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The Green SheetGreen Sheet

The Green Sheet Online Edition

June 23, 2014 • Issue 14:06:02


Discovery leads to delight

Disruptive influences will continue to transform the payments industry in unforeseen ways, but one thing remains certain. The inextricable link between disruptive innovation and consumer delight has the power to drive change and empower entrepreneurs to deliver on the promise of a better future.

With a little forethought, this principle can be applied strategically during the sales process to engage merchants and increase the probability of closing sales. It all begins in discovery, the critical first phase that precedes initial contact with prospects.

Rather than approaching merchants with generic questions, discovery calls for mapping out relevant questions to create a foundation from which to build. For example, asking whether a restaurant has programs in place for advance ordering, customer loyalty, kitchen-to-server connectivity, or pay-at-table services can reveal plenty about the establishment’s level of systems integration.

Another important component of the discovery phase is to perform a thorough analysis of the merchant's website and social media network links. Not only does this step educate sales reps about many aspects of the merchant's business, but it can also expose potential risks or challenges the merchant might be facing, which can be addressed diplomatically during the initial sales call. It also helps agents prepare answers in anticipation of questions merchants might have.

Every pitch counts

Once in the door the performance truly begins. Armed with a positive attitude and a personalized sales pitch carefully crafted based upon business intelligence gleaned in the discovery process, now is the time to dazzle merchants with what you can do to help them reach their goals – starting today.

Following a merchant-centered sales presentation, some will be boarded without further adieu. Some will say no when you ask for their business. Leave them with a small gift to help them remember your company in a good light. Some may just need additional time to consider your offer. For them, follow up with the same aplomb, focusing on a plan that will result in a delightful outcome for all. end of article

The Green Sheet Inc. is now a proud affiliate of Bankcard Life, a premier community that provides industry-leading training and resources for payment professionals. Click here for more information.

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