Resilience: A strong “why” will help you overcome challenges and bounce back from setbacks.
• Greater Job Satisfaction: Connecting your work to your values and purpose leads to a more fulfilling career.
• Improved Performance: When you’re passionate about what you do, your performance naturally improves.
• Stronger Client Relationships: Clients can sense genuine enthusiasm and purpose, which builds trust and rapport.

How to Discover Your “WHY” in Merchant Services Sales:

1. Reflect on Your Values:
   • What’s truly important to you? Is it helping others, supporting small businesses, or contributing to economic growth?
   • How do your personal values align with the work you do in merchant services?
2. Consider the Impact of Your Work:
   • How do your solutions help businesses thrive?
   • How does efficient payment processing contribute to a positive customer experience?
   • Think about the local coffee shop, the family owned resturant, or the local boutique. You are helping those people succeed.
3. Focus on the People You Serve:
   • Remember that you’re not just selling a product; you’re providing a valuable service to business owners.
   • How can you make a positive difference in their lives and businesses?
   • Think of the relief a business owner feels when you solve a payment problem for them.
4. Connect to the Bigger Picture:
   • How does the merchant services industry contribute to the overall economy?
   • How are you playing a role in the evolution of commerce?
   • Consider how you are helping to enable the flow of commerce.
5. Identify Your Strengths and Passions:
   • What aspects of your job do you enjoy the most?
   • How can you leverage your strengths to make a greater impact?
   • If you enjoy problem solving, realize you are solving problems for business owners every day.
6. Tell Your Story:
   • Once you’ve identified your “why,” articulate it in a clear and compelling way.
   • Share your story with your colleagues, clients, and network.
   • This will help reinforce your purpose and inspire others.

Examples of “WHY” Statements for Merchant Services Professionals:

• “My ‘WHY’ is to empower small business owners by providing them with the tools and technology they need to succeed.”
• “I am driven to help local businesses grow and thrive, contributing to the vitality of my community.”
• “My purpose is to simplify payment processing, allowing business owners to focus on what they do best.”
• “I want to be a trusted partner for businesses, helping them navigate the complexities of the payment landscape.”

By connecting your work to a deeper purpose, you can transform your sales career into a meaningful and fulfilling endeavor.

Find your “WHY,” and let it fuel your passion, drive your success, and inspire those around you.

Happy Selling,

David

It’s a hard truth that many people simply exist, rather than truly live a fulfilling life. Given life’s brevity, discovering and pursuing our passion and purpose is vastly important.

Purpose isn’t a static destination; it’s a dynamic journey. What drove us as children or young adults will likely differ from what fuels us today. Remember when our purpose might have been building the tallest Lego tower, or mastering a new video game? Now, our aspirations have matured, reflecting our evolving selves.

No matter your age, having a “WHY” to greet each day is essential. Studies suggest a correlation between retirement without a renewed sense of purpose and a decline in longevity. The importance of continuous growth and goal-setting, regardless of life’s stage.

Discovering and living your purpose is a deeply personal and transformative process. It demands introspection, courage, and unwavering dedication. Your purpose provides the motivation to overcome challenges and achieve your goals. When aligned with your purpose, you feel a sense of contribution and experience increased optimism, resilience, and hope.

Mark Twain’s insightful quote resonates: “The two most important days in your life are the day you are born and the day you find out why.” To lead a meaningful and successful life, you must uncover your “why.” This is the key to unlocking your true purpose.

Your purpose is what ignites your passion, what brings you joy, and what reflects the essence of who you are. It’s something you genuinely love to do.

Recognize that your purpose may evolve throughout your life. Embrace this evolution as an integral part of your journey. Commit to continuous growth, learning, and self-improvement.

You possess unique talents, and it’s time to realize your dreams and live your purpose. Begin by setting specific, achievable goals and nurturing your passions. Surround yourself with positive, supportive individuals who inspire you to become your best self.

Today, I encourage you to articulate your purpose in writing. Putting it on paper makes it tangible and actionable. Commit to yourself, ignite your motivation, and pursue your goals with fervor. Step outside your comfort zone and start living your “WHY”!

This is your time to embrace your ever-evolving purpose and live it fully.

Happy Selling,

David

Alright, let’s flip the script and focus on the positive! A coupe weeks ago we did the top 10 things we are tired of hearing now lets countdown on the things merchant services salespeople are happy to hear:

From the Home office in Bald Head Maine, Here are

The Top 10 Things Merchant Services Salespeople Love to Hear

Merchant services salespeople face a lot of challenges, but they also experience the satisfaction of helping businesses succeed. Here’s a look at the phrases that bring a smile to our faces:

10. “I’m open to exploring my options.”

• Why it’s great: It signals a willingness to engage in a productive conversation. It means the salesperson has a chance to present their value.
• What they’re thinking: “Fantastic! Let’s see how we can improve your current situation.”

9. “Can you explain how this technology works?”

• Why it’s great: It shows genuine interest in learning and understanding the solutions offered. Salespeople love educating their clients.
• What they’re thinking: “I’m happy to! Let me show you how this can benefit your business.”

8. “I appreciate you taking the time to explain everything.”

