Author: David Matney

Want to make more sales? It’s not about what you tell your prospects, it’s about what you learn from them. Forget the information dumps – asking the right questions is the key to unlocking sales success. Here’s why:

1. Spark Engagement:

Think of it like this: prospects are bombarded with information all day long. Instead of adding to the noise, cut through it by asking engaging questions. This shifts the focus to them, encouraging them to open up and share valuable insights. And those insights? They’re gold for you.

2. Build Trust and Authority:

Asking insightful questions instantly positions you as a confident expert. When you demonstrate a deep understanding of their industry and their specific needs, you build credibility and trust.

Example: Instead of a generic intro, try something like, “What are your biggest pain points with your current payment processing system?” See the difference? You’re immediately diving into a relevant conversation.

3. Qualify Leads Faster:

Don’t waste time on dead-end leads. Strategic questioning helps you quickly identify qualified prospects who are actually a good fit for your product or service. This saves you time and energy, allowing you to focus on the most promising opportunities.

4. Gather Valuable Intel:

Develop a set of targeted questions aligned with your ideal customer profile (ICP). This allows you to gather consistent data from each prospect, providing valuable insights into their needs and challenges. This information not only helps you close the current deal but also informs your future sales strategies.

Pro Tip: Create a core set of 10 questions you can use for any prospect within your ICP. Then, tailor each interaction with 3-4 company-specific questions to show you’ve done your homework.

5. Drive Action:

Meaningful conversations fueled by insightful questions naturally lead to the next step. Use your newfound understanding of their needs to create a compelling call to action.

Example: “Based on what you’ve shared, it sounds like [your solution] could really address your concerns about [their pain point]. Would you be open to a quick call on Tuesday at 10 a.m. to explore this further?”

Key Takeaway: Shift your focus from sharing information to asking questions. It’s the most effective way to engage prospects, build trust, qualify leads, and ultimately drive sales.

Want to learn more? Check out this link for the Top 10 Questions to Ask Merchants to Earn Their Trust:

Happy Selling!

David

You have dreams, and within you lies the incredible power to achieve them. Don’t wait another moment. Today is the day to embrace a winning mindset and start living the life you were meant for.

This journey won’t always be easy. There will be challenges and obstacles. But you were made for greatness, and you have the strength to rise above it all. Commit to never giving up, keep pushing forward, and you will win.

Here’s how to ignite your winning spirit:

• Believe in yourself: Winning starts in your mind. Visualize your success, and don’t let self-doubt creep in. Tell yourself, “I WILL WIN!”, and truly believe it.
• Take action: The hardest part is often just beginning. Don’t procrastinate. Start small, take that first step, and build momentum.
• Surround yourself with winners: Your environment matters. Connect with positive, supportive people who believe in you and your dreams. Ditch the negativity and surround yourself with those who lift you higher.
• Embrace challenges: Obstacles are opportunities for growth. See setbacks as lessons, learn from them, and come back stronger. The greatest victories are often born from the toughest battles.
• Focus on personal growth: Winning isn’t always about finishing first. It’s about progress, self-improvement, and exceeding your own expectations. Celebrate every milestone, no matter how small.

Winning is a journey, not a destination. It’s a mindset, a commitment to continuous growth and perseverance. So, unleash your inner champion, embrace the challenges, and claim the victories that await you.

Start today. Start now. YOU WILL WIN!

Happy Selling,

David

Last week we looked at some Funny-ish resolutions this Friday lets Get a bit more realistic. As we wrap up the second week of the new year, the initial buzz of fresh starts might be fading. Those ambitious goals we set? Maybe they’re starting to feel a little less shiny. But not for us! This year, we’re doubling down on our commitment to crushing our sales targets and becoming top performers in the merchant services world.

Forget vague resolutions – we’re talking concrete actions, strategic shifts, and a relentless focus on delivering value to our clients. Here are 10 things I WILL do this year to elevate my game and achieve merchant services mastery:

From the Home office in Aker’s Mississippi, here are this Friday’s Top 10 This Years, I Will… Resolutions

10. Master My Craft:

• Deepen my product knowledge. I’ll go beyond the basics and become a true expert on every product and service I offer. This means understanding the nuances of different payment gateways, POS systems, and security solutions.
• Stay ahead of the curve. The payments industry is constantly evolving. I’ll dedicate time each week to reading industry publications, attending webinars, and researching emerging trends like mobile wallets and contactless payments.
• Sharpen my sales skills. I’ll refine my pitch, practice active listening, and master the art of objection handling. I’ll explore new sales techniques and seek feedback to continuously improve.

