Sherry The Sales Goddess

This is the one that started it all. The original parody of Rudolph the Red Nosed Reindeer, I feel it needed a little work. taking a Christmas song or poem and putting our special sales twist on it. This Time our star is a female named Sherry the sales goddess, you could say the sister of Shawna the sales Diva.

Sing along to the tune of Rudolph the Red Nosed Reindeer and join our fun.

(Verse 1) All of the merchants cried, “Woe is me! Our payment systems are a catastrophe!” Transactions failed, and tempers flared, “Oh, will anyone answer our desperate prayer?”

(Chorus) Then Sherry the Sales Goddess, with a radiant gleam, Descended from Olympus, a magnificent dream! With terminals lightning-fast and software divine, She brought merchant services magic, a truly blessed sign!

(Verse 2) All of the old card readers, with their creaky old ways, Caused endless frustration and long, dreadful days. But Sherry, with grace and a touch of her hand, Banished those relics, throughout the whole land!

(Chorus) Sherry the Sales Goddess, with a radiant gleam, Descended from Olympus, a magnificent dream! With terminals lightning-fast and software divine, She brought merchant services magic, a truly blessed sign!

(Bridge) From bustling food trucks to online bazaars, Sherry bestowed blessings, like shimmering stars. No more declined payments, no reason to fear, Just happy customers, and profits so clear!

(Chorus) Sherry the Sales Goddess, with a radiant gleam, Descended from Olympus, a magnificent dream! With terminals lightning-fast and software divine, She brought merchant services magic, a truly blessed sign!

I hope this little take on a classic Christmas song is better than last years and of course made you laugh a little and motivated you a  lot to always be learning even during some down over the holiday break. 

May you have a happy, healthy, safe holiday season, closing the year strong (yup, you can still close more sales and bounding into January with a fast start!

Happy Selling, 

David

3 WAYS TO RE-ENGAGE AT WORK AFTER TURKEY DAY

Last Thursday was Thanksgiving…a sacred time to gather together with family and friends and give thanks.

It’s also a time to battle for the last turkey leg and last scoop of cranberry sauce at the family table, consume thousands of calories, brave the midnight crowds on Black Friday, bust out the holiday decorations, zone out to endless hours of football, and hope you make it home after traveling in a snow storm on the busiest travel day of the year.

Between the soporific effects of the tryptophan in turkey and the hectic running around, it’s not a mystery why we’re all feeling a little sluggish this week. 

It’s a lot!

However, we need to be mindful of not continuing our turkey nap at the office. Time to re-energize and re-engage at work and leave the comfy sweatpants and turkey sandwiches at home.

3 Ways to Re-Engage at Work After Turkey Day

Finish Strong

These last few weeks of 2024 are going to fly by, and it’s critical to finish strong. Put down the shopping list and turn off Amazon, time to revisit your list of goals, project deadlines, deliverables, and to-do lists and make sure you’re on track to complete everything on time.

Think Small

This is an overwhelming time of year with millions of competing priorities, and it may be difficult to fully focus on one big thing. Therefore, think small. Go for the little wins, the tiny victories throughout the day. Build some positive work momentum with a returned email, an engaging meeting, or a completed task. It doesn’t need to be big for it to count.

Help Others

We are all super busy this time of year and it’s easy to hyper-focus on our own issues, but there are always others in greater need. Extending a helping hand, a kind word, or a boost of support to a colleague or co-worker is one of the most effective ways to re-engage.

The holidays are simultaneously wonderful and challenging. We look forward to these weeks all year long, and then try to “do it all” at the end of the year.

Above all, this is the time of year to be good to yourself, to be kind to yourself, and to keep the pipeline full!

Happy selling,

David

The 12 Days of Shawna the Sales Diva

I’ve done several parody’s already of Christmas songs in the past but never the 12 days of Christmas. So I figured I take a shot and came up with the 12 days of Shawna the sales Diva to kick off the month of December.

Sing along in the tone of the 12 days of Christmas.

(Verse 1) On the first day of selling, Shawna gave to me, A shiny new terminal, with no monthly fee!

(Verse 2) On the second day of selling, Shawna gave to me, Two mobile payments, and a terminal with no monthly fee!

