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Table of Contents

Lead Story

Wising up about smart phone security


Industry Update

Google introduces mobile wallet, PayPal sues

Tester proposes cutting debit fee study time

Feds move to halt VeriFone purchase of Hypercom

Trade Association News


GS Advisory Board:
Views on regulation and registration - Part 2

Selling Prepaid

Prepaid in brief

Florida investigates prepaid card industry

Is the hybrid card an asset builder?


A slice of ETA 2011

Brandes Elitch
CrossCheck Inc.


Street SmartsSM:
Become the go-to expert on merchant services

Bill Pirtle
MPCT Publishing Co.

How to use email marketing to boost leads

Peggy Bekavac Olson
Strategic Marketing

Oh, what the right mentor could do for you

Vicki M. Daughdrill
Small Business Resources LLC

Acquiring merchants - at what cost?

Jeffrey I. Shavitz
Charge Card Systems Inc.

A view from abroad

Donna Sesto Neary

Company Profile

Kahuna ATM Solutions

New Products

A payment gateway plug-in for QuickBooks

Network Merchants Inc.


Retrain your brain



Resource Guide


A Bigger Thing

The Green Sheet Online Edition

June 13, 2011  •  Issue 11:06:01

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Getting off to the right start

After a couple of years of reviewing books, articles and myriad other publications on merchant selling - and being laid off - I've decided to enter the payments arena. I'm not young, having just passed my sixth decade on this earth, and I'm confused as to how to proceed.

I've read where the "street shoes" aren't to be walked in any longer, but when I talk to merchants while using their services, I find they dislike the phone calls and emails that constantly bombard them, along with so many empty promises. They feel behind in their knowledge of the technology they use and are very unreceptive to any salesperson that approaches them. However, I'm still going to proceed, as I see education of merchants as a way to help them adapt to the changes business and society will undergo.

What would be the best way to approach business prospects? The ISO reps I've talked to tell me to forget about reading anything and just go out and get "statements" and fax them to the office. They say, "You'll learn as you go." If I were younger, I would perhaps be willing to do that, but with so much information on this area of selling available, it seems more than ignorance should be used to convince a businessperson to listen to you.

Is vertical selling in one particular area better, or should I just walk down the street and talk to everyone? Any help would be appreciated. I'm very excited to do it, but at this age, I would just like to make a good first impression. I read each new issue of The Green Sheet, and I constantly learn something new every issue. Is that enough?

Mike Morris


We asked Jason A. Felts, Chief Executive Officer of Advanced Merchant Services to provide you some guidance. Following is his advice:

Thank you for relying on The Green Sheet as you embark upon your new MLS career, Mike. And, Jason, thank you for answering Mike's questions in your inimitably encouraging way.


Buyers Guide phone numbers to fix

The Green Sheet has corrected the following phone numbers in the online version of the "2011 Buyers Guide," GSQ Vol. 14, No. 1, April 2011. The companies and their correct contact numbers are:

    Cardware International: 740-522-2150, ext. 220
    MSI Merchant Service Inc: 800-351-2591
    Network Merchants Inc: 800-617-4850
    USA ePay: 866-872-3729

We listed these corrections in our May 23, 2011, issue and are spotlighting them again so as many readers as possible can amend their copies of the guide. We sincerely regret the guide went to print before the errors came to our attention.

Call us, write us

Would you like us to cover a particular topic? Is there someone you consider an industry leader? Did you like or dislike a recent article in The Green Sheet? What do you think of our latest GSQ? Email your comments and feedback to or call us at 800-757-4441.

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

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