9. Become a Trusted Advisor:

• Prioritize building relationships. I’ll focus on genuine connections and long-term partnerships, not just closing deals. I’ll be a reliable resource for my clients, offering valuable insights and support even after the sale.
• Understand my clients’ businesses. I’ll take the time to truly understand their needs, challenges, and goals. This means asking insightful questions and actively listening to their responses.
• Offer tailored solutions. I’ll move beyond a one-size-fits-all approach and present customized solutions that address each client’s unique requirements.

8. Prospect Like a Pro:

• Diversify my prospecting strategies. I won’t rely solely on cold calling. I’ll explore networking events, referrals, online lead generation, and social media to expand my reach.
• Refine my target audience. I’ll identify the specific types of businesses that are most likely to benefit from my services and focus my efforts accordingly.
• Develop a consistent prospecting schedule. I’ll block out dedicated time each day for prospecting activities and stick to it religiously.

7. Leverage Technology:

• Embrace CRM tools. I’ll use a CRM system to organize my leads, track interactions, and manage my pipeline effectively.
• Explore sales automation. I’ll investigate tools that can automate repetitive tasks like email follow-up and appointment scheduling, freeing up my time to focus on selling.
• Harness the power of social media. I’ll use LinkedIn and other platforms to connect with potential clients, share valuable content, and build my professional brand.

6. Maximize Every Interaction:

• Be prepared. Before every meeting or call, I’ll research the prospect, prepare relevant questions, and tailor my presentation to their specific needs.
• Listen more than I talk. I’ll focus on understanding the client’s perspective and asking insightful questions to uncover their pain points.
• Follow up consistently. I’ll stay top-of-mind by sending timely follow-up emails, scheduling check-in calls, and providing valuable resources.

5. Embrace Continuous Learning:

• Seek out mentorship. I’ll connect with experienced sales professionals and learn from their insights and best practices.
• Invest in my development. I’ll attend industry conferences, participate in online courses, and read books to expand my knowledge and skills.
• Embrace feedback. I’ll actively seek feedback from my clients, colleagues, and managers to identify areas for improvement.

4. Focus on Value, Not Price:

• Quantify the benefits. I’ll clearly articulate the value proposition of my services and demonstrate how they can help clients save money, increase efficiency, and improve customer satisfaction.
• Highlight my unique strengths. I’ll differentiate myself from the competition by emphasizing my expertise, personalized service, and commitment to client success.
• Build trust and credibility. I’ll be transparent and honest in my interactions, building a reputation for integrity and reliability.

3. Stay Motivated and Positive:

• Set realistic goals. I’ll break down my annual targets into smaller, achievable milestones and celebrate my progress along the way.
• Maintain a positive attitude. I’ll focus on my successes, learn from my setbacks, and approach every challenge with a can-do spirit.
• Find a support system. I’ll connect with other sales professionals, share my experiences, and seek encouragement and motivation.

2. Manage My Time Effectively:

• Prioritize my tasks. I’ll focus on high-impact activities that generate the most results and delegate or eliminate less important tasks.
• Avoid distractions. I’ll create a productive work environment and minimize interruptions to maximize my focus and efficiency.
• Maintain a healthy work-life balance. I’ll prioritize my well-being by getting enough sleep, exercising regularly, and spending time with loved ones.

And the # 1 top 10 This Years, I Will… Resolutions is ….

1. Never Stop Improving:

• Track my progress. I’ll regularly monitor my key performance indicators (KPIs) to identify areas where I’m excelling and areas where I need to improve.
• Seek out new challenges. I’ll step outside my comfort zone, take on new responsibilities, and continuously strive to learn and grow.
• Embrace change. I’ll be adaptable and open to new ideas, embracing the ever-evolving landscape of the merchant services industry.

This year, I’m committed to taking my sales performance to the next level. By following these 10 resolutions, I’m confident that I can achieve my goals and exceed expectations!

Have a great Weekend!

David

We all know why we’re in this game. The thrill of the chase, the satisfaction of closing a deal, the freedom to write our own paychecks – it’s a rush unlike any other. But to truly dominate in the sales arena, we need to be aware of the pitfalls that can sabotage our success.

So, let’s dive into the 5 deadly sins that can derail even the most promising salesperson:

1. “Me, Myself, and I” Syndrome:

Remember, it’s not about YOU. It’s about your customer. Zig Ziglar nailed it: “You can have everything in life you want if you will just help enough other people get what they want.” Focus on solving their problems, fulfilling their needs, and building genuine relationships. Leave your ego at the door.

