By Jarrett Rodriguez, Assistant Sales Director
Throughout my time at FlashBanc, I’ve mentored countless professionals who were either inexperienced or brand new to the sales game. After observing people from all walks of life try their hand in the payments industry, I’ve noticed one common mistake that many rookies make. In this article, I’d like to share that blunder with you and walk you through some easy fixes.
It’s Not All About the Numbers
When someone is new to a sales career, it’s tempting to fall into the belief that it’s all a numbers game. However, this couldn’t be further from the truth. If you show up to a business with a stack of applications and expect to make a sale without creating a connection with the owner, you will be sorely disappointed. There’s nothing more off-putting to a business owner than meeting with an agent who is only interested in closing the deal, as opposed to creating a business relationship. While you might make one or two sales with this impersonal approach, a real sales agent simply does not operate like this.
Build Rapport First
The secret to landing a sale is to focus on building rapport with merchants and getting to know them first. From the moment you contact a prospect to when you close the sale, your number one priority should be to create a client for life. Here are some easy ways to establish excellent rapport with a prospect:
- Greet them with a warm smile and firm handshake.
- Give them genuine compliments. It’s easy for a person to tell when you’re not being genuine, so make sure to speak from the heart.
- Find common ground with the prospect. If you notice any similarities between you and the merchant, make sure to bring them up.
Abide by the 70/30 Rule
When meeting with a merchant, make sure you’re listening 70 percent of the time and only speaking 30 percent of the time. There’s a misconception that salespeople need to be smooth talkers who control the conversation at all times. While a successful sales agent does need to keep the conversation on the right track, their main job is to listen to the prospect and create solutions that will best assist their business. To let your potential client know that you’re actively hearing them, you should nod your head, ask clarifying questions, and offer customized payment solutions based on their unique needs.
Maintain Open Communication
After signing on a client, the true work starts. Making the sale is one thing, but maintaining a long-term client relationship is a whole other animal. My best advice is to ensure that you always have open lines of communication with your new client. Letting them know that you are always a phone call, email, or text message away will make them feel comfortable with your business relationship. Treat each of their questions and requests like your top priority and make sure you get back to them in a timely manner. They’ll greatly appreciate your quick response and careful assistance.
Ask For Help
If you’re having trouble building relationships with your customers and you need a little bit of help, make sure to contact your sales director. Everyone was new to sales at some point in their careers, so they know how much work it takes to establish a winning strategy. They’re here to guide you in the right direction and help you succeed in this career path.