Keep it
Simple
When your prospect says, "A
check service is too confusing. All those forms and codes are too
complicated," what do you do? What about when you're selling
equipment? Are your prospects intimidated by the different names and
model numbers?
How do you clear up the
confusion and allay your prospects' fears? Do you explain the codes,
go into the details of the forms and submission guidelines? If you
do, you are sure to bore your prospect and probably confuse them
further. On the other hand, if you simply dismiss their fears and
state that no one else has expressed concerns, you may offend them.
Instead, tell them that you understand their concerns and assure them
that your customers are at ease with your service and equipment and
they will be too!
The key is to keep it simple
and use metaphors your merchant will easily understand. For example,
explain how a car is a very complicated piece of machinery but
actually very easy to operate. Or, point out how easy the corner ATM
is to operate and explain how similar it is to a POS
terminal.
As far as floor plans and
claim forms, ask your prospect how they take inventory and place
orders. Dealing with numerous vendors on a daily basis, their
inventory process is likely to be much more confusing than your check
service.
People are naturally
resistant to change. Keeping your product simple will help motivate
them to make a change and sign with you.
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