Other Post – Page 5

Conquer the Intuit Conversation

Last month we explored strategies to tackle Square, and it seems I’ve hit a nerve! Many of you pointed out that QuickBooks, with its integrated Intuit processing, presents a similar challenge for merchants—and for merchant services sales professionals. You’re hearing that the fees are a pain point, the integration is a double-edged sword, and the perceived simplicity masks some costly realities.

Do You Remember This Movie 1?

Let’s talk about a movie that, while a bit of 80s cheese, holds some serious gold for anyone hustling in sales: “The Secret of My Success” starring Michael J. Fox.

Now, I’m not suggesting you sneak into the executive suite or pretend to be someone you’re not (admit it, that would be fun). But, there’s a powerful message in that film about ambition, adaptability, and the relentless pursuit of opportunity that resonates deeply with the spirit of a successful salesperson.

Why This Movie Hits Home for Us:

The Hustle is Real: Remember when Brantley Foster (Fox) was just a mailroom guy with big dreams? That’s the mindset we need! In merchant services, you’re often starting from the ground up, building relationships, and proving your worth. Just like Brantley, you’ve got to be willing to put in the work, make those calls, and knock on those doors and talk to anyone who will listen.

Adaptability is Key: Brantley’s ability to pivot and learn on the fly is a masterclass in sales agility. The merchant services landscape is constantly evolving. New technologies and shifting client needs require you to be a chameleon. Don’t be afraid to embrace change and learn new skills.

Confidence is Contagious: Even when he was faking it, Brantley exuded confidence. That’s a crucial trait in sales. Believe in your product, believe in your ability to help businesses thrive, and let that confidence shine through. People buy from people they trust, and confidence builds that trust.

Networking is Your Superpower: Brantley’s success was built on relationships. In merchant services, your network is your lifeline. Connect with business owners, attend industry events, and build genuine relationships. You never know where your next big deal might come from.

Don’t Be Afraid to Think Outside the Box: Brantley’s creative solutions to problems, even if they were a bit unorthodox, ultimately led to his success. In merchant services, you need to be a problem-solver. Don’t just sell a product, offer solutions that address your clients’ unique needs. Be innovative and find ways to stand out from the competition.

How to Apply These Lessons Today:

Embrace the “Can-Do” Attitude: Every “NO” is one step closer to a “YES.” Don’t let rejection discourage you. Stay positive and keep pushing forward.

Invest in Your Skills: Stay up-to-date on the latest technologies, regulations, and sales techniques. Continuous learning is essential for success.

Build Authentic Relationships: Focus on building genuine connections with your clients. Understand their businesses, their challenges, and their goals.

Be a Problem Solver: Don’t just sell a product; offer solutions that address your clients’ specific needs.

Stay Hungry and Humble: Even when you achieve success, never stop learning and growing. Stay grounded and remember where you started.

“The Secret of My Success” is a reminder that with hard work, adaptability, and a healthy dose of confidence, anything is possible. So channel your inner Brantley Foster. Be resourceful, be resilient, and never stop believing in your ability to succeed.

Now go out there and close those deals! You’ve got this!

and if you want to watch this, it’s on Netflix .

Happy Selling,

David

The ONE Habit That Will Make or Break Your Sales Career

Today, I’m going to talk about the single most important habit for merchant services sales professionals. It’s the foundation upon which all other success is built: prospecting.

I know what you’re thinking: “Duh, David! Of course, prospecting!” But let me ask you a question: In the past five business days, did you walk into 20 businesses for the first time prospecting? Or did you make enough calls to speak with 20 business owners every single day? If not, keep reading.

Why is prospecting so crucial? Because it makes everything else fall into place. Think about it:

Interested Prospect? You’ll Be Back: If you find a prospect who’s genuinely interested, you’ll find a way to get back to them tomorrow, no reminders needed. You want that sale.
Ready to Move Forward? Paperwork Gets Done: When a prospect says they’re ready, you’ll magically find the time to complete the paperwork. Again, you want that sale.
Deal Closed? You’ll Follow Through: Once the paperwork is done, you’ll be on top of the submission process. You’re driven by the desire to close.

The point is, when you have a qualified prospect, the other steps become much easier. Just like you don’t need to schedule time for things you enjoy, you won’t need to schedule motivation for the rest of the sales process.

However, the one thing many salespeople avoid is prospecting. Why? Often, it’s overthinking. Stop overthinking it! Just go prospect.

I hear questions like: “Should I target a specific business type?” “Should I canvass a whole street?” “Should I call or walk in?” My answer? YES! Any of those are fine. The biggest problem isn’t how to prospect, it’s that most salespeople aren’t prospecting at all.

Many salespeople prospect for an hour a week and then wonder about strategy. That’s like asking how to steer a car that’s out of gas. Steering is important, but it’s irrelevant if you’re not moving. Until you develop the prospecting habit, no strategy will help.

