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Table of Contents

Lead Story

New federal watchdog eyes prepaid cards

News

Industry Update

Heartland nearing closure on breach after favorable ruling

Forensics expert, Google differ on Wallet security

The future of contactless payments

Payment predictions for 2012

Features

PCI SSC rolls out new SIGs

Highlights from Inside Microfinance

Patti Murphy
ProScribes Inc.

Show us the money! - Growing business online by accepting more forms of payment

Brian Crozier
UseMyServices.com

Research Rundown

ISOMetrics:
Online shopping up for holiday season 2011

Lessons from the lemonade stand

Selling Prepaid

Prepaid in brief

Banks exhibit 'appetite for prepaid'

The game card opportunity beyond U.S. borders

Education

Street SmartsSM:
The Durbin Amendment: Bust or boon for the industry?

Bill Pirtle
C3ET Credit Card Consortia for Education & Training Inc.

Kick off 2012 with a plan for success

Peggy Bekavac Olson
Strategic Marketing

Keep it honest in 2012

Jeff Fortney
Clearent LLC

PCI: The year in review, the year to come

Tim Cranny
Panoptic Security Inc.

Company Profile

RocketPay LLC

PAX Technology Inc.

New Products

Going global with online payments

Global Gateway e4
First Data Corp.

A platform for multichannel retailers

Multi-Channel Retail Management Suite
Retail Anywhere

Inspiration

Work through discomfort, expand your reach

Departments

10 Years ago in
The Green Sheet

Forum

Resource Guide

Datebook

Miscellaneous

2012 Calendar of events

Skyscraper Ad

The Green Sheet Online Edition

January 09, 2012  •  Issue 12:01:01

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Inspiration

Work through discomfort, expand your reach

The true triumph of reason is that it enables us to get along with those who do not possess it.
- Voltaire

Each January, many ISOs and merchant level salespeople (MLSs) revisit their sales goals and strategies. Whatever your business goals for 2012 are, one thing is certain: to succeed, you must interact successfully with all types of people, even those with whom you either disagree or are uncomfortable.

Given that you have chosen sales for your profession, chances are you are naturally an upbeat, outgoing person who already has a good deal of skill when it comes to communicating with people. But sometimes, even the best of us fall short in some areas of outreach. Here are some examples of what I'm talking about. Maybe you have:

Let reason rule

Whether or not the scenarios just described hit home for you, they may have brought to mind certain instances in which you've let a potential or current client get under your skin, or let discomfort or anxiety deter you from pursuing a solid lead - and thereby failed to close new deals or lost accounts you once had.

One thing these situations have in common is lack of emotional control - not a pathological lack of control, certainly, but still a deficit that can hamper sales. Fortunately, you can take steps to bolster yourself so you can more easily surmount intimidating situations and handle people you find difficult.

Here are some ideas:

(There may be an occasional merchant who is downright abusive, and if you encounter one of those, end the relationship gracefully, without letting the individual get the best of you. In these sorts of situations, it's good to remind yourself not to take what the merchant is dishing out personally. It's likely the next ISO or MLS who knocks on that merchant's door will be treated the same way.)

Re-examining and readjusting your behavior in just one area in which you've pulled back from opportunity due to negative thoughts or feelings can have a positive impact not just on your relationships, but also on the overall success of your life's endeavors.

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

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