(Verse 3) On the third day of selling, Shawna gave to me, Three online gateways, two mobile payments, and a terminal with no monthly fee!

(Verse 4) On the fourth day of selling, Shawna gave to me, Four lowered rates, three online gateways, two mobile payments, and a terminal with no monthly fee!

(Verse 5) On the fifth day of selling, Shawna gave to me, Five gold star reviews! Four lowered rates, three online gateways, two mobile payments, and a terminal with no monthly fee!

(Verse 6) On the sixth day of selling, Shawna gave to me, Six months of savings, five gold star reviews! Four lowered rates, three online gateways, two mobile payments, and a terminal with no monthly fee!

(Verse 7) On the seventh day of selling, Shawna gave to me, Seven swipers swiping, six months of savings, five gold star reviews! Four lowered rates, three online gateways, two mobile payments, and a terminal with no monthly fee!

(Verse 8) On the eighth day of selling, Shawna gave to me, Eight clients closing, seven swipers swiping, six months of savings, five gold star reviews! Four lowered rates, three online gateways, two mobile payments, and a terminal with no monthly fee!

(Verse 9) On the ninth day of selling, Shawna gave to me, Nine POS systems, eight clients closing, seven swipers swiping, six months of savings, five gold star reviews! Four lowered rates, three online gateways, two mobile payments, and a terminal with no monthly fee!

(Verse 10) On the tenth day of selling, Shawna gave to me, Ten statements analyzed, nine POS systems, eight clients closing, seven swipers swiping, six months of savings, five gold star reviews! Four lowered rates, three online gateways, two mobile payments, and a terminal with no monthly fee!

(Verse 11) On the eleventh day of selling, Shawna gave to me, Eleven contracts signed, ten statements analyzed, nine POS systems, eight clients closing, seven swipers swiping, six months of savings, five gold star reviews! Four lowered rates, three online gateways, two mobile payments, and a terminal with no monthly fee!

(Verse 12) On the twelfth day of selling, Shawna gave to me, Twelve businesses booming, eleven contracts signed, ten statements analyzed, nine POS systems, eight clients closing, seven swipers swiping, six months of savings, five gold star reviews! Four lowered rates, three online gateways, two mobile payments, and a terminal with no monthly fee!

I hope you enjoyed my little take on this classic. Over the next 12 days I will probably butcher a few more parodies of classic Christmas songs. So bear with me I will sprinkle in a few post on sales tips to get us through December and leap into the New Year.

Happy Selling,

David

Twas The Night Of Thanksgiving

(In the tone of It was the Night Before Christmas)

It was the night of Thanksgiving and all through the town black Friday deals come early like never before.

Stores opened early, disrupting family time, “Farewell to dinners,” they said in a chime.

Children in tents, freezing and cramped, Outside Best Buy, where bargains were camped. Ma with her coupons, Pa with a rant, Don’t you cut in line, was his rant.

At the mall, all was a clatter, doors flung wide, People running wild, cash savings as their guide. Hair pulling, elbows thrown in the rush, Like animals hunting, a frenzied hush.

A lady fell, in the chaotic crush, A fear she stayed down, in the mad rush. Fighting for deals, a fervent zeal, Discounts so deep, a shopping steal.

Two ladies tussled at the clothing rack, Over a sweater, a sleeve they attack. Flat screens, laptops, appliances galore, Discounts, sales, and even more. Shelves ransacked, as shoppers do, “Go to hell!” they yelled, a chaotic crew. Three microwaves bought, just because, At 40 percent off, applause.

One lady with iPads, a Walmart spree, Gift cards galore, how rad is she? An employee whispered of TVs in the back, Duck and cover, stay off the pallet jacks.

Stores emptied out, doorbusters done, A second wave came, shopping for fun. No dawn lines, too good for that crap, Vultures descended, scavenging the gap. Bins searched for finds, Black Friday’s plight, Everything bought, a desperate night. From deep in the store, a joyous shout, “Norbit for two bucks!” bought without doubt.

People left, broke and nearly dead, Passing a jolly man, all dressed in red. He exclaimed, as I drove out of sight, “Shop online, my friends, it’s the new modern delight!”

