Author: David Matney

Let’s get real – if you’re not passionate about helping others, how can you truly be passionate about sales?

Sales isn’t about pushing products; it’s about empowering customers to achieve their goals. It’s about guiding them towards solutions they didn’t even know existed.

The Problem: Product-Centric Selling

Too often, sales training focuses on product knowledge, overwhelming new hires with features and benefits. But what about customer knowledge?

Think about your own experiences. Did your sales training prioritize understanding customer needs, or was it all about memorizing product specs?

This product-centric approach creates salespeople who are more focused on what they’re selling than who they’re selling to.

The Solution: Customer-Centric Selling

Customers don’t care about your product. They care about how it solves their problems.

Imagine a car salesperson obsessed with horsepower and off-road capabilities, while the customer just wants heated seats and a killer sound system. It’s a missed connection, and a missed sale.

The Power of Passion

Sales doesn’t have to be a struggle. When you’re genuinely passionate about helping customers, everything changes.

• Conversations become meaningful: Instead of reciting features, you ask questions and truly listen. You become a trusted advisor, guiding customers towards the best solutions.
• Connections become deeper: Passion is contagious. When you’re genuinely engaged, it brings out the best in others.
• Impact becomes lasting: People quickly forget what you said, but they never forget how you made them feel. Your passion leaves a lasting impression.

Sales is a Lifestyle

Passionate selling isn’t something you switch on and off. It’s part of your DNA. It’s about genuinely caring about people and wanting to help them succeed.

Recently, I had lunch with a fellow salesperson who shares this “sales-as-a-lifestyle” mindset. Our conversation was so engaging that even our server joined in! We created a positive, memorable experience because our passion was evident.

The Takeaway:

• Shift your focus: Move from product-centric to customer-centric selling.
• Ask questions: Understand your customer’s needs and challenges.
• Be passionate: Let your genuine desire to help shine through.

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 Top 10 Closing Techniques to Seal the Deal!

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 to Seal the Deal 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 in the comments below!

Have a great weekend,

David

You’ve just finished a fantastic presentation to a local business. You’ve presented them a steller proposal on how your payment processing solution can save them money, streamline their operations, and boost their bottom line. They seem genuinely interested. But then… you hesitate. You fumble through some vague next steps, maybe mention following up, and leave the meeting feeling like something’s missing.

Sound familiar? You’ve likely fallen prey to a common pitfall in sales reps make: Not Asking for the Business.

It’s easy to assume that a captivated business owner will naturally sign up if they’re interested. But in the competitive world of sales, assuming the sale is a costly mistake. Here’s why:

• Competition is fierce: Merchants are bombarded with offers. If you don’t seize the moment, a competitor will.
• Inertia is real: Even with the best intentions, business owners get busy. Without a clear call to action, the deal can stall and lose momentum.
• Objections linger: Unspoken concerns can derail the sale. By not asking for the close, you miss the opportunity to address those final hesitations.

Closing the deal requires a confident and direct approach. Here’s how to do it effectively:

• Summarize the value proposition: “So, with [your solution], you’ll be saving [amount] per month and enjoying [key benefits].”
• Present a clear choice: “Are you ready to start processing payments more efficiently with [your company]?”
• Offer a compelling incentive: “If you sign up today, we can waive the setup fee.”
• Handle objections proactively: “I understand you might be hesitant about switching providers. What are your main concerns?”
• Tailor Your Close: Every business is different. A small retail store has different priorities than a high-volume e-commerce business. Customize your closing approach to resonate with their specific needs and pain points.
• Speak their Language: Avoid jargon and technical terms. Focus on the tangible benefits that matter most to them – increased efficiency, cost savings, and improved customer experience.
• Position Yourself as a Partner: Go beyond just selling a service. Present yourself as a trusted advisor who can help their business grow.
• Streamline the Process: Have your paperwork ready to go. Make the signing process as smooth and effortless as possible. The longer the delay, the higher the chance of losing the deal.
• Anticipate Next Steps: Clearly outline what happens after they sign. Explain the onboarding process, installation timelines, and when they can expect to see the benefits.
• Reinforce their Decision: Congratulate them on making a smart choice. Reiterate the value they’ll receive and express your commitment to their success.

By incorporating these strategies into your closing approach, you’ll not only increase your closing rate but also build stronger, more profitable relationships with your merchant clients.

