The Green Sheet Online Edition
November 10, 2014 • Issue 14:11:01
What to do when sales stall
I've been selling merchant services for more than a year now, and I haven't come close to meeting the expectations I had for myself. I haven't boarded a merchant account in three long months. My savings are running low. It's getting harder to be upbeat when I talk with prospects, and I'm thinking of throwing in the towel. Any ideas?
Ned Lewiston, Merchant Level Salesperson
Fortunately, The Green Sheet's archives contain a wealth of information about how to prosper as a salesperson in this industry. Here are several articles that may be helpful to you:
- "Best practice takes practice" by Dale S. Laszig, The Green Sheet, Feb. 10, 2014, issue 14:02:01
- "Make It a wonderful day" by Adam Moss, The Green Sheet, Jan. 13, 2014, issue 14:01:01
- "Make every day count" by Jeff Fortney, The Green Sheet, Dec. 23, 2013, issue 13:12:02
- "Letting go of the inevitable no" by Dale S. Laszig, The Green Sheet, Dec. 9, 2013, issue 13:12:01
- "Stocking your MLS toolbox" by Jeff Fortney, The Green Sheet, Aug. 27, 2012, issue 12:08:02
- "When you hit the doldrums, start rowing" by Jeff Fortney, The Green Sheet, July 9, 2012, issue 12:07:01
- "Believe in what you offer, watch your sales soar" by Steve Norell, The Green Sheet, Sept. 12, 2011, issue 11:09:12
- "Are you really a salesperson" by Jeffrey Shavitz, The Green Sheet, Oct. 11, 2010, issue 10:10:01
- "Rules by which to thrive, not dive" by Jason Felts, The Green Sheet, Feb. 23, 2009, issue 09:02:02
Many other capable writers have contributed informative, inspiring articles over the years. This list just offers a taste of what's available to you. In addition, read our Street SmartsSM articles, in which the feet on the street share their ideas on just about every possible aspect of selling merchant services.
Also, reading articles is just one part of keeping yourself informed and at your best. If you work for yourself, as many MLSs do, it's important that you find peers with whom you can check in regularly – by email and phone and in person. Each type of interaction can lift your spirits and thereby your ability to thrive.
In addition, attending industry tradeshows will give you the opportunity to learn about the latest developments in the industry as well as a chance to network with people who have encountered some of the problems you now face and solved them. This can spark ideas for new actions you can take to re-energize your business.
Taking care of other aspects of your life is also essential. Sometimes we are so focused on our goals we forget to eat properly, exercise, spend time with loved ones and get an adequate amount of rest.
Here's hoping you persevere and prosper in your second year as an MLS.
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