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Table of Contents

Lead Story

Tapping into payments' training goldmine

Ann Train


Industry Update

News Briefs


The payments family album

Dale S. Laszig
DSL Direct LLC

Finding the right high-risk referral partner

Brett Husak
Deft Payment Systems


Street SmartsSM:
Finding profitability in a competitive market

Aaron Nasseh
Finical Inc.

Know your role, not every last detail

Jeff Fortney
Clearent LLC

Chargeback insurance explained

Kevin Mendizabal
Frates Insurance and Risk Management

Company Profile


New Products

Cloud-based platform optimizes route planning, navigation

Route Optimization Solution
Route4Me Inc.


Right your presentation ship


Letter from the editors

Readers Speak

Resource Guide


A Bigger Thing

The Green Sheet Online Edition

June 26, 2017  •  Issue 17:06:02

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Right your presentation ship

What if you make a point to update your industry knowledge regularly, thoroughly research potential prospects, tailor your presentation to suit each prospect's business needs, practice your delivery, show up for appointments on time, dress professionally and act courteously – but you often end up out of breath and without a successful close. What could be going wrong?

One possibility is that you are moving too quickly. You might think the fact that you've tailored you presentation to a particular merchant is enough to keep it from becoming stale. But if you are not pausing long enough to give merchants a chance to respond to what you've said and then answering their questions and concerns with fresh, not canned, responses, you will be driving prospects away instead of drawing them to you.

In Good Selling!SM: The Basics, Paul H. Green wrote, "As you know, merchants must be given the time to voice their opinions, to tell you their objections (so you can resolve them), and to work through their buying decision."

Open the sales door

He offered the following tips, suggesting they would help you "close your mouth and open the door to a sale":

Chill out

Unfortunately, when it comes to relaxation, telling yourself to relax will sometimes create the opposite effect. To help prevent that situation, here are six tips offered by Lisa B. Marshall in "6 tips to calm your nerves before speaking," posted on

  1. Stay hydrated (This will prevent your tongue from going dry).
  2. Exercise to stay calm (Even a quick stroll releases endorphins and lessens anxiety).
  3. Try looking at favorite pictures, visualizing pleasant images, or even laughing just before you speak.
  4. Make a physical change to calm down during the speech (Take deep breaths, shift your weight, or look an audience member in the eye).
  5. Embrace the energy (Good stress can help clear the mind, use it to engage the audience).
  6. Be prepared (If you find this difficult, work with a colleague to improve your research and delivery).

Now sail through to your next close.

Notice to readers: These are archived articles. Contact names or information may be out of date. We regret any inconvenience.

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