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Table of Contents

Lead Story

The Sony breach is not a game

News

Industry Update

Legislation in the works

Webinar delves into fraud threats, solutions

Texting for redemption at the ETA

Verizon, Secret Service release data breach report

Features

GS Advisory Board:
Views on regulation and registration

The triple bottom line: people, planet, profits

Ken Musante
Interviews: Jeff Marcous

Research Rundown

Selling Prepaid

Prepaid in brief

IQPC survey raises regulatory alarm

USPS to sell AmEx gift cards

Views

Mobilizing banking's payment franchise

Patti Murphy
InsideMicrofinance.com

Education

Street SmartsSM:
Is now the time for registration?

Bill Pirtle
MPCT Publishing Co.

Technology game changers

Dale S. Laszig
Castles Technology Co. Ltd.

Raising the bar on PCI compliance

Heather Foster
ControlScan Inc.

Social media as a sales tool

Nicholas Cucci
Network Merchants Inc.

Company Profile

Paragon Application Systems Inc.

New Products

The mobile business card

Txt Biz Card
Field Guide Enterprises LLC

Inspiration

Spurring sales with valued-added verbs

Departments

Forum

Resource Guide

Datebook

A Bigger Thing

The Green Sheet Online Edition

May 23, 2011  •  Issue 11:05:02

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Inspiration

Spurring sales with valued-added verbs

- Julian Sorrell Huxley

Great sellers work sales calls like great comedians work crowds. Top performing merchant level salespeople (MLSs) pick up prospects' verbal and nonverbal signals and tailor pitches accordingly. But the foundation of the successful pitch is based on simple, tried-and-true techniques that, practiced and employed over time, become second nature.

One aspect of that foundation is word choice. Seasoned sellers know how to phrase statements to jumpstart the sales pitch. Decide for yourselves which is better:

This: Do you want to hear about my service?
Or this: Tell me about your current POS setup.

This: Do you have a check problem?
Or this: Let's discuss how we can increase the check-acceptance speed at your POS.

The first lines of the pairs are questions; the second lines are statements. This demonstrates the difference between striking a passive tone and taking an active approach. It also speaks to the need to control your interactions with merchants from the outset.

If you structure the opening carefully, you can guide your prospects to supply important information about their businesses and avoid giving them the chance to stop the pitch with a quick no before it has time to develop.

Break bad habits

All sellers are guilty of using stock phrases in sales calls. But getting into a linguistic rut will make your pitches stale. One way to break the habit and keep sales calls fresh is to tweak the language. Such as:

By using fresh, action words in your presentation, not only do you keep prospects from getting bored, but you keep yourself interested and engaged as well.

Use appropriate lingo

Every standout MLS speaks to merchants in their own language. Your objective is to make merchants believe you have a feel for their businesses and vertical markets. For example:

You can learn industry- and business-specific language by reading industry trade publications and paying close attention to editorials and letters to the editor.

By beginning with confident instead of tentative language, using action words in presentations and speaking the language of the merchant, you can differentiate yourself from the competition and make pitches more effective. Call it words of wisdom.

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:

North American Bancard | USAePay | Impact Paysystems | Electronic Merchant Systems | Board Studios