The Green Sheet Online Edition
October 09, 2017 • Issue 17:10:01
Get time on your side
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.
The tried and true
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:
- I understand you're occupied now. How about tomorrow at 9 a.m., or would 4 p.m. be better?
- I know you are busy; that's why I've condensed my presentation. I'm able to show you how our service will help you in just three points. Let's run through it now.
- I agree time is important. That's why I won't waste yours. I'll get right to the facts of how my service will make your business more profitable and easier to run.
- Of course you're busy ‒ look how successful you are! If you had all sorts of time on your hands you wouldn't need my service.
- If a customer came in, would you be too busy to speak with him? I can generate more sales and profits for you just as a customer can. Let me tell you how.
- I can see your business is doing well. This discussion can help make your business even more successful.
- I understand you're busy. I can show you how to make the most of the time you do have.
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.
Time management tips
When it comes to making the most of your days, our archives contain many helpful articles. Here are a few to check out:
- "Pushing the limits of sales seasonality," by Tom Waters and Ben Abel, Jan. 26, 2015, issue 15:01:02
- "Managing your most important asset," by Jeff Fortney, July 12, 2010, issue 10:07:01
- "Get time on your side," by Vicki M. Daughdrill, Nov. 28, 2008, issue 08:11:02
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.
Notice to readers: These are archived articles. Contact names or information may be out of date. We regret any inconvenience.