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Table of Contents

Lead Story

Non-payment mobile options popular this holiday season

Patti Murphy

News

Industry Update

Holiday season brings tidings of CNP fraud

Tripwire, Verizon advocate cyber-readiness

California vote bumps pot toward legitimatization

Vantiv growth plans to include Moneris USA

Features

2016 ISV study

Smartphone ecommerce on the rise

Daria Rippingale

Views

Payments are live

Dale S. Laszig
DSL Direct LLC

Biometrics hot at Money20/20

Peggy Bekavac Olson
Strategic Marketing

Education

Street SmartsSM:
Sales as a healing profession

John Tucker
1st Capital Loans LLC

Gateways rising

Adam Atlas
Attorney at Law

The friendly fraudster: Your merchants' worst frenemy

Evi Triantafyllides
PAAY LLC

Expand your time

Steven Feldshuh
Merchants' Choice Solution East

Company Profile

Digitzs Solutions Inc.

New Products

Personalized, mobile, in-store shopping

Contextual Commerce Platform
OmnyPay Inc.

EMV-certified reader for smartphones, tablets, PCs

Walker C2X
AnywhereCommerce

Inspiration

Boundless creativity

Departments

Letter from the editors

Readers Speak

Resource Guide

Datebook

Skyscraper Ad

The Green Sheet Online Edition

November 28, 2016  •  Issue 16:11:02

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Street SmartsSM

Sales as a healing profession

By John Tucker

There's a certain stigma about us sales professionals: we, collectively, have a bad reputation for high pressure sales tactics, lying, and unethical practices that prioritize our sales numbers, quotas and commissions, while neglecting to address our clients' needs, care and cures.

This has created a ton of backlash with more and more prospective clients banning access to salespeople across the board. It has also led to increasing regulations based on complaints from prospects who have been harmed in some fashion by bad practices.

Bad role models

To make this worse, too many sales professionals idolize characters from finance-related feature films who promulgate the same level of high-pressure and unethical sales practices. They even repeat some of the quotes and mantras from the famous characters. For example:

Could there be a better way to achieve sales quotas and make great commissions? Can we thrive as MLSs without employing high-pressure sales tactics, unethical practices and other ineffective means of building client trust? Do we have better role models out there?

Enter The Doctor

As sales professionals, we have to pick new role models. We have to leave behind some of the characters from such movies as Wall Street (1987), Glengarry Glen Ross (1992), Boiler Room (2000), The Wolf of Wall Street (2013), and other similar films, and adapt a new hero to model our behavior after. My recommendation for our new hero is The Doctor. Consider the following:

Ideally, doctors are not trying to pressure a patient into tests, prescriptions or visits that are neither needed nor warranted just because a new quota of some kind was created. Doctors are simply trying to stop either a present-day pain, or to prevent a disease from growing, spreading and creating future pain. Both of these objectives are based solely on the needs of the client.

Model yourself after The Doctor

When I visit my doctor for an illness, I'm usually given documentation that includes the following:

As a sales professional, emulate The Doctor. Here's one possible scenario:

The real money in sales is made in the ongoing relationship with the client, a relationship that spans two, three, five and maybe even 10 or more years. You will make more money and have more career longevity if you follow The Doctor's approach, rather than that of the high pressure sales characters from the major Hollywood classics cited in this article.

Be sure to tune in to the next edition of Street SmartsSM here in The Green Sheet, where I will continue the discussion of rebranding the MLS, a topic that has been central to my focus as this column's author.

John Tucker is Managing Member of 1st Capital Loans LLC, as well as an M.B.A. graduate and holder of three bachelor's degrees in accounting, business management and journalism. Tucker also has over nine years of professional experience in commercial finance and business development. You can contact him by email at tucker@1stcapitalloans.com or by telephone at 586-480-2140.

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

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