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Table of Contents

Lead Story

Elavon versus Cisero's dispute could have major repercussions

News

Industry Update

Will PayPal hit critical mass with recent deals?

Zappos.com hit with breach, lawsuit

Visa says PIN unnecessary for EMV in U.S.

A European perspective on U.S. EMV

Selling Prepaid

Prepaid in brief

N.J. unclaimed property ruling favors prepaid, sort of

nFinanSe, InComm wrangle over reload network

Views

The CPP exam - before, during and after

Steve Norell
US Merchant Services Inc.

Big changes ahead

Brandes Elitch
CrossCheck Inc.

Education

Street SmartsSM:
Putting the right tools into your tool kit

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

Strategic planning nuts and bolts

Vicki M. Daughdrill
Small Business Resources LLC

Give your goals some oomph!

Adam Moss and Jeffrey Shavitz
Charge Card Systems Inc.

Turn no into knowledge

Jeff Fortney
Clearent LLC

Are your marketing materials compliant?

Peggy Bekavac Olson
Strategic Marketing

Company Profile

CSR - Compliance Solutions and Resources

New Products

A mobile app for Windows

Aircharge Windows Mobile
Cynergy Data LLC

Inspiration

You, too, can become a CPP

Departments

10 Years ago in
The Green Sheet

Forum

Resource Guide

Datebook

Miscellaneous

2012 Calendar of events

A Bigger Thing

The Green Sheet Online Edition

February 13, 2012  •  Issue 12:02:01

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Turn no into knowledge

By Jeff Fortney

You return to your car after a disappointing sales presentation and wonder what just happened. The application was complete. You asked all the right questions and knew your offering was perfect for this merchant. You'd had a number of productive conversations, and it looked like it was a done deal.

But when the time came to put pen to paper, the merchant said no and decided not to proceed. This caused you to spend another 30 minutes backtracking, going over all the positives you previously mentioned - like the savings and that there would be no surprise expenses. After all that, the merchant still said no.

Down but not out

Sound familiar? Chances are this has happened to you at one time or another. And it's easy to understand why depression may set in and negatively affect your future sales performance. Because this could lead to further lost sales, you must recover quickly and move on. The key to a speedy recovery is to perform a post-mortem examination, which is done by asking key questions about the process you just completed.

These include:

Time to analyze

Now I'll discuss each of these questions so you'll have an idea why they are important and how to approach them.

Completing this post-mortem exercise will help you learn from lost sales. You can then incorporate what you learn into future sales efforts. In essence, even though you lost the sale, you gained valuable lessons.

Jeff Fortney is Vice President, ISO Channel Management with Clearent LLC. He has more than 17 years' experience in the payments industry. Contact him at jeff@clearent.com or 972-618-7340. To learn about how Clearent can help you grow faster and go further, visit www.clearent.com.

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

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