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Table of Contents

Lead Story

What will be in merchants' stockings this year - caviar or coal?

News

Industry Update

Farewell PABP, hello PA DSS

Visa, AmEx settlement no biggie for merchants

More public steps for bankcard heavyweights

Optimal socked by Internet gambling regs

Go international in real-time

It sings, it instructs, it's a gift card

Mobile checkout moving up

Features

Data breaches pique interest

Travis K. Kircher
ATMMarketplace.com

Growing on the 'Inside'

Views

Art imitates life or does life imitate art?

Patti Murphy
The Takoma Group

Stay ahead with a checklist

Biff Matthews
CardWare International

Education

Street SmartsSM:
We're all in the PCI loop, like it or not

Dee Karawadra
Impact PaySystem

What to watch in the coming months

Rob Drozdowski
Electronic Transactions Association

Using e-mail effectively: Copy and design

Nancy Drexler
Marketing Moguls

Security breaches costly to all

David Mertz
Compliance Security Partners LLC

Turning negatives into positives

Steve Schwimmer
Renaissance Merchant Services

Opportunity knocks at your online door

Curt Hensley
CSH Consulting Inc.

Liability limbo: Where will you land?

Adam Atlas
Attorney at Law

Company Profile

FirstView Financial LLC

Commerciant

New Products

A cherry of a keyboard

Cherry LPOS Qwerty Keyboard
Cherry Corp.

Sign on the dotted line - online

ContractPal
ContractPal Inc.

Inspiration

Holiday survival guide

Miscellaneous

POScript

Departments

Forum

Resource Guide

Datebook

A Bigger Thing

The Green Sheet Online Edition

November 26, 2007  •  Issue 07:11:02

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Turning negatives into positives

By Steve Schwimmer

There is a smidge of self-doubt in all of us. As merchant level salespeople (MLSs), we need to rely on ourselves to deliver the message that will inform our prospects and turn our efforts into sales. The concept is easy to understand but sometimes the most difficult to actualize.

We all have bad days when we want to run for the door or turn around before even reaching our destination. This feeling is natural and happens to the best of the best.

Let's look at ways to turn the process around when it comes to tackling obstacles and objections so that we have more positive outcomes.

Be a good student

When encountering objections during the sales presentation, do not be deterred. If you have practiced for the presentation, have an arsenal of information memorized or readily accessible, so you are prepared.

Something I do ahead of time that works for me is research the company I am about to pitch. It always impresses prospects when I have done some homework on them and slip the details into the sales presentation. Knowing specifics about the client will go a long way and could be the deciding factor when prospects are choosing between you or your competitor.

Now that you are prepared, do you know how to handle objections? Those nasty little roadblocks can creep into the sales process and derail what seemed like an easy sell.

You will encounter objections; it is part of the process. Be prepared for this by keeping an ongoing list of objections you have encountered. Review ways to get around these recurring objections.

Listen up

A word of advice I have always found helpful: Listen more than you talk. Listening to what your prospect is telling you can yield information that will be vital to closing the deal. Your prospects are revealing to you their needs. They hope your response will demonstrate your ability to meet them.

If you are not listening, you could easily miss important information that is the key to the sale. By tailoring your sales presentation to what the customer wants to hear, you will eliminate many preconceived sales objections because the conversations will be about what the customer is looking for.

Remember to stay motivated. Whether you are part of a large sales force or an army of one, getting around objections is a learned art form anyone can master. Don't stop at the first no.

Keep going. Fifty-two percent of sales professionals give up after the first rejection. In fact, industry sources point out that it takes many rejections before a prospect even agrees to meet with you. So come up with your pitch, make note of the possible objections and create ways get around them.

Hang in there, and you'll come out on top.

Steve Schwimmer is President of the National Association of Payment Professionals. He has been serving the payment processing industry since 1991 and is the Long Island Director of Sales for Renaissance Merchant Services. Call him at 516-746-6363 or e-mail him at thevisaguy@516phoneme.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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