Have a Great Weekend everyone,

David

AN ATTITUDE OF GRATITUDE!

Thanksgiving is one of my favorite holidays. As we celebrate Thanksgiving, it reminds me to not only be thankful on that day, but to be thankful every day. Being thankful every day helps us to live our lives with the right attitude.

When it comes to living the life of your dreams, your attitude plays a very important part. What is the best attitude to have? The best attitude is an ATTITUDE OF GRATITUDE!

Gratitude is one of the most powerful human emotions. When we live in gratitude, it changes our attitude, our outlook, and it broadens our perspective.

When difficulties come in our lives, we should take a moment to focus on the people and things that we are most grateful for. When we have an attitude of gratitude, frustrating troubles will fall by the wayside.

A person with an attitude of gratitude appreciates everything in life. Having an attitude of gratitude means you operate from a place of abundance, rather than scarcity.

When you are grateful, it shifts your mindset. Gratitude is appreciation for what you have, not what you don’t have. When you express gratitude, you feel much more positive. You will find that by being grateful, your self-confidence will improve. When you feel grateful daily, you feel more positive and more present in the moment.

Perhaps, you have found yourself focusing on the negative and you have not been living in gratitude. Let me encourage you to change your focus, starting today.

Start by appreciating everything. Expressing gratitude is a choice. When you express gratitude daily, the things and people you appreciate grow in value.

It’s important to express gratitude daily, rather than just on designated occasions. Develop a Gratitude practice of writing things down that you are thankful for every single day. Expressing gratitude each day builds positive habits and forces you to appreciate every day, including the bad ones.

Make sure you are surrounding yourself with people who also have a Gratitude mindset. If you waste time with negative people, you’re more than likely to have a similar mindset. Find people who are grateful and appreciative and spend more time with them. You will be much more positive and motivated when you spend your time in a positive environment.

Make the commitment today to have a daily gratitude mindset. Committing to a gratitude practice helps you to understand what’s important to you. You will also see the positive affect that your attitude has on other people. People like to be around others who are grateful and positive.

An attitude of gratitude begins by choosing to appreciate the most important things in your life. Write down three things every day that you are truly grateful for. You are going to be amazed by the difference in your attitude and how people respond to you.

What are you truly thankful for today? Remember that there’s always something to be thankful for. Live each day with an attitude of gratitude, and be a blessing to all that you encounter. Today is your day! Make it a positive and an amazing day!

Have a Happy Thanksgiving,

David

What I’m Thankful For…

Have I told you how grateful I am for you? How thankful I am that you allow me in your inbox, and give me feedback about how I can help you or move your business forward?

I am. I am very grateful.

And, in fact, some of the very best salespeople I know, the most successful ones I know, have a healthy appreciation and an abundance of gratitude.

They practice gratitude daily.

Gratitude – It’s a pretty broad concept to say that we are grateful and that we practice gratitude but what does it really mean? What does it mean and how could it be helpful for salespeople?

Here are 3 Ways Successful Sellers Use Gratitude (from my own experience):

  1. Appreciate your failures. You might not expect to be grateful for failure. However deep appreciation for the bad experiences, the disappointments, the flops, the disasters, the mess-ups … is a tremendous benefit.

People that can get over the initial hurt, disappointment, and expectation of different outcomes can usually take lessons from it. Great salespeople are lifelong agile learners and they learn from the good but mostly the bad, the disappointing, or the ugly moments.

Lessons learned are applied forward, which makes you grateful for those terrible tasting “shit sandwiches” that give you tools or skills to achieve new successes.

  1. Be grateful for clients. I Express gratitude to my clients because I know they have other choices. There is always someone out there trying to earn their attention and their business. I must keep earning their business so I’m grateful each time they choose me versus someone else.

I don’t expect their business because I’m not entitled to it. I’m not an order taker. I must keep showing value and renewing their interest. Working with many different sales teams and in different industries, I can tell you there is a megaton of competition out there for EVERY business. No one has a monopoly on goods or services anymore (well, almost no one).

You can’t afford to take for granted your existing customers. Show them love, do something special, tell them you appreciate that they chose you, and work hard to earn their loyalty.

