As an ISO owner or merchant level salesperson (MLS), your fortunes rise and fall based on what you do and how you do it. There is no company owner or corporate supervisor directing your work for an enterprise not of your making. You shape your destiny each hour, day and week throughout your career.
However, sometimes ISOs and MLSs fall short of their goals because they forget just how much of their outcomes really are up to them. As Paul H. Green stated in Good Selling!TM: The Basics, "Successful people don't rely on the magic of that 'lucky' tie when calling on big accounts. They are people who are prepared, persistent and positive. If you've been hoping for good fortune, it's not going to happen. You've got to make it happen."
One thing that those who meet their goals have in common is clarity. Having clarity means knowing exactly what you want from your sales efforts and for your life, not superficially, but deep down in your core. Having a vivid vision of what you really want ignites motivation, the kind that is sustainable and leads to success. When a payment professional has this kind of clarity he or she is well on the road toward joining the ranks of what Jason Felts, a former Street SmartsSM author, referred to as "top producers" – those whose annual income reaches the high six figures annually and beyond.
So how do you go from seeing clearly what you want to actually attaining it. According to Green, all you have to do is "CASH in." That is, be Creative, Assume the unexpected, become a Sponge and say Hello.
CASHing in goes beyond just making a living; it means living up to your full potential. So adopt a positive attitude, prepare to the best of your ability and persist so you can do just that.
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