Life Lessons – Page 2

Why Top Producers Run Counterclockwise & How to Disrupt the Payments Industry

Most people in our industry are trapped in the clockwise grind. They wake up, pitch the exact same interchange-plus pricing, pitch the same rate match, and offer the same standard terminal. Then they wonder why merchants treat them like every other sales rep who walked through the door that week.

Confessions Of a Sales Pro: The ISO Hoppers

Welcome back to another week of Confessions! Grab your lukewarm coffee, take a seat, and let’s talk about a classic trap that burns out more sales reps than cold calling rejection ever could: the endless chase for the “better split.”

If you’ve been in this industry for more than six months or if you read any of the Facebook groups or spend five minutes on LinkedIn you see agents doing it every single day. A rep starts with a solid ISO, builds a modest portfolio, and then gets targeted by a recruiter or a flashy post promising the moon.

Have You Heard of The Clutterbug Method?

When a lady in my office first told me about this, I nearly fell over laughing. I mean, comparing people to bugs?

Taking a personality test to find out which “bug” you are sounded completely nuts.

Confessions Of a Sales Pro: The Hall of Fame Closes (That Actually Worked)

Welcome back to another week of Confessions! Grab your lukewarm coffee, take a seat, and let’s talk about the absolute madness we call “closing a deal” selling merchant services.

If you read the standard sales books, they’ll tell you about the Assumptive Close, the Puppy Dog Close, or the Alternative Choice Close. They paint a picture of a slick rep in a tailor made suit closing a deal over a crisp handshake and a polite nod.

Correction Is Your Direction

Nobody likes to be wrong. I certainly don’t. Being called out on a bad call, an inaccurate prediction, or a missed opportunity stings. But over my years in merchant services and payment processing, I’ve learned that holding onto the belief that you’re always “right” is the fastest way to hit a wall.

When you’re building a sales career, you don’t need a static map telling you where to go you need real, unfiltered feedback that keeps you on course. Correction is your direction. Admitting where I was wrong hasn’t held me back; it’s been those situations that pointed me toward my next phase of growth.

Confessions Of a Sales Pro: The Chargeback Nightmare

Well, here we are another Thursday and yet another post of confessions of a sales professional. Go grab your lukewarm coffee, take a seat, and let’s talk about that cold, sinking feeling in the pit of your stomach, the kind that only happens when a specific merchant’s caller ID pops up on our phones at 7:30 AM on a Thursday morning.

You know the call. You don’t even get a “hello.” You just hear breathing, followed immediately by: “WHERE IS MY MONEY?!”

Confessions Of a Sales Professional – The race to the Bottom

Well, here we are another Thursday and yet another post of confessions of a sales professional. Grab your lukewarm coffee, pull up a chair, and let’s talk about something that’s been making my eye twitch lately.

Do you remember when cash discount was brand new? No rules, just residuals. (and the occasional zoom meeting from a certain ISO claiming they have the only complaint CD program) It was the wild west, but it transformed our portfolios overnight.