  1. Grateful for their career. Lastly, I think great salespeople are grateful for the opportunity to sell and for their career in sales. Some of my most enduring relationships have been with people that I called on knocked on their door one day and they became customers and later friends. If I look at my social circles, they’re filled with people that I’ve come to know through this career. They’re people that have produced the product that I’ve sold. They’re people that I have sold alongside with and people I have sold products or services to. Friends, colleagues, partners, mentors … an embarrassment of riches in my life … all because of this career in sales. I’m grateful for the career that’s allowed me to have an abundance of wonderful people in my network.

Thank you. If you’re reading this, this letter of gratitude includes YOU. Thank you for letting me into your inbox, your social feeds, your businesses, and your brains. I do NOT take that for granted.

Tell me, in your sales or business practices, what are you grateful for and how do you practice gratitude?

Until next time, stop hoping and start SELLING!

Happy Selling,

David

Gratitude in Sales

As a salesperson, the hustle never stops, but that doesn’t mean you can’t savor the flavors of Thanksgiving while closing deals and meeting your targets.

Let’s explore how you can infuse gratitude into your sales journey this holiday season.

1. Count Your Wins: Begin your Thanksgiving celebration by counting your victories, both big and small. Reflect on successful deals closed, satisfied clients, and personal achievements. Gratitude starts with acknowledging the positives.

2. Express Appreciation: Take a moment to express gratitude to your clients and colleagues. A heartfelt “thank you” can go a long way in building lasting relationships. Consider sending personalized notes expressing your appreciation for their collaboration throughout the year.

3. Create a Thankful Atmosphere: Infuse your workspace with a Thanksgiving vibe. Decorate your desk with autumn-inspired elements, creating a warm and inviting atmosphere. A pleasant work environment can boost your mood and productivity.

4. Give Back to the Community: Thanksgiving is a time for giving. Consider organizing a charity drive or volunteering as a team. Not only does this create a positive impact, but it also fosters a sense of camaraderie among your colleagues.

5. Strategic Networking: Thanksgiving gatherings provide an excellent opportunity for networking. Attend industry events, dinners, or virtual meet-ups with a mindset of building meaningful connections. Who knows, your next big client might be sharing the same cranberry sauce!

6. Balance Work and Personal Time: While meeting targets is crucial, it’s equally important to try and strike a balance. Allocate specific times for work and personal celebrations. This ensures you can enjoy the festivities without feeling overwhelmed by work commitments.

7. Reflect and Set Goals: Thanksgiving marks the transition to the end of the year. Take this time to reflect on your professional journey so far.

What have you learned?

What are your goals for the upcoming year?

Setting intentions can provide a sense of direction.

This Thanksgiving, let gratitude be the secret ingredient in your sales success recipe. Whether you’re closing deals or carving the turkey, find joy in the journey and celebrate the wins, big and small. Cheers to a season of thankfulness and continued professional growth!

Happy Selling,

David

Welcome to Thanksgiving Week

As Thanksgiving quickly approaches, it’s only natural for me to think of all the things I’m thankful for. But I don’t need to wait till Thanksgiving to think about them.

I think about them daily. Literally every day presents something for me to be thankful for.

Every morning I wake up in my own house. Thankful for functional lungs to breathe the air I breathe. To be able to move around and get ready on my own. To get in my car and go out and make sales calls to make money to pay for my car and house and food etc..

it’s really the little things that matter the most. The things we often take for granted. But I’m sooooo very thankful for them. Even if I complain sometimes. Even if I want more sometimes. I really am grateful for what I have. And I’m grateful for all the people in my life.

I cherish the relationships I have with my family and friends. Old and new. Every interaction we have, every laugh we share, every lesson learned. Good, bad, and ugly. I’m thankful for it all!!

So I challenge you, not only for this week, but for the rest of the year, for 2024, 2025 and for years to come, instead of focusing on what you don’t have, consistently reflect on what you do have and be thankful for.

Happy Selling,

David

Friday’s Top 10 Surprising Facts You Never Knew About Thanksgiving

As we approach Thanksgiving, a celebration of family, friends, and food; a moment to give a nod to all of the good things in our lives. And yes, to double up on mashed potatoes. But the real history of Thanksgiving is a bit more complicated than Turkey & dressing and pumpkin pies—in fact, it has many layers of spectacle, entrepreneurial spirit, economic recovery, and, naturally, feasting.