• Why it’s great: It acknowledges the salesperson’s effort and expertise. It’s a simple but powerful form of appreciation.
• What they’re thinking: “That’s why I’m here! I want you to feel confident in your decision.”

7. “I’m looking for a long-term partnership.”

• Why it’s great: It indicates a desire for a stable and mutually beneficial relationship. It’s not just about a quick sale.
• What they’re thinking: “Great! We’re committed to supporting your business as you grow.”

6. “What kind of customer support do you offer?”

• Why it’s great: It shows the client is thinking about the long term, and that they understand that when problems arise, they need help.
• What they’re thinking: “Customer service is a huge point of pride for our company, let me tell you about our excellent support.”

5. “I’m ready to streamline my payment process.”

• Why it’s great: It highlights a specific need that the salesperson can address. It’s a clear opportunity to provide a valuable solution.
• What they’re thinking: “Perfect! We have the tools and expertise to make your transactions faster and easier.”

4. “I’ve heard good things about your company.”

• Why it’s great: It validates the salesperson’s efforts and the company’s reputation. It’s a positive start to the conversation.
• What they’re thinking: “That’s fantastic! We strive to provide excellent service and build strong relationships.”

3. “Let’s compare your proposal to my current statement.”

• Why it’s great: It demonstrates a data-driven approach and a willingness to make an informed decision. It allows for a transparent comparison.
• What they’re thinking: “Excellent! Let’s break down the numbers and see the real value.”

2. “I’m impressed with your knowledge of the industry.”

• Why it’s great: It acknowledges the salesperson’s expertise and builds trust. It reinforces their credibility.
• What they’re thinking: “I’ve worked hard to stay up-to-date! I’m glad my expertise is helpful.”

And the #1 The Top 10 Things Merchant Services Salespeople Love to Hear is …

1. “Yes, I’d like to move forward.”

• Why it’s great: It’s the ultimate goal! It signifies a successful sales process and a new client relationship.
• What they’re thinking: “Wonderful! We’re excited to partner with you and help your business thrive.”

At the heart of every salesperson is a desire to help businesses succeed. Hearing these positive phrases reinforces that our hard work is making a difference. It’s a reminder that building strong relationships, providing valuable solutions, and educating clients are the keys to a rewarding career.

Have a great weekend ,

David

We often focus on the numbers: interchange rates, processing volumes, and profit margins. But let’s be honest, the true engine of our success isn’t just the data; it’s how we communicate it. Your words are your most powerful tools, shaping perceptions, building trust, and ultimately, closing deals.

Think of it this way: a carpenter doesn’t just swing a hammer blindly. They understand the nuances of each tool, selecting the right one for the job. Similarly, we need to master our verbal toolbox to effectively navigate the complexities of merchant services sales.

Here’s how to wield your words like a pro:
1. Clarity and Simplicity: Cut Through the Jargon
* Problem: Merchant services can be a maze of technical terms. Throwing around acronyms and industry jargon will only confuse potential clients.
* Solution: Speak in plain, understandable language. Break down complex concepts into digestible pieces. Use analogies and real-world examples to illustrate your points.
* Example: Instead of saying, “Let’s discuss your PCI compliance,” try, “We’ll make sure your business is secure and follows the rules for accepting card payments, protecting you and your customers.”

2. Active Listening: Hearing Beyond the Words
* Problem: We’re often so focused on delivering our pitch that we miss crucial cues from the client.
* Solution: Practice active listening. Pay attention to not just what they say, but how they say it. Ask clarifying questions and summarize their concerns to show you’re truly listening.
* Example: “It sounds like you’re concerned about the potential for hidden fees. Can you tell me more about what you’ve experienced in the past?”

3. Empathy and Understanding: Connecting on a Human Level
* Problem: Clients don’t just buy a service; they buy a relationship.
* Solution: Show genuine empathy and understanding for their business challenges. Acknowledge their frustrations and offer solutions that address their specific needs.
* Example: “I understand that managing cash flow can be tough, especially for a growing business. We can help streamline your payment processing to get you paid faster.”

4. Storytelling: Painting a Picture of Success
* Problem: Dry facts and figures can be boring and forgettable.
* Solution: Use storytelling to illustrate the benefits of your services. Share success stories of other businesses you’ve helped. Paint a picture of how your solutions can transform their operations.
* Example: “We worked with a local bakery that was struggling with long checkout lines. After implementing our mobile POS system, they saw a 20% increase in sales during peak hours.”

5. Confidence and Authority: Speaking with Conviction
* Problem: Hesitation and uncertainty can undermine your credibility.
* Solution: Speak with confidence and authority, but without being arrogant. Believe in the value of your services and let that passion shine through.
* Example: “We’re confident that our integrated payment solutions will not only save you money but also improve your customer experience.”

6. Tailored Language: Speaking Their Language
* Problem: Every industry and business is unique.
* Solution: Learn the specific language and terminology of your client’s industry. Tailor your communication to their specific needs and concerns.
* Example: If speaking with a restauranteur, mention “table turnover” and “online ordering integration.” If speaking with a retail owner, mention “inventory management” and “Omnichannel sales.”

