Hello Agents! We know that as a Sales Partner your main goal is to make sales. Today we are going to dive into some tips and tricks that will improve your sales skills, and have you closing more sales this month.
Tip 1: Know the Ins and Outs
Knowing the ins and outs about the business you are prospecting and the merchant processing industry will show any potential merchant that you are well versed in what you are selling and will instill trust. After hearing a bit of your sales pitch the merchant will become open-minded to further information. As a result, merchants will become more inclined to ask questions. But before the merchant could ask any question that you know are frequently asked, it is important that you tackle those topics in your sales pitch. Some of the questions you can expect to be asked are below:
- How long does it take to set up a merchant account?
- Are the transactions and funds secure?
- What are the requirements to open a merchant account?
- What is a Monthly Minimum?
- Do I need a bank account to accept credit cards and does it have to be a business checking account?
Being well versed about our service will help you stay one step ahead of the merchant. Most importantly, it will give you confidence, charm, and passion that will impress the potential merchant.
Tip 2: Sell to Who You Know and Work Up
Selling to people you know or already do business with is a sure-fire way to get a deal. Since there is a relationship built between you and the potential merchant there is a level of trust and security. Trust is one of the most important factors a merchant should feel when being presented with an opportunity and especially giving their time and business to you. Once you get your feet wet by selling to businesses you have a relationship with you will have a bit of an edge on what to expect when selling to others.
Tip 3: Let the answer “No” Motivate you
“No” is an answer that could discourage many agents. However, you should take the answer “no” as a learning opportunity and use what you learned to improve your sales pitch for your next prospect. Merchants may say “no” for many reasons but a lot of the times we find that they are comfortable with what they already use and don’t want to rock the boat. So this is why you need to instill trust and try to figure out what a merchants’ needs and wants are. Again, this is all about trial and error, the more you get yourself out on the field and learn from all of your sales pitches, the better your pitch will get and the more deals you will close.
In sales, it is important to not let a “no” tear you down. Let’s face it you are going to be faced with people who will say “no.” The best thing you can do is look back on the situation and try to figure out why, and improve from there. Remember we are always here to help and if you need one-on-one training your sales director is always available to help!