Time issues enter the equation for ISOs and merchant level salespeople (MLSs) in several ways. One is the common objection many reps encounter when making phone or in-person calls: merchants say they simply do not have time to speak or meet with you, or even read materials you can drop off for them to review later. Another concern is that ISOs and MLSs often feel the same time pressure as merchants. The limited hours in a day make it necessary for merchants and payment professionals alike to prioritize with precision.
On occasion, merely acknowledging you understand a merchant's imperative to spend time wisely because you have the same need in your business can get a merchant's resistance to crack a little bit. Depending on the merchant's verbal and nonverbal signals, following with a short phrase about how your services can actually save a merchant time might inch you a little closer to gaining the merchant's ear.
In Good Selling!SM: The Basics, Paul H. Green offered several possible responses an agent can make when faced with merchant objections centered on time, as follows:
These types of responses, adapted to your target market and specific offerings, can defeat time objections and get you on the road to making a sale.
When it comes to making the most of your days, our archives contain many helpful articles. Here are a few to check out:
The more you master your own time, the better you'll be able to help merchants do the same ‒ with powerful technology and services, as well as with valuable expertise gained through experience.
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