Category: Other Post

The air was thick with the smell of fresh bread and competition as Mike and Ike prepared to pitch Mr. Johnson at the local bakery.

Continue reading “Are you a Partner or just another “Credit Card Guy”?”

We’ve all been there. That looming task on the to-do list, the prospect you know you should call, or the proposal that’s been sitting in your “Drafts” folder for three days.

Continue reading “Is Procrastination Costing You Sales?”

I was having coffee with a potential referral partner a couple of weeks ago—

Continue reading “Don’t Take This the Wrong Way…”

Yesterday, we talked about stopping the “perfection” trap and just getting out there. But once you’ve taken that first step and walked through the door, what’s the move? If you leading with price and hardware specs, you’re missing the heartbeat of this business.

We are officially in the last week of January. While others are still “getting ready,” the closers are out in the streets. But here’s the truth: if you’re not passionate about helping small business owners, you aren’t really in sales—you’re just an order-taker.

Selling payments isn’t about pushing credit card terminals; it’s about empowering the person behind the counter to reach their dreams.

The Problem: Being a “Walking Brochure”

Too often, training focuses 100% on product knowledge—interchange-plus, surcharging, POS features. This creates “Product-Centric” reps who walk in and vomit facts.

The reality? The merchant doesn’t care about your hardware. They care about their problems. If you’re obsessed with your “killer sound system” while they just want “heated seats,” you’ve lost the connection—and the sale.

The Solution: The “Customer-First” Approach

Sales is a lifestyle. It’s about genuinely caring. When you lead with curiosity instead of a pitch, you become a trusted advisor.

I use a specific technique that works because it’s human. Don’t walk in as a “Sales Rep.” Walk in as a customer. Look around. Admire what they’ve built.

🎤 The “Customer-First” Pitch Drafts

Here are three ways to use this approach today. Notice how we don’t mention “Merchant Services” until the very end.

Option 1: The “Best Seller” Lead (Casual & Warm)

“Good morning! You know, I’ve driven past this place a dozen times and finally had to stop in. Everything looks great in here—how long have you guys been open? (Listen) Wow, that’s a great run. Quick question: what’s your absolute best seller? I want to try what the locals love. (Listen) That sounds awesome. I’m [Your Name], by the way. I’m local to the area—do you guys generally prefer working with local people for your business needs?

Option 2: The “Admirer” Lead (Focus on Growth)

“Hey there! I was just looking at your setup—it’s a great vibe. How long have you been at this location? (Listen) That’s impressive. You clearly know this neighborhood. Do you guys like to keep your business partnerships local, or do you deal mostly with the big national corporations? (Listen) I ask because I live right down the road and I help owners around here keep more of their hard-earned money…”

Option 3: The “Lifestyle” Lead (The Conversation Starter)

“Morning! I’m just checking out the shop—it’s got a great energy! How long have you been the owner here? (Listen) What’s the most popular thing you have today? (Listen) I love that. I actually just finished up an installation for a new POS system/terminal down the road at [Name of Business], and it made me realize I hadn’t stopped in here yet. I’m local to the area—do you value having a local partner you can actually call when you need something, or are you stuck with a 1-800 number?”

The Takeaway:

• Shift your focus: Stop looking for a “sale” and start looking for a “solution.”
• Ask questions first: Understand the person before you pitch the product.
• Be passionate: Let your genuine desire to help shine through.

People quickly forget what you said, but they never forget how you made them feel. Your passion—and your local presence—is your biggest competitive advantage.

Happy Selling,

David

We are officially in the last week of January. While most people spent the first three weeks “getting organized,” “waiting for the phone to ring or car to take them to prospect,” or “waiting for the right leads,” the top 1% of producers have already been out in the field closing.

So many sales professionals stall their momentum because they feel they need to be a technical expert on every POS system or an underwriting guru before they walk into a business. This “perfectionism” is a residual killer.

You’ll Never Have All the Answers

The truth is, you’re never going to be 100% ready. Technology changes, every iso supposedly has the most compliant cash discount program, and every merchant has a unique pain point. If you wait until you know everything, your competition will have already signed the storefronts on your block.

That fire you felt on January 1st—the desire to build a massive residual portfolio—is there for a reason. But that portfolio won’t build itself. It’s time to pick up the phone or walk through the door.

Action is the Only Cure for Fear

Starting a new territory or a new sales push is intimidating. But the hardest part isn’t the “NO” from the merchant—it’s the resistance you feel before you even pull into the parking lot.

• 70% of sales reps delay their outreach due to a fear of rejection or “analysis paralysis.”
• Momentum is built by doing. Confidence is earned through the “NO’S” that eventually lead to a “YES!.”
• Growth never happens inside your comfort zone. It happens when you’re standing at a counter, pitching a skeptical owner, and finding a way to add value on the fly.

Eliminate the “Somedays”

I’ve met too many reps living in the “somedays.”

• “Someday I’ll have the perfect pitch.”
• “Someday I’ll target the big enterprise accounts.”
• “Someday I’ll be a top producer.”

There is no perfect moment. The only thing standing between you and the residuals you want is the story you keep telling yourself about why you aren’t ready.

Your Action Plan for the Week

Today is the day to reset. Write out your daily call/walk-in goals. Surround yourself with the “closers” in this office who will push you, not the “complainers” who will hold you back.

You might feel like you don’t have the “perfect” answer for every objection. It doesn’t matter. Start right where you are, with what you know, and learn the rest while you’re in the game.

The bottom line is simple: JUST START, JUST DO IT!

Happy Selling,

David