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Table of Contents

Lead Story

2016: An action-packed year for payments

Patti Murphy


Industry Update

New PCI guidelines address scoping, segmenting

Fintechs inch closer to bank status

Gas station EMV deadline reset to 2020

M-commerce dominates early holiday shopping


Digital ID, the final piece in mobile wallet

Matt Bruno

Customer data management insights


Closing sales, opening relationships

Dale S. Laszig
DSL Direct LLC


Street SmartsSM:
Minimalism: A path to financial freedom

John Tucker
1st Capital Loans LLC

The CFPB takes on prepaid

Brett Husak
National Bank Services

Insights from puppy training applied to payments

Steven Feldshuh
Merchants' Choice Solution East

Multilayered authentication: challenges now, rewards later

Evi Triantafyllides

Company Profile

International Bancard Corp.

New Products

Omnichannel platform for in-store, online commerce

Lightspeed eCom
Lightspeed POS Inc.


Intimidated by large groups? Not to worry


Letter from the editors

Readers Speak

Resource Guide


A Bigger Thing

The Green Sheet Online Edition

December 26, 2016  •  Issue 16:12:02

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Intimidated by large groups? Not to worry

Many people believe successful salespeople are inherently gregarious, but this isn't necessarily so. The ability to communicate effectively is something all top salespeople share, but the degree to which a sales agent is outgoing can vary from situation to situation. For example, some sales reps are spot-on during small group meetings, but if you put them on a tradeshow exhibit floor, their first inclination is to freeze up and withdraw.

In Good SellingTM: The Basics, Paul H. Green told of a merchant level salesperson, Mike, who always felt awkward at large gatherings because he assumed every person there except him knew everyone else, which made him feel isolated. But then, after a flash of inspiration, he eavesdropped on a few conversations. "He realized that most people were either struggling to make conversation with strangers, or they were standing through the entire event talking to the people they came with," Green wrote.

Get out there

Green added that it's common for sales professionals, even those with many years' experience, to find crowds difficult to handle. He said, however, that overcoming this means "harnessing your confidence" and overcoming shyness "gets easier once you have a few successes and promising experiences under your belt."

If you're inclined to settle for sales you can land online, by phone or through one-on-one meetings, push yourself to face some crowded rooms. Why? According to Green, networking can be highly beneficial to your bottom line. "Group presentation opportunities, from chambers of commerce to Rotary Club meetings, can give you access to the community in which you live," he wrote. "If you give these opportunities half a chance, you'll soon realize that you are probably more ahead of the game than many other people."

Green also advises to not become deterred if you have a bad networking experience. "Your prospect was probably suffering from a more acute case of anxiety or insecurity than you were," he stated.

Listen well

He also suggested attending events with a colleague, as long as you don't cling to each other, but instead help each other reach out to others. "Choose someone you are comfortable around who understands your shyness, and who will introduce you to a few contacts they'll no doubt meet during the event."

Then, when you are about to embark upon a conversation with a new contact, apply the good listening skills you've likely studied and been practicing in your day-to-day contacts: Face the speaker, smile and make eye contact.

Above all, keep in mind that the more you put attention on other people instead of on your feelings of discomfort, the more fun you'll have, the more you'll learn, and the more relationships you'll spark that will bring you a lifetime of business deals and friendship.

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 | Simpay | USAePay | Impact Paysystems | Board Studios