If you’ve ever found yourself wondering why we celebrate Thanksgiving, or where some of our seemingly obscure Thanksgiving traditions come from, read on!

From the Home Office in Plymouth, Massachusetts,

Here are the Top 10 Surprising Facts You Never Knew About Thanksgiving

10. A woman named Sarah Josepha Hale lobbied Congress for years to make Thanksgiving an official holiday.

If it wasn’t for this determined woman, Thanksgiving wouldn’t exist today. Hale’s allegiance to Thanksgiving began in 1827 and was based in national pride; she hoped to make it “permanently, an American custom and institution.” It wasn’t until 1863 that President Lincoln finally declared Thanksgiving a national holiday. Seeing as the President did this in throws of the Civil War, Thanksgiving is considered by some to be an attempt on behalf of the president to bring some peace back to the country.

9. Originally, Thanksgiving may not have been celebrated in November at all.

There isn’t clear historical information on the actual date of the first Thanksgiving, but some historians have suggested it may have taken place in mid-October. President Lincoln assigned the holiday to fall on the last Thursday in November, possibly to coincide with the date the Pilgrims first landed the Mayflower in New England.

8. In 1939, President Franklin D. Roosevelt moved Thanksgiving one week earlier.

Roosevelt hoped that a lengthened holiday shopping season would increase spending and alleviate the effects of the Great Depression. This resulted in two consecutive years of conflicting Thanksgiving Day celebrations, as some states refused to recognize the change. By 1941, FDR gave in and signed a bill making the fourth Thursday in November the official date for Thanksgiving nationwide, regardless of whether it’s the last Thursday of the month or not.

7. The first Macy’s Thanksgiving Day Parade in 1924 featured animals from the Central Park Zoo.

Though the parade stretched just two blocks, New York City went all out for what newspapers called “a marathon of mirth.” Notably, however, there were none of the balloons the parade is known for today. Instead, there were live bears, elephants, camels, and monkeys from the Central Park Zoo. There were also floats with puppets, celebrities, bands, costumed Macy’s employees, and of course, Santa Claus.

6. Thanksgiving leftovers led to the first ever TV dinner.

In 1953, food corporation Swanson overestimated how much turkey would be consumed on Thanksgiving and had to get creative with 260 tons of leftover poultry. Using 5,000 aluminum trays and an assembly line of hand-packers, they created a Thanksgiving-inspired meal with the aforementioned turkey, cornbread dressing, gravy, peas, and sweet potatoes. The dish was sold for a grand total of 98 cents, and in the first full year of production, they sold ten million of them, birthing the prepackaged frozen meal industry.

5. Benjamin Franklin was very pro-turkey.

It wasn’t so much that Franklin thought the bird was delicious, but more so that he admired the animal’s qualities. Surprisingly, Franklin thought the turkey should be the United States’ official bird rather than the bald eagle.

“I wish the bald eagle had not been chosen as the representative of our country; his is a bird of bad moral character,” he once wrote. Apparently, Franklin noted that the turkey was a “much more respectable bird.”

4. The menu for the first Thanksgiving in Plymouth in 1621 likely included lobster, seal, and swans.

No, turkey did not RSVP to the first Thanksgiving in 1621. The feast between Pilgrims and the Wampanoag Native Americans lasted for three days, during which both parties contributed to the meal. Though there are few records of the actual menu, it is known that the Pilgrims hunted for local fowl (swans included) and the Wampanoag brought five deer. It’s thought that lobster and seal were likely involved, due to their availability in the area.

3. Pumpkin pie has been beloved for a long, long time—although, it isn’t America’s favorite pie.

Records show that people have been cooking up pumpkin pies since the 1600s! Pumpkins were likely at the first Thanksgiving, although probably not in pie form. The dessert has been an important part of Thanksgiving meals since the 1700s—one Connecticut town even postponed the holiday in in 1705 due to a molasses shortage that prevented people from making pies. However, The American Pie Council is putting an end to the pumpkin vs. apple pie debate. According to their research, apple pies are America’s favorite, with pumpkin coming in second place.

