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Table of Contents

Lead Story

Getting a handle on interchange - Part 1

Patti Murphy and Dale S. Laszig


Industry Update

News Briefs


Phone-number-change fraud on the rise


Getting serious about fighting fraud

Patti Murphy
ProScribes Inc.

Trends to note in a time of rapid change

Brandes Elitch
CrossCheck Inc.

Making ETA Transact worth it for MLSs

Steven Feldshuh


Street SmartsSM:
Successfully recruiting experienced agents

Aaron Nasseh
Finical Inc.

Summer days drifting away to ... FAFSA forms?

Don Bush
Kount Inc.

Cyber-security for ISOs: The crossroads of law and security

Adam Atlas
Attorney at Law

Company Profile

Veratad Technologies LLC

New Products

Portable, cloud-based business management

Clover Flex
First Data Corp.

Virtual assistant uses AI for lead management, optimization

A.I. Assist
A.I. Assist


Making use of personality types


Letter from the editors

Readers Speak

Resource Guide


A Bigger Thing

The Green Sheet Online Edition

July 10, 2017  •  Issue 17:07:01

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Making use of personality types

As professionals building strong merchant portfolios, you know preparation is paramount. You have a business plan, short- and long-term goals and action steps written down. You have objectives for each workday and for each appointment. Before each sales call, you make sure your industry knowledge is updated, gain mastery of your own products and services, research your targeted verticals, and learn everything you can about your prospects.

Preparation lays the groundwork for success. However, it doesn't guarantee success. Every situation has an element of unpredictability. You must be ready to think on your feet and respond appropriately as your presentations unfold. This can be extra challenging when you're meeting a potential customer in person for the first time.

In Good Selling!SM: The Basics, Paul H. Green wrote, "[H]ow do you know how to present yourself if you are meeting this person for the first time? Well, upon introduction, take a few minutes to size up the merchant and figure out what makes him tick. Then you can gear your presentation to be the most effective for that 'type' of person."

Three personality types

Green identified three personality types: the Coordinator, Manager and Associate. He described their traits and how to work with them, as follows:

So when you meet someone for the first time, adapt to the person's speech and body language, and use your knowledge of personality types to help make your strong portfolio a reality.

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:

USAePay | Impact Paysystems | Electronic Merchant Systems | Inovio | Board Studios, Inc.