Happy Selling,

David

Think the biggest hurdle to prospecting is bad leads or a weak script? Think again. The real obstacles are often hiding in plain sight: your time and mindset.

It’s easy to blame external factors, but the truth is, we often sabotage ourselves before we even start. We get caught up in negative thoughts, wasting precious time and energy on worry instead of action.

Here’s how to overcome those mental barriers and master your prospecting:

1. Stop Overthinking, Start Doing:

We build up prospecting into this monumental task, creating anxiety and procrastination. Break it down into smaller, manageable chunks. Each call is just a short conversation, a chance to connect and help.

2. Time Blocking is Your Superpower:

Highly successful people understand the power of time blocking. Schedule dedicated time for prospecting, just like any other important appointment. This creates structure and accountability, making it easier to stay on track.

3. It’s Just a Conversation:

Seriously, no one ever got hurt making a sales call. Remember your purpose: you’re there to help people. Focus on that, and the fear will melt away.

Key Takeaway:

Don’t let your mindset be your biggest obstacle. Take control of your time, break down the task, and remember your purpose. Prospecting is simply about connecting with people and offering solutions.

Happy Selling!

David

Success isn’t just about the destination – it’s about the journey and the progress we make every single day. No matter how much we achieve in merchant services, there’s always another level to reach, another goal to crush.

Think of it like this: Progress = Happiness.

Here’s how to keep that momentum going:

• Break it Down: Big goals are awesome, but they can feel overwhelming. Chunk them down into smaller, bite-sized wins. Each one you check off is a step forward, fueling your motivation.
• Celebrate Every Victory: Landing a major client feels amazing, right? But don’t wait for those big moments. Every closed deal, every successful pitch, every satisfied merchant – those are all wins worth celebrating. These small victories keep you pumped and remind you that you’re on the right track.
• Action Beats Motivation: Some days, motivation’s just not there. That’s okay! Don’t fall into the procrastination trap. The key is to take action anyway. Reach out to a prospect, refine your pitch, learn a new product – action creates motivation, not the other way around.
• Embrace the Journey: Progress isn’t always linear. There will be bumps and setbacks. Don’t let them derail you. Learn from them, keep a positive mindset, and keep pushing forward. Even slow progress is still progress!

Remember: This is your time to shine! Believe in yourself, keep moving forward, and enjoy the journey. You’ve got this!

Onwards and upwards!

Happy Selling,

David

Today is Inauguration Day. It’s a day of pomp, circumstance, and a whole lot of symbolism. But for those of us in sales, it’s also a powerful reminder of something essential: change is inevitable.

Just like a new president brings a new agenda and a new vision, the business world is in constant flux. New technologies emerge, consumer behaviors shift, and the competitive landscape evolves at lightning speed. It can be daunting, even disorienting. But instead of fearing change, let’s embrace it like a seasoned sales pro embraces a new lead.

Here’s how to ride the wave of change, Inauguration Day style:

1. Be Forward-Thinking: Just as a new administration sets its sights on the future, we need to anticipate the needs of our merchants. What challenges will they face tomorrow? How can we position ourselves as trusted advisors, offering solutions before they even realize they have a problem?

2. Embrace New Ideas: A new president often signals a shift in policy. In the same vein, we need to be open to new approaches, new technologies, and new ways of thinking. Whether it’s exploring alternative payment solutions or mastering the latest sales techniques, staying ahead of the curve is crucial.

3. Build Bridges: One of the most important tasks of any new leader is to unify. In sales, building strong relationships is paramount. Connect with your merchants, understand their unique needs, and become a partner in their success.

4. Stay the Course: Despite the excitement of a new beginning, it’s important to remember that real change takes time. Building a successful portfolio requires persistence, dedication, and a long-term vision.

5. Believe in the Dream: As we witness the transition of power, let’s remember the words of Dr. Martin Luther King Jr., who championed change through perseverance and hope: “The ultimate measure of a man is not where he stands in moments of comfort and convenience, but where he stands at times of challenge and controversy.”

So, let this Inauguration Day be a call to action. Embrace the winds of change, adapt, innovate, and continue to serve your merchants with passion and purpose. The future of merchant services is bright, and it’s ours to shape.

Happy Selling,

David

So you’re curious about the world of merchant services? It’s a fast-paced, dynamic industry that offers a lot of rewards for those who are driven and passionate about helping businesses succeed. But it’s also a field full of surprising facts and figures you might not expect.