2. The Negativity Trap:

Sales can be a rollercoaster. Rejections, pressure, constant hustling – it can take a toll. But don’t let negativity creep in. Every “NO” is a step closer to a “YES.” Surround yourself with positive vibes, ditch the complainers, and view setbacks as opportunities for growth.

3. Counting Chickens Before They Hatch:

Optimism is essential, but don’t get ahead of yourself. Avoid celebrating deals before the ink is dry. That premature victory dance can quickly turn into a faceplant. Stay grounded, follow through, and ensure the deal is truly secured before popping the champagne.

4. The Lie Detector Test:

Honesty is the only policy. Period. Never compromise your integrity for a quick win. Lying erodes trust, damages your reputation, and ultimately hurts your business. Focus on providing genuine value and building long-term relationships based on trust.

5. The White Flag of Surrender:

Sales is a contact sport. It requires resilience, grit, and a never-give-up attitude. Don’t let a few tough weeks turn into a downward spiral. Embrace challenges, learn from setbacks, and keep swinging for the fences. Remember, every day is a new opportunity to unleash your inner champion.

What are your biggest sales “don’ts”? Share your experiences and let’s learn from each other!

Happy Selling,

David

Countless strategies and tactics are touted as the key to achieving our goals. But in my experience, the true secret lies in two simple yet powerful words: Focus and Patience.

To truly succeed, you need an almost maniacal focus on your objective. It’s about channeling your energy and efforts towards that singular goal with unwavering determination. But focus alone is not enough. It must be coupled with patience, the ability to stay the course even when faced with setbacks and challenges.

Tony Robbins eloquently captures this sentiment: “People dramatically over-estimate what they can get accomplished in one year, and they dramatically under-estimate what they can accomplish in ten years.” We often fall prey to the allure of instant gratification, setting unrealistic expectations and becoming discouraged when results don’t materialize overnight.

True success is a marathon, not a sprint. It requires consistent effort and dedication over an extended period. Think of it like building a house. You must first lay a strong foundation before you can erect the walls and roof. Similarly, in your career or personal life, early efforts are often focused on building skills and knowledge, forming connections, and establishing a solid base for future growth.

This is where patience comes into play. It’s about trusting the process, staying committed to your vision, and persevering through the inevitable challenges that arise.

Imagine the possibilities if you could maintain that laser focus and unwavering patience for years. You could become an industry leader, a recognized expert, and achieve a level of influence that allows you to make a real impact.

Mark Akers, a mentor who guided me into the world of merchant services, emphasized the importance of consistent effort. He assured me that success would come if I kept grinding, prospecting, and following up relentlessly.

The key takeaway? Find your passion, commit to it for the long haul, and cultivate the patience to persevere until you achieve your goals. Develop a vision that extends beyond the immediate future and embrace the journey, knowing that consistent focus and unwavering patience will ultimately lead you to success.

Happy Selling,

David

As a salesperson, we all know that a successful week starts long before Monday morning. That’s why Sunday is prime time to lay the groundwork for crushing our goals.

Here are 7 helpful tips to maximize your Sunday prep and start your sales week off right:

1. Sunday Strategy Session:

• Plan Your Week: Don’t wait until Monday to figure things out! On Sunday, define specific, measurable, achievable, relevant, and time-bound (SMART) goals for the week.
• Prioritize Tasks: Identify the most important tasks that will contribute to your goals and prioritize them.
• Create a Schedule: Allocate specific time slots for prospecting, client meetings, follow-ups, and administrative tasks.

2. Pipeline Power-Up:

• Identify Hot Leads: Review your sales pipeline and focus on leads that are most likely to convert this week.
• Prioritize Follow-ups: Schedule follow-up calls or emails for leads that require nurturing.
• Anticipate Objections: Prepare responses to common objections and practice your pitch.

3. Sales Toolkit Tune-Up:

• Update Your Presentation: Ensure your sales presentation is up-to-date, engaging, and tailored to your upcoming meetings.
• Organize Your Documents: Keep important documents like contracts, proposals, and client information readily accessible.
• Charge Your Devices: Make sure your phone, laptop, and tablet are fully charged and ready to go.

4. Workspace Wellness:

• Declutter Your Desk: A clean and organized workspace can boost productivity and focus.
• Organize Your Files: Ensure your files are organized to save time and reduce stress throughout the week.
• Set the Mood: Play some upbeat music or light a scented candle to create a positive and motivating atmosphere.

