Tales of Sales Experience
by Matt Jordan, President
Affordable Merchant Services
New York
I find that most merchants are struggling due to a weak economy. They are tired of sales people, and respond only to price, savings, and profits.
This means you cannot call them and start with an annoying question like, "Do you want to make more money?" "How are you today?" "Do you accept checks or credit cards?" You need to go for the jugular immediately after introducing your company and personal name. You have just 13 seconds to get to the point or you lose them!
Try, "Can I give you a quote to show how much money I can save you on credit card processing?" or "Can I show you how accepting checks from strangers from any state can greatly increase your profits?"
Now, when you have gained their interest, you can set up an appointment after you ask some qualifying questions like, "Do you own, rent, or lease processing equipment?" "What do you have?" "Do you realize check writing accounted for more than 50% of spending last year?" Now, you can go to the presentation ready to close, and to a more interested prospect that knows you.