Form the Home Office in Last Chance, Iowa

Here are 10 fun facts about Selling Merchant Services:

10. You’re a Problem Solver: It’s not just about selling credit card processing. You’re helping businesses find the right solutions for their payment needs, whether it’s navigating PCI compliance, setting up online payments, or finding the best POS system.

9. Every Day is Different: From small mom-and-pop shops to large e-commerce businesses, you’ll interact with a diverse range of clients across various industries. No two days are ever the same!

8. You’re Part of a Growing Industry: The merchant services industry is constantly evolving with new technologies and payment methods. Think contactless payments, mobile wallets, and even cryptocurrency!

7. Residual Income is Your Friend: Many merchant service providers offer residual income on the accounts you bring in. This means you continue to earn money month after month, as long as your clients are processing payments.

6. You’re a Tech-Savvy Guru: You’ll need to be comfortable discussing technical concepts like payment gateways, EMV chip technology, and data security.

5. Relationship Building is Key: Building trust and rapport with your clients is crucial. You’re not just selling a product, you’re building long-term partnerships.

4. You’re an Independent Entrepreneur (Often): Many merchant service sales positions offer flexibility and autonomy. You can often set your own hours and work independently.

3. You Can Make a Real Difference: By helping businesses accept payments efficiently and securely, you’re playing a vital role in their growth and success.

2. Continuous Learning is Essential: Staying up-to-date on industry trends and new technologies is vital for success in this ever-changing field.

And the #1 Fun Facts About Selling Merchant Services is …

1. The Earning Potential is High: For those who are driven and successful, merchant service sales can be a very lucrative career path.

Bonus Fun Fact: Did you know that the first credit card was introduced in 1950 by Diners Club? It was initially made of cardboard!

If you’re looking for a challenging and rewarding career with plenty of growth potential, merchant service sales might be the perfect fit for you.

Have a great weekend,

David

While selling merchant services, understanding the best times to reach out to potential clients can significantly impact your success rate. Just like any sales role, timing is everything. But it’s not just about the day and hour; you also need to consider the unique rhythms of different industries.

Here’s a breakdown of the best times to prospect, taking into account the specific needs and schedules of various business verticals:

General Best Practices:

• Avoid Mondays: Mondays are universally hectic for business owners. Aim for Tuesdays and Wednesdays.
• Strategic Calling Times: 10 am – 12 pm and 2 pm – 4 pm are generally good, but always consider industry-specific nuances.
• Seasonal Opportunities: Post-holiday season, tax season, and industry events offer prime prospecting opportunities.
• Persistence is Key: Develop a strong follow-up system to stay top-of-mind. Follow up is where the money is made.

Industry-Specific Insights:

• Restaurants:
  • Best Times: Late morning (9:30 am – 11:00 am) before the lunch rush, or late afternoon (2:30 pm – 4 pm) after the lunch rush.
  • Avoid: Peak lunch hours (12 pm – 2 pm) and evenings.
  • Consider: Many restaurant owners work long hours, so early mornings or late evenings might also be viable options.
• Retail:
  • Best Times: Mid-morning (10 am – 12 pm) or mid-afternoon (2 pm – 4 pm) when customer traffic is typically slower.
  • Avoid: Weekends and evenings when stores are busiest.
  • Consider: Smaller, independent retailers might be more accessible during off-peak hours or even early mornings before opening.
• Automotive (Dealerships):
  • Best Times: Early mornings (8 am – 10 am) before the day gets hectic, or late afternoons (4 pm – 6 pm) as things wind down.
  • Avoid: Midday when sales floors and finance departments are busiest.
  • Consider: General managers and finance managers often have more flexibility in their schedules.
• Auto Repair/Tire Shops:
  • Best Times: Early mornings (8 am – 10 am) before the day gets busy with customers, or late afternoon (3 pm – 5pm) as the rush slows down.
  • Avoid: Midday when mechanics are busiest with repairs and customers are picking up/dropping off vehicles.
  • Consider: Many shop owners or managers arrive early or stay late to catch up on paperwork. I have had success on Saturday mornings as well. (bring donuts)
• Medical:
  • Best Times: Late mornings (10 am – 12 pm) or early afternoons (1 pm – 3 pm).
  • Avoid: Early mornings when appointments are scheduled and late afternoons when doctors are seeing patients.
  • Consider: Reaching out to practice managers or administrators might be more effective.
• Dental:
  • Best Times: Similar to medical, late mornings (10 am – 12 pm) or early afternoons (1 pm – 3 pm) are generally good.
  • Avoid: Early mornings and late afternoons when patient appointments are concentrated.
  • Consider: Dental offices often have specific days with lighter schedules.
• Storage Facilities:
  • Best Times: Mid-morning to mid-afternoon (10 am – 3 pm). Many storage facilities have limited staff and operate on specific hours.
  • Avoid: Early mornings, evenings, and weekends when customers are most likely to be accessing their units.
  • Consider: Calling during the week and scheduling a meeting when the manager is less likely to be interrupted.

