Shhhh!
We spend a lot of time on our presentations, rehearsing what we will say, practicing how to say it, forming the standard answers to the standard objections. How about this for a change, practice not saying anything!
After you've had the opportunity to briefly outline your service, ask the merchant what he thinks so far, and then stop talking. Even if it gets a little awkward, just wait for the merchant to tell you his feelings about his business and your service. Don't settle for yes/no answers. Given the time, the prospect will talk.
This opportunity to be heard will be a welcome surprise to someone who is anticipating a salesperson to suffocate him with sales jargon and the hard sell. It will also prevent your answers and comments from sounding "canned." The merchant will feel that you actually care about his store and his business, and you will find out what it is this specific merchant needs and how your service can get him there.