5. Mindset Mastery:

• Practice Positive Affirmations: Repeat positive statements to boost your confidence and motivation for the week ahead.
• Visualize Success: Imagine yourself closing deals, exceeding targets, and celebrating your achievements.
• Meditate or Practice Mindfulness: Take a few minutes to center yourself and reduce stress before the week begins.

6. Network Nurturing:

• Reach Out to Your Network: Connect with other sales professionals to share ideas and support each other as you kick off the week.
• Engage in Industry Groups: Participate in online forums and groups to stay updated on industry trends and share insights.

7. Monday Momentum:

• Early Bird Gets the Worm: Start your Monday early to maximize productivity and set a strong pace for the week.
• Quick Wins: Tackle easy tasks first to build momentum and gain a sense of accomplishment.
• Celebrate Small Victories: Recognize and reward your achievements, no matter how small, to maintain motivation.

By incorporating these tips into your Sunday routine, you can set yourself up for a productive and successful sales week. Remember, consistency is key to achieving your goals!

Happy selling,

David

Sales is a rollercoaster. One minute you’re riding high on a closed deal, the next you’re facing a string of “NO’s”. It’s a career that demands passion, perseverance, and above all, resilience.

Resilience is that inner strength that allows you to bounce back from setbacks, learn from your mistakes, and keep moving forward even when the going gets tough. In the world of sales, it’s not just a nice-to-have, it’s a must-have.

Why is resilience so crucial for salespeople?

• Rejection is part of the game: Let’s face it, hearing “no” is a daily occurrence in sales. Resilient salespeople don’t take rejection personally; they see it as an opportunity to learn and improve.
• Obstacles are inevitable: Unexpected challenges, tough competition, and changing market conditions are all part of the sales landscape. Resilience helps you navigate these obstacles with grace and determination.
• Maintaining a positive attitude: Resilience helps you stay optimistic and focused on your goals, even when faced with adversity. This positive attitude is contagious and can influence your interactions with prospects and customers.

How to cultivate a resilient mindset:

• Embrace challenges: See challenges as opportunities for growth and learning. Don’t shy away from them; embrace them!
• Develop a growth mindset: Believe that your abilities and skills can be developed through dedication and hard work. Embrace continuous learning and seek feedback to improve.
• Practice self-care: Prioritize your physical and mental well-being. Make time for exercise, relaxation, and activities that bring you joy.
• Build a strong support network: Connect with colleagues, mentors, and friends who can offer encouragement and guidance during challenging times.
• Celebrate your successes: Acknowledge and appreciate your achievements, big and small. This will boost your confidence and motivation.
• Learn from your failures: Don’t dwell on your mistakes. Analyze them, identify areas for improvement, and move on.

Remember: Resilience isn’t about being tough and emotionless. It’s about acknowledging your emotions, learning from your experiences, and bouncing back stronger than before.

So, embrace the ups and downs of the sales journey, cultivate a resilient mindset, and watch your success soar!

Happy Selling,

David

Did you make any New Year’s resolutions this year? Lose weight? Learn a new skill? Well, us merchant service salespeople have their own unique set of goals for the year. From finally understanding interchange to ditching the cheesy closing lines, we’re counting down the top 10 hilarious resolutions that will have you nodding your head and saying “so true!”

From the home office in New Year’s Island, Australia Here are the Top 10 “Funny-ish” New Year’s Resolutions for Merchant Services Salespeople

10. “I will finally decipher the hieroglyphics of interchange and explain it to a five-year-old.” (Because let’s face it, it’s that confusing.)

9. “I will stop promising ‘the lowest rates’ and actually listen to my prospects’ needs for once.” (Revolutionary, I know.)

8. “I will resist the urge to do a victory dance every time someone answers the phone.” (It’s a small win, but let’s keep it professional.)

7. “I will revamp my LinkedIn profile to resemble a successful consultant, not a wannabe influencer.” (Goodbye, filtered selfies with rented sports cars.)

6. “I will retire the phrase ‘cutting-edge technology’ unless I’m actually selling something invented this century.” (No more glorifying ancient credit card terminals.)

5. “I will remember my clients’ birthdays, their dog’s name, and their favorite sports team.” (Or at least pretend to, with the help of detailed notes.)

4. “I will ditch the cheesy closing lines and actually ask my prospects what their concerns are.” (Groundbreaking sales tactic, right?)

3. “I will stop blaming my CRM and learn how to use it effectively.” (It’s not the CRM’s fault I haven’t entered any contacts in six months.)

2. “I will upgrade the office coffee to something that doesn’t taste like burnt tires.” (Happy employees, happy clients?)