Prospecting is binary: you’re either doing it consistently, or you’re not. Successful salespeople prospect almost every day. Some dedicate one day a week to closing and follow-up, but the rest of their time is spent prospecting. If you want real success, you must prospect.

Here’s another tip: Use “sticks and carrots” to motivate yourself. Just like training a horse, you need both incentives and consequences.

Sticks (Accountability): Tell someone you respect about your prospecting goals. Ask them to hold you accountable. For example, text them when you start and finish your prospecting sessions.
Carrots (Rewards): What do you enjoy? Ice cream? Reading? Treat yourself to something you love after you complete your prospecting for the day. It sounds simple, but it works.

Finally, remember who you value. Be accountable to those people. Make sure you’re doing what you need to do.

Prospecting is the most important habit for merchant services sales success. The key is to do it, consistently, every single day.

Happy Selling,

David

Grandkids, Roblox, and Sales

Who knew that chasing my grandkids around a virtual obstacle course in Roblox could actually make me a better salesperson? It sounds crazy, but it’s true!

Now, for those of you who haven’t been initiated into the world of Roblox (where have you been?!), it’s an online platform where millions of kids (and adults!) create and play games, socialize, and even learn. My grandsons are obsessed, and I’ll admit, I’ve even gotten caught up in a few games myself. “Hide and Seek Extreme” and “Extreme Golf” are my current favorites.

But what does this have to do with sales? More than you might think! Here’s how my Roblox adventures have surprisingly sharpened my sales skills:

1. Understanding the Next Generation of Consumers:

These kids on Roblox are the future of commerce. They’re growing up in a digital world, comfortable with online transactions and virtual currency (Robux, in Roblox’s case). By observing how they interact with this virtual economy, I’m getting a glimpse into the future of payments. This helps me better understand the needs and expectations of my clients, who need to cater to this tech-savvy generation.

2. Finding Common Ground and Building Rapport:

Mentioning Roblox to clients with kids or grandkids instantly breaks the ice. Suddenly, I’m not just a salesperson; I’m a fellow gamer, a grandparent who “gets it.” This shared interest creates a connection and builds trust, opening the door for more meaningful conversations.

3. Explaining Complex Concepts in a Relatable Way:

Believe it or not, Roblox has actually helped me explain payment processing concepts more clearly. For example, I can use the analogy of buying Robux to illustrate the importance of secure online transactions. “Just like you want to ensure your grandkids’ Robux purchases are safe, you need a reliable and secure system for your business.”

4. Staying Relevant and Adaptable:

The world is changing rapidly, and staying relevant is crucial in any business. By immersing myself in the world of Roblox, I’m keeping my finger on the pulse of the latest trends and technologies. This helps me adapt my sales approach and offer solutions that meet the evolving needs of my clients.

Beyond the Games:

The key takeaway here is to be genuinely curious about your clients’ world. Whether it’s Roblox, the latest TikTok trend, or their favorite sports team, finding common ground builds relationships and opens doors.

So, the next time you hear a client mention their grandkids and Roblox, don’t just nod politely. Engage! You might be surprised how this seemingly unrelated topic can lead to a stronger business relationship and even a closed deal.

Now, if you’ll excuse me, I hear my grandsons calling. It’s time for another round of “Hide and Seek Extreme”!

Happy Selling,

David

The W.I.T. / NIT W.I.T. Program

The other day while driving to take care of a client about 90 minutes away I turned on a Ryan Stewman podcast. He was talking about leveling up and not letting the force of averages overtake you. He spoke about a sales seminar he attended several years ago. He said each morning at 7 AM, he along with several of our up-and-coming stars would speak to the team and share some inspiration and sales tips. On the last day, Les Brown was the speaker and spoke about his journey and about making a commitment and the importance of doing whatever it takes to become successful.

It made me think about something I spoke about a while back. We all have a choice. We can choose to be on the WIT (whatever it takes) program or we can choose to be on the

NITWIT (not into whatever it takes) program.
If you’re not willing to do whatever it takes to become successful with integrity, you will live a life of mediocrity!If you truly want to be successful, you have to be willing to do whatever it takes. Success takes a 100% commitment.

Many people talk about being in the top 10%. If that is your goal, you have to be willing to do what 90% of people are not willing to do.
If you want to go to an even higher level and be part of the 1% club, you have to do what 99% of people do not want to do.

When we talk about whatever it takes, we certainly want to make sure that we are doing everything with integrity. It’s all about doing whatever it takes for you to grow and to become better.

This means, you have to start your day early.

You have to put in the time that’s necessary for you to achieve your goals.

It’s about making a commitment to continuously learn.

It’s about making sure that you are consistent, persistent and no matter what comes your way, you’re never going to give up.

It’s about surrounding yourself with winners and finding a mentor that’s going to help you get to where you want to be.

