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Table of Contents

Lead Story

A new era in digital marketing

News

Industry Update

Heartland settles some, loses one

U.K. checkless by 2018?

Diners Club: New brand, new voice

A new level of protection

Features

Research Rundown

A capital idea for growth

Selling Prepaid

Prepaid in brief

Understanding prepaid's target audience

Ciao prepaid

Brush up on terminology for 2010

Views

To checklist or not to checklist

Biff Matthews
CardWare International

Education

Street SmartsSM:
New year, new plan

Jon Perry and Vanessa Lang
888QuikRate.com

Manipulation is good

Daniel Wadleigh
Marketing Consultant

Effective tradeshow marketing

Peggy Bekavac Olson
Strategic Marketing

Digging into PCI - Part 7:
Restrict access to cardholder data by business need to know

Tim Cranny
Panoptic Security Inc.

Company Profile

mPayy Inc.

New Products

An ATM for all types of weather

Triton RL5000, Triton RL1600
Triton Systems of Delaware Inc.

Inspiration

Courting curmudgeons

Departments

10 Years ago in
The Green Sheet

Forum

Resource Guide

Datebook

Miscellaneous

2010 Calendar of events

A Bigger Thing

The Green Sheet Online Edition

January 11, 2010  •  Issue 10:01:01

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Inspiration

Courting curmudgeons

Keep cool; anger is not an argument.
- Daniel Webster

Let's say one of your resolutions for 2010 is to always be positive and persistent when calling on merchants - no matter what. You arrive on time for your first appointment of the day, but after you introduce yourself and hold out your hand in greeting, the merchant blows cigar smoke in your face, sneezes, covers his mouth with his hand and immediately extends the same hand to you.

What if the next merchant on your rounds escorts you to her office door at the hour appointed for your meeting, asks you to wait in the hall while she goes to her desk and makes a phone call, then another and another, and the minutes slip by for more than half an hour before she calls you in?

You can't stand either of these individuals. What do you do? Sure, you could walk away from these sales, but a sale is a sale, and this type of merchant's money is just as good as everyone else's.

So even if the thought of pitching to certain prospects feels like nails on a chalkboard, steel your resolve, and pursue them anyway.

Look behind the behavior

Some people get a kick out of yanking other people's chains, especially during long, monotonous work days. And certain clients look forward to watching you jump every time they voice an objection or request a change. When you're in a situation like this, remind yourself that the rude behavior isn't a personal attack. It's just a flaw in the merchant's character.

Sometimes behavior that seems deliberately exasperating is due to a need for reassurance. You might find it tedious to answer the same questions over and over or to explain aspects of the industry that don't even apply to a particular merchant's processing needs.

But certain prospects need to have every last base covered in excruciating detail before they can begin to contemplate signing a contract.

These types of merchants aren't trying to frustrate you; that's simply how they are.

Make the sale

So, when dealing with annoying prospects, try the following:

Remember, you will deal with far more congenial than curmudgeonly individuals during your career. Treat the cranky ones as you would any other prospect. Besides, the Eeyores and Scrooges of the merchant world aren't going anywhere; you might as well get their business.

Notice to readers: These are archived articles. Contact names or information may be out of date. We regret any inconvenience.

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Spotlight Innovators:

USAePay | Impact Paysystems | Electronic Merchant Systems | Inovio