Bonus Tip: Prospecting in Office Parks and Industrial Areas

Places like salvage yards, funeral homes,

• Plan Your Approach: Map out your route and identify businesses beforehand.
• Time Your Visits: Mid-morning or early afternoon are often good times to find decision-makers in their offices.
• Be Prepared: Have marketing materials and a concise elevator pitch ready.
• Be Respectful: Be mindful of office hours and avoid interrupting meetings or busy periods.

Remember: These are general guidelines. Always research individual businesses and try to understand their specific needs and schedules.

Pro Tip: Use online tools and resources like LinkedIn, Google My Business, and industry-specific directories to gather information about businesses and their key decision-makers.

By combining these general best practices with industry-specific insights, you can create a highly effective prospecting strategy that maximizes your chances of success in the competitive merchant services landscape.

Happy Selling,

David

Are you letting your prospecting muscle go slack?

Just like a physical muscle, your prospecting skills need regular exercise to stay strong. When you neglect prospecting, it becomes harder to generate leads and close deals.

Why Daily Prospecting Matters:

• Consistent Pipeline: Regular prospecting ensures a steady flow of opportunities.
• Boosted Confidence: Consistent activity builds self-assurance and reduces reliance on a single deal.
• Improved Focus: Daily prospecting prevents you from chasing after less promising leads.

Setting Your Prospecting Goals:

• Define Your Number: Determine a realistic daily goal for calls or emails.
• Start Small: Begin with a manageable number and gradually increase as you build momentum.
• Celebrate Milestones: Reward yourself for achieving your goals to stay motivated.

Tips for Effective Prospecting:

• Just Do It: Don’t overthink or procrastinate. Take action and make the calls.
• Focus on Quality: Prioritize quality over quantity. Tailor your approach to each prospect.
• Learn from Every Interaction: Use each conversation as an opportunity to improve your skills.

Remember: Consistent effort is key. By making prospecting a daily habit, you’ll build a strong, resilient muscle that powers your sales success.

Happy Selling!

David

Good morning, afternoon everyone,

I know, I know, I usually stick to a regular schedule, but I wanted to drop a quick bonus post about my experience prospecting in January. It’s a notoriously tricky time of year, but I’m actually seeing some interesting trends emerge.

The Post-Holiday Slump (Is Real, But…)

Let’s be honest, January can be a bit of a slog. Businesses are recovering from the holiday rush, budgets are tight, and everyone’s still shaking off the eggnog haze. I definitely felt some of that initial resistance in the first couple of weeks.

However, I’ve found that persistence is key. Many decision-makers are back in the office and ready to talk. They’ve maybe even set some New Year’s resolutions for their businesses! This presents a unique opportunity to position our services as a solution to help them achieve those goals.

What’s Working for Me:

• Emphasizing Efficiency and Cost Savings: With budgets top of mind, I’m leading with how dual pricing can save their businesses money and so far several are very receptive.
• Leveraging Year-End Data: If you have access to any year-end data or reports, use them! This can be a powerful way to demonstrate the need for your service.
• The Power of Questions: As talked about in this morning post, I’m finding that asking the right questions is crucial. Instead of just pitching my service, I’m focusing on understanding the prospect’s specific challenges and goals for the year ahead. This helps me tailor my approach and demonstrate how I can truly add value.

Unexpected Opportunities:

One thing that’s surprised me this January is the increased responsiveness from smaller businesses. While larger companies might still be in “planning mode,” smaller businesses seem eager to hit the ground running. I’ve had some great conversations and even closed a few deals already!

Looking Ahead:

Overall, I’m feeling optimistic about the rest of January. It might require a bit more effort and creativity, but there are definitely deals to be made.

What about you? How’s your January prospecting going? Share your experiences and tips in the comments below!

Keep prospecting!

David