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Table of Contents

Lead Story

The POS of tomorrow

News

Sen. Durbin, bankers criticize Fed rule

PCI to train, certify software integrators

Visa discusses DOJ probe, explains FANF, raises 'no signature' limit

Features

Microfinace News

Patti Murphy
InsideMicrofinance.com

Top 10 best practices for fighting credit card theft and fraud

Aaron Bills
3Delta Systems Inc.

Research Rundown

Isis moves closer to launch

ISOMetrics:
The future of POS technology

Selling Prepaid

Prepaid in brief

Banks seek relevance with prepaid

Customer support's centrality to open transit payments

Views

ACH and the POS: Not necessarily made for each other

Patti Murphy
ProScribes Inc.

Payments ripening on the vine

Brandes Elitch
CrossCheck Inc.

Education

Street SmartsSM:
The hard, but valuable lessons of failure

Jeff Fortney
Clearent LLC

Paving the way to fraud deterrence

Nicholas Cucci
Network Merchants Inc.

Five tips for choosing the best POS system

David Robertson
Harbortouch

Company Profile

ExecuTech Lease Group

The Small Business Authority

New Products

A future-proof POS terminal

L5300
Equinox Payments LLC

A secure platform for restaurants

SmartLink for Restaurants
Heartland Payment Systems Inc.

Inspiration

Be grateful for no

Departments

10 Years ago in The Green Sheet

Forum

Resource Guide

Datebook

A Bigger Thing

The Green Sheet Online Edition

May 28, 2012  •  Issue 12:05:02

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Five tips for choosing the best POS system

By David Robertson

It has grown increasingly evident in recent years that to succeed in the merchant services arena, it is essential for you, as ISOs and merchant level salespeople (MLSs), to employ a consultative sales approach. This means becoming well-rounded payment advisers who have broad knowledge of the multitude of payment options and value-added services available to merchants.

Be an informed adviser

Becoming your merchant customers' trusted source of all things POS also necessitates learning how to assess each merchant's unique situation, determining which products and services are best for that merchant and explaining to the merchant why you are recommending certain products and services over others. By taking this approach, you can obtain higher margins, larger accounts and lower attrition. This article discusses POS systems to help you reach a level of proficiency so you can become a valued consultant to merchants whose businesses would benefit from POS systems.

Learn what works and why

Following are five important issues to consider when helping merchants select POS systems:

These five basic guidelines offer a glimpse into the world of POS systems, but they are just the tip of the iceberg. Should you decide to include POS systems in your suite of product and service offerings, be sure to partner with a POS company that provides you with comprehensive sales training and support.

David Robertson is Director of Sales at Harbortouch. His responsibilities include training and supporting the company's sales partners, specifically in regards to point of sale (POS) systems. Harbortouch offers a free POS program that supplies a full-featured POS system to restaurants and retail businesses with no up-front costs. He can be reached at drobertson@harbortouch.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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Spotlight Innovators:

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