Back to
Basics
Do you assume your
prospect knows certain things about your product or the market? For
example, do you assume he or she is aware of the following
facts:
- The more
payment methods they accept, the higher their sales will
be.
- Just because
someone has poor credit does not mean he will write a bad
check.
- Your terminal
is the industry standard.
- The majority
of NSF checks are the result of poor record keeping, not
intentional fraud.
- Your terminal
has a lower malfunction/repair rate than others.
- A check
service with a floor plan will increase the productivity of
workers.
- One day, smart
cards will make it to the U.S. market and your product is smart
card compatible today.
You know these
things because you eat, sleep, and breathe them every day. But, your
prospects are busy running their businesses and may not be aware of
the facts you view as "basic". It's your job to point out everything,
even the items you think they may know about. If they do know these
things, then your job is that much easier. If they don't, now is your
chance to sell your service using some "basic" facts.
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