And the #1 New Year’s Resolutions for Merchant Services Salespeople is …

1. “I will accept that ‘no’ is a complete sentence and move on gracefully.” (There are plenty of other fish in the sea… of merchants.)

These resolutions, though humorous, highlight the importance of continuous improvement, both personally and professionally. As we navigate the challenges and triumphs of our industry, let’s strive to be more transparent, knowledgeable, and customer-focused. Here’s to a year of growth, laughter, and success!

Have a great weekend,

David

It’s a brand new year, and that means a fresh start and a whole new pipeline of potential clients! The payments landscape is constantly evolving, so let’s kick off 2025 strong with some strategies to help you dominate the merchant services game:

1. Mobile is King (and Queen!) 👑

• Think beyond the terminal: Mobile payments are exploding. Every business, from food trucks to high-end boutiques, needs a way to accept payments on the go. Offer solutions like mobile card readers, contactless payments, and QR code options.
• Tap into the “side hustle” economy: More people than ever are starting their own businesses. Target entrepreneurs and small businesses with flexible and affordable mobile payment solutions.

2. Embrace the “Omnichannel” Buzzword 🗣️

• Integrate, integrate, integrate: Businesses need seamless payment experiences across all channels – online, in-store, and mobile. Offer solutions that unify payment processing and provide a consistent customer experience.
• Become a consultant, not just a salesperson: Help businesses understand how omnichannel payments can streamline their operations and improve customer satisfaction.

3. Security First (Always!) 🔒

• PCI compliance is non-negotiable: Stay up-to-date on the latest security standards and emphasize the importance of PCI compliance to your clients.
• Offer advanced fraud prevention tools: Highlight features like tokenization, EMV chip technology, and fraud monitoring to protect businesses and their customers.

4. Value-Added Services are Your Secret Weapon ✨

• Think beyond transaction processing: Offer services like loyalty programs, gift card solutions, and data analytics to help businesses grow and increase customer engagement.
• Become a one-stop shop: Position yourself as a trusted advisor who can provide comprehensive solutions for all their payment needs.

5. Sharpen Your Digital Skills 💻

• Master social selling: Facebook, LinkedIn, Twitter, Instagram and even Tik Tok can be powerful tools to connect with potential clients and build your brand.
• Leverage online resources: Stay informed about industry trends, new technologies, and competitor offerings through online publications, webinars, and podcasts.

Bonus Tip: Don’t forget the human touch! Building strong relationships with your clients is still crucial. Take the time to understand their needs, provide excellent customer service, and be a reliable partner for their business.

Here’s to a prosperous and successful 2025! 🥂

Happy Selling,

David

Another year bites the dust! But hold the confetti cannons and noisemakers for a sec. Before you dive headfirst into those resolutions (that let’s be honest, might be forgotten by February), let’s talk about something bigger: your mindset.

This isn’t just another new year, it’s a fresh start, a blank canvas, a chance to rewrite your story. It’s time to ditch the “same old, same old” and embrace the bold, the daring, the unapologetically YOU.

Forget those tired resolutions about hitting the gym or finally cleaning out the garage (though, those are good too!). This year, let’s focus on inner transformation.

Here’s your New Year’s challenge:

1. Dream Bigger: Dust off those forgotten dreams. That crazy idea you shoved in the back of your mind? Give it some airtime. What would it take to make it happen? Even small steps in the right direction can lead to amazing places.
2. Embrace Fear: Fear is a liar. It tells you you’re not good enough, not strong enough, not ready. This year, tell fear to take a hike. Step outside your comfort zone. Do the thing that scares you. You might just surprise yourself.
3. Cultivate Gratitude: It’s easy to get caught up in the hustle and bustle. Take time to appreciate the good stuff, big and small. A warm cup of coffee on a chilly morning, a good laugh with a friend, the roof over your head. Gratitude shifts your perspective and opens your heart to joy.
4. Spread Kindness: The world needs more kindness. Smile at a stranger, lend a helping hand, pay it forward. Small acts of kindness ripple outwards, creating a more positive world for everyone.
5. Believe in Yourself: This is the most important one. You are capable of amazing things. You have the power to create the life you want. Believe in your dreams, believe in your strength, and believe in your potential.

This year, let’s not just turn the page on the calendar, let’s turn the page on a new chapter in our lives. A chapter filled with adventure, growth, and joy. A chapter where we embrace our true selves and live with passion and purpose.

Happy New Year! Now go out there and make it your most epic year yet!

Happy Selling,

David