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Table of Contents

Lead Story

ATM industry's high-tech second act

Dale S. Laszig

News

Industry Update

Terrapinn expo probes omnichannel themes

Verifone Curb advances NYC taxi booking

CFPB on hot seat, again

Cayan hosts third annual Hackathon

Features

Taking your business to the next level - Part 3

NFC Mobile Services

Mobile moving target

ISOMetrics:
How safe is the cloud?

Breaking free of autopilot mode

Views

Building a case for RDC check services

Patti Murphy
ProScribes Inc

Heads up, cheaters: Truth will out

Brandes Elitch
CrossCheck Inc.

Payment technology companies offer more than EMV upgrades

Adam Hark
MerchantPortfolios.com

Education

Street SmartsSM:
Creating complex solutions for complex problems

John Tucker
1st Capital Loans LLC

The hybrid approach to sales

Jeff Fortney
Clearent LLC

Be wary of hackers seeking BII

Kevin Mendizabal
Frates Insurance and Risk Management

Company Profile

Zooz Inc.

New Products

Mobile marketing platform to drive sales

Movylo
Movylo Inc.

Enhanced checkout for e-commerce

Powered Buy Platform
BlueSnap Inc.

Inspiration

Back to basics, again, again

Departments

Letter from the Editors

Readers Speak

Resource Guide

Datebook

A Bigger Thing

The Green Sheet Online Edition

April 11, 2016  •  Issue 16:04:01

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Inspiration

Back to basics, again, again

No matter what profession you're in, it's important to return to the basics periodically. This is partly because memory is fallible. Periodic refreshers help you be consistent in both your performance and the services you offer.

Also, each time you review the fundamentals, you are doing so with more information and experience than you had the last time you went through the material. Your perspective will be new, and your attention will be drawn to different things than before.

So much to learn

The first time through basic training in merchant services, for example, new entrants to the industry are faced with a tremendous amount of information to absorb. The abbreviations and acronyms alone can make a person dizzy: BIN, MCC, EMV, PCI DSS, PCI SSC, PA-DSS, ISO, MLS, ISA, QUAL, MID-QUAL, NON-QUAL ‒ you get the idea. And that's barely scratching the surface of what a payment professional must grapple with when preparing for that first sales call.

Given the volume of information to learn, it's understandable that some important points won't even be on a newbie's radar – the importance of listening, for example. After a little experience and perhaps a few accounts lost because you were so focused on your own performance you didn't really pay attention to your prospects, you'll return to the basics and a little bell will go off in your mind when you read about how essential it is to listen first before you present solutions to a potential customer.

Sales basics, in short

In Good Selling!SM: The Basics, Paul H. Green emphasized the importance of remembering the sales basics. He listed a short version of the basics in four points adapted from the book, as follows:

If you were to create a four-point list of sales basics, it might differ from Green's. But however you approach the task, you will derive value from reviewing the fundamentals again and again.

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 | Humboldt Merchant Services | Impact Paysystems | Electronic Merchant Systems