3 Steps to Achieve the Best Credit Card Processing Sales Calls

Do you want to be the credit card processor for more merchants? These three steps will help you close more deals and have the best credit card processing sales calls of your career.

Know Your Prospect
The first step to any successful sales call is preparation. To be able to sell your prospect, you have to understand what they want, what they need and what buttons to push.

Take a look at your competitors. In what ways are other credit card processors failing various merchant segments in your area? Maybe there’s an underwriting requirement that’s specific to one merchant type and is rather restrictive. What’s the outlook for that specific type of business and what kind of POS system will best meet their needs? Discover the wants and needs of your prospect in advance, and you’ll set yourself up for success.

Speak Their Language
There are general terms you’ll need to use with all merchants, but you still need to tailor your pitch to each specific client. Think about it: you wouldn’t want to use the same communication style in a high-end jewelry store that you would use in a convenience store.

Also, now is the time to apply the research you did about your prospect. What parts of your standard pitch fit your audience? If you find any gaps, you’ll need to customize the pitch a bit more.

Different industries face different challenges, and great solutions in one context can be useless in others. A touchscreen POS may be perfect for a restaurant, but would be cumbersome and inappropriate for a landscaping company.

Make sure you present solutions that best fit the needs of your prospects and pitch your services in a way that best fits their industry. That’s the essence of good salesmanship.

Dress the Part
Lastly, make sure you’re dressed appropriately. This means more than just looking professional; it means adjusting your attire to fit your prospect.

If you’re heading to a doctor’s office, wear a suit. If you’re pitching a casual restaurant, turn it down a notch and just wear a nice shirt and slacks. In some instances, a polo shirt might be appropriate.

These steps may sound difficult, but they’re really not. Pick your target, do some research (and with the Internet, you can knock this out quickly), and then dress for success. It’s not hard; it just takes a little time.

If you need some motivation, remember that your preparation is as important as the call itself. If you go into a call unprepared, your prospect will recognize it. And who wants to do business with someone who hasn’t done his or her homework?

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