2. The “pardoning” of a turkey has become an annual White House tradition… but no one’s quite sure who started it.

And the # 1 Top 10 Surprising Facts You Never Knew About Thanksgiving is….

1. FOOTBALL! Thanksgiving Day football games began in the 1870s.

Turkey Day football began long before the country could watch the sport on TV. In fact, football wasn’t even a professional sport when the Thanksgiving game tradition took hold. In 1876, Yale played Princeton in the first ever Thanksgiving Day football match. At that point, the sport was still evolving from a rugby hybrid into the game we know today. Games stayed on the college and high school level for nearly fifty years. Eventually, when the National Football League was founded in 1920, it began hosting as many as six Thanksgiving matches every year.

A BONUS FUN FACT IS The day after Thanksgiving is especially busy for plumbers. This sounds like the beginning of a crude joke, but it’s true. According, to plumbing company Roto-Rooter, the day after Thanksgiving is “far and away the busiest day of the year.” The company warns to be extra careful with turkey grease, potato peels, rice, and stuffing, as they are sure to clog your drain or overwork your garbage disposal.

So Kick back get ready for next week and save some of these fun facts for after Turkey dinner.

Have a great weekend,

David

Selling Merchants During the Holidays

During this season of the year merchant services sales professionals have plenty of prospects, but merchants don’t want to buy at the holidays!  

There are two core objections which all merchants share between black Friday and Christmas.

  • Too Busy!  “I can’t possibly do that right now.  I’m too busy trying to make sure everything works with what we’re doing.”
  • Worry About Risk!  “I don’t want to switch right now.  What if you mess up my terminal, something goes wrong?”

Here are two tips for overcoming the “too busy” objection:

#1.  Your value proposition.  Whatever your value proposition might be, over the holidays  it’s going to be massively better.  During the month of December merchants are going to process a lot more transactions than any other time of the year.  

So, if you are offering savings, the savings are going to be tripled or quadrupled.  Offer them value.  That’s really, really important.

#2.  Your service.  Make sure you explain up front that the process you’re talking about will only require about ten minutes of the merchants’ time just to complete the paperwork.  Then assure them you’ll take care of everything else.  Even offer to train their employees if there’s a new terminal or something like that.

The risk objective can’t be “overcome.”  There is no amount of savings which will compensate for the risk of not having a terminal working during December.  Even if you could eliminate all fees completely with cash discounting, that wouldn’t matter.  Merchants are not going to be interested in doing that.  

However, offering this one assurance will give you the edge (don’t use this only at holiday time.)  Tell merchants,

“Look, here is what I’m going to do for you.  Your concern right now is that you don’t want me to bring a new terminal in and, God forbid, something happens to the terminal.  Then on December 20th or 21st you can’t accept credit cards.  

Obviously, if that was even a slight concern, I wouldn’t recommend doing this until after the first of the year.  But I’m actually going to turn this around for you and make it much MORE secure, much less risky.  We are not going to cancel your existing merchant account. If I bring my new terminal, you’ll save a lot of money.  During the holidays your savings will be two or three times more than normal.  Your current, working terminal will simply be set aside.  It will stay plugged in and ready to use if needed.  

There is 99% chance that the new terminal will work great; you’re going to love it; and you’ll save lots of money.  After the first of the year, we’ll cancel your existing account.  In the meantime, if there is any problem with the new terminal, just put the old one back in place and use it!  

Of course, I’ll be here within an hour or so to correct any problem that arises.  Basically, I’m going to provide you with less risk instead of more; you’ll have two working terminals.  

So, let me ask you a question, Mr. Jones.  Keeping in mind all the savings I’m going to provide and the fact that it’s only going to take about ten minutes of your time, don’t  you think this deal is worthwhile?  To have an extra terminal here during the busy holiday season is a great idea.  Then if something does happen to one of your terminals, you’ve got a second one ready to use.  That makes sense to you, doesn’t it?”

That’s how you sell retail merchants during the holiday season!  Go over the “busy” objection with your value and service.  Then go over the “risk” objection by flipping it and actually showing merchants you are giving them an extra terminal.

Hopefully, that will be of help to you as you get out there and try to sell merchants during the holiday season.


Happy Selling,

David