If you’re going to be on the W.I.T. program, it’s going to require a lot of discipline. This is a commitment to be at the top of your game in all phases of your life. You have to be able to do what the majority of other people are not willing to do.

This may mean removing all negative influences from your life, TV, social media and anything that is distracting you from achieving your dreams. It may mean putting in 12 hour days or 14 hour days over a period of time.

This is all about making improvements in your life. The only way to do that is to do what most others won’t do.

You have to get rid of all the negative out of your life. You must understand that you will have obstacles and you will have days when you feel like giving up. This is where you start grinding and you make that commitment that no matter what gets in your way, nothing is going to stop you. You must understand that whatever obstacles come your way, they are only testing you to see how badly you want your dream.

Do not procrastinate. Make the decision to take action right now. Once you make that commitment to do whatever it takes to achieve your dreams, you will become unstoppable.

Nothing will get in your way because you have made that commitment.

I had an sales professional tell me yesterday he was going to close 15 deals this month. It can be done if they do Whatever It Takes to get them.

This week, visualize yourself having your goals achieved. You can do this! You are not designed to be on the NITWIT program.

You’re way better than that. Make the decision that you are going to do whatever it takes to become successful.

Repeat this phrase each day. “I am on The W.I.T. program!!

Happy Selling,

David

Once, Twice, Three Time to Close

Master the concept of closing at least three times and close more deals. Use buffer statements so you can close multiple times without making merchants angry, remember we discussed that yesterday, c’mon Shake it Off.

Tell Me about Your Morning Routine.

As I write this I’m on a short getaway to what we in the south call the “Redneck Rivera” Orange Beach, Alabama. Keeping a routine even on a small vacation can be a struggle.

Throughout the years, I’ve had many people reach out to me expressing their desire to be a top level performer. This is exciting for me because I have a passion to help people reach their full potential.

When it comes to success, desire is such a key ingredient. Talent alone is not enough. I meet and speak with many people who are filled with talent, but lack the drive to capitalize on it. Show me someone with a burning desire and I know I can help them succeed.

When speaking to those who express their desire for success, I review with them what their specific goals are and what their commitment level looks like. One of the first areas that we will cover is what their mornings look like. As they are sharing their excitement, I will simply say “Tell me about your morning routine.” Believe me, I have heard all types of responses, including a lot of excuses. Many have said that they are not morning people. Others talk about the importance of coffee. Unfortunately, far too many wake up stressed out, with not much of a plan for the day.

Here’s the bottom line… If you want to win the day, you must win the morning. If you read biographies about very successful people, you will find that the majority of them wake up before 6 AM and have a morning routine. It is vital that you start your day on a positive note, with a great morning routine for morning motivation.

Tell me about YOUR morning routine. Is it time for you to make some changes in this area? If you are truly serious about accomplishing great things, you have to be just as serious about having a positive morning routine. You must change your stressful and hectic morning routine into a much more positive and peaceful beginning of the day.

For myself, I have a three hour morning routine before I leave my home. It begins with waking up at 5 AM. Many times, I’m automatically waking up before then. Waking up early is critical to starting your day positively and keeping your sleep cycle in check. This gives you time to complete your morning routines without having to worry about rushing around. If you are the type of person that keeps hitting the snooze button, it’s time to get rid of that habit. Set your alarm before you go to bed and put your phone in a place where you have to get out of bed to turn it off. Once you are out of bed, your positive day begins.

The best way to start your day is with gratitude. Reflect on all the things in your life that you are truly thankful for. As a matter of fact, write them down and think/meditate on them.

Get into the habit of making your bed. It takes less than a minute, and you’ll be rewarded with a feeling of self satisfaction.

Get into the habit of exercising every day. Spend 30 minutes each morning working out. This will rapidly wake you up and increase your mental well-being in the long term. You can do push-ups and sit ups and go for a short walk each and every day.

Review your goals for a few moments. Early morning is an excellent time for contemplation. Unfortunately, most people waste time watching garbage TV and spending time on social media. Instead of doing that, start focusing on your personal goals.

I’ve learned that what we put into our mind is very important. Your morning should include some kind of motivation. Whether you’re listening to a podcast or reading something inspirational, this habit will help you boost your productivity.

It’s important to have breakfast each morning. Whether it’s a smoothie or any other healthy breakfast, It’s a fantastic way to kickstart your day and provide yourself with the fuel necessary to be productive.

Always take a shower every morning. Get yourself clean and feeling good. Dress for success, and look at that person in the mirror with a big smile. You are now ready to take on the day.

There are so many things that you can do for a positive morning routine. It’s all about building new habits. Once you get into a positive morning routine, you will find that your days start happier and stronger. You will discover that you are much more motivated and productive than you’ve ever been.

Are you ready to change your morning routine? This is your time. If you want to success you must win the morning, and then you will win the day. Start now and start this morning!

Happy Selling,

David