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Table of Contents

Lead Story

Payments industry boldly moves forward


Industry Update

FDIC warns banks about processors

IRS backs down on reconciliation requirement

Facebook becoming a payment business

Trade Association News


GS Advisory Board:
Views on IRS reporting and TIN matching

It's time to build your sales force

Marc Beauchamp
Performance Training Systems

An interview with Harold Montgomery

Ken Musante
Eureka Payments LLC

Research Rundown

Commanding retail categories

Minimal (but effective) marketing makeovers

Selling Prepaid

Prepaid in brief

Glitch in Google Wallet raises security concerns

FIs awaken to prepaid's power


Shop small, shop local

Patti Murphy
ProScribes Inc.


Street SmartsSM:
The ins and outs of marketing

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

Legal strategies for an evolving marketplace

Adam Atlas
Attorney at Law

Modern payment pros fill the knowledge gap

Nicholas Cucci
Network Merchants Inc.

MLSs are masters of change

Dale S. Laszig
Castles Technology Co. Ltd.

Company Profile


New Products

Mobile wallet commerce platform

Apriva Wallet
Apriva LLC


Are you trying too hard?



Resource Guide


A Bigger Thing

The Green Sheet Online Edition

February 27, 2012  •  Issue 12:02:02

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Are you trying too hard?

If you're sincere, praise is effective. If you're insincere, it's manipulative.
- Zig Ziglar

It sometimes seems that everything in the United States has to be over the top: television commercials with soundtracks so loud viewers hit mute on their remote controls to escape from the din; action movies with so many special effects the story gets buried by the gunfire, explosions and imploding buildings; and pop music performances so flashy the human emotions great songs can convey are overpowered by synthesizers, strobe lights and gyrations.

There is, of course, a place for stunning special effects and wild performances. But to be effective, all elements in a performance or presentation need to be appropriate to the audience and coordinated to create experiences that will be memorable and positive.

If something is too loud, too invasive, too pervasive, people will withdraw as quickly as possible. Conversely, if something is too soft or syrupy sweet, that will drive most people away, too.

Too strong, too weak

Unfortunately, some salespeople tend to come on too strong in the mold of the dreaded used car salesman stereotype. Merchant level salespeople (MLSs) who approach merchants with overeager smiles and handshakes that are too firm are not signaling confidence and sincerity, just the opposite.

Merchants instinctively wonder what's behind the overheated act. Is it insecurity about selling ability? Is it lack of confidence about what's being sold? Whatever it is, merchants can usually tell it's not genuine.

Then there are those who are so sweet and lacking in backbone, they'll say yes to anything to make the sale - even if they won't be able to make money on the deal.

Both types of behavior may be well meaning; they may even represent a particular seller's customary attitude and way of interacting with people. But most of the time this is not the case, and merchants can perceive such behaviors as demeaning and manipulative, even predatory.

Just right

You can do several things to make sure that rather than repelling prospects, you come across in a way that puts them at ease:

All of these actions will help build your confidence. And when you have confidence in yourself, your ideals and your company, you don't need to be blustery, put on false airs or cut your prices to win sales. Who you really are - as a person and a payment professional - is quite enough.

Reality may not be as flashy as illusion, but it has the benefit of being authentic. Merchants will trust you because you will be acting in a manner that is true to yourself.

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 | Simpay | USAePay | Impact Paysystems | Board Studios