7. Closing with Impact: Clear and Concise Calls to Action
* Problem: Vague or hesitant closing statements can leave clients unsure of the next steps.
* Solution: End your conversations with clear and concise calls to action. Be direct and confident in asking for the business.
* Example: “Based on our discussion, I recommend we move forward with the [specific plan]. Would you like to schedule a time to finalize the paperwork?”

Your words are more than just sounds; they’re the building blocks of your success. By mastering the art of communication, you can build stronger relationships, overcome objections, and close more deals. So, sharpen your verbal tools, listen attentively, and speak with confidence. Remember, in merchant services sales, your words are your most valuable asset.

Happy Selling,

David

We all have them. Those little (or not-so-little) quirks, routines, or even outright avoidance tactics that we know, deep down, aren’t serving us. As merchant services salespeople, we’re driven, ambitious, and often fiercely independent. But even the most seasoned pros can fall prey to a habit that’s silently chipping away at their potential.
Let’s be real: you know what it is.
Maybe it’s:
* The “prospecting procrastination.“ You tell yourself you’ll hit the phones after “just one more email,” and suddenly, it’s 4 PM.
* The “surface-level follow-up.” A quick email here, a rushed call there, but no real effort to build genuine relationships.
* The “comfort zone clinging.” Sticking to familiar industries or territories, avoiding the challenging but potentially lucrative new markets.
* The “product pitch perfectionism.” Spending hours tweaking your presentation instead of actually getting in front of clients.
* The “knowledge gap denial.” Ignoring the ever-evolving landscape of payment technology, assuming you know it all.
* The “lack of self care.” Neglecting your physical and mental wellbeing leading to burnout and decreased performance.

Whatever it is, that one habit is the silent thief, stealing your time, your energy, and ultimately, the life you envision. It’s the friction that prevents you from reaching your true potential.
Why is it so hard to break?
Because habits are comfortable. They’re ingrained, automatic responses. They offer a sense of control, even if that control is ultimately detrimental. And facing them requires vulnerability and a willingness to change.

But here’s the truth:
* Your potential is greater than your comfort zone.
* The life you want is waiting on the other side of change.
* Success in merchant services is built on consistent, proactive action.
So, how do you confront the silent thief?
* Acknowledge it: Be honest with yourself. Identify the specific habit and its impact on your business.
* Understand the trigger: What prompts you to engage in this habit? Is it fear, anxiety, or simply a lack of structure?
* Replace it: Don’t just try to eliminate the habit. Replace it with a positive, productive alternative. For example, instead of procrastinating on prospecting, schedule specific blocks of time for it.
* Break it down: Don’t try to overhaul everything at once. Focus on small, manageable changes.
* Seek accountability: Find a mentor, a colleague, or a coach who can provide support and encouragement.
* Track your progress: Monitor your behavior and celebrate your successes. Even small wins can build momentum.
* Embrace discomfort: Change is uncomfortable, but it’s also where growth happens.

Merchant services is a competitive field. To thrive, you need to be relentless in your pursuit of improvement.
Don’t let a hidden habit dictate your destiny. Take control, break free, and unlock the success you deserve.

What’s your silent thief? Share your thoughts and strategies in the comments below!

Happy Selling,

David

Let’s cut to the chase: the sales landscape is evolving, but one fundamental truth remains constant – helping people is the ultimate key to success. Especially in 2025, where trust and genuine connection are paramount.

Forget the high-pressure, manipulative tactics of the past. Today’s merchants are savvy and seek partners, not just vendors. Here’s how to build a thriving book of business by prioritizing genuine help:

1. Embrace Radical Honesty:

• Ditch the “Wolf of Wall Street” persona. Integrity is your greatest asset.
• Never mislead or exaggerate. Build trust through transparency.
• Focus on ethical solutions. Your reputation depends on it.

2. Cultivate Deep Empathy and Emotional Intelligence (EQ):

• Truly understand your merchants’ pain points. Put yourself in their shoes.
• Develop your EQ to build rapport and connection. People buy from people they like and trust.
• Make every merchant feel valued and heard. Personalized attention is crucial.

3. Become a Master Listener:

• Prioritize active listening over talking. Focus on understanding, not just responding.
• Uncover hidden needs and insights through attentive listening. You’ll gain a competitive edge.
• Build lasting relationships by demonstrating genuine interest. Merchants will remember how you made them feel.

4. Transition from Product Pusher to Problem Solver:

• Shift your mindset from selling to serving. Focus on providing real value.
• Qualify early to identify specific challenges you can address. Don’t waste time on mismatches.
• Position your solutions as tools to solve their problems. Become their trusted advisor.

The Result? More Sales, Stronger Relationships:

When you genuinely focus on helping merchants succeed, you’ll naturally achieve your own sales goals. It’s a win-win.

Key Takeaway for Merchant Services Sales:

• Less “closing,” more consulting.
• Less “pitching,” more problem-solving.
• Less “selling products,” more building partnerships.

In 2025, the most successful merchant services professionals will be those who prioritize helping over selling.

Let’s focus on building a business based on trust, integrity, and genuine service.

Happy Selling,

David