Page 24 - GS131101
P. 24
Views
It's an ever changing Today's discerning merchants demand solutions, not just
products. As sales professionals you have an incredible
opportunity to capitalize on this need and desire, provided
that you augment your traditional approach with one that
world – predictions is focused on identifying prospect needs through focused
for 2014 questions and listening techniques.
solutions to meet any need – it's not just about credit card
By Michael Gavin And, it's also critical to ensure that you have a full suite of
processing anymore. Merchants are demanding more. And
Merchant Warehouse they're increasingly inclined to rely on trusted advisers to
have been in this industry for over a dozen years guide them through the process and provide solutions that
now, and I've truly never been more excited about allow them to eliminate inefficiencies, improve business
the opportunities that lie ahead in the world of pay- management, and even attract and retain customers.
I ments. Of course, opportunity also typically reflects Today's focus is on value and driving incremental revenue
a state of change, and, for some, that often leads to trepida- to the merchant's bottom line.
tion and fear. Positioning for growth
There's no denying that the world of payments is changing Another major shift I foresee in the coming year is growth.
and evolving, presenting new sales challenges and For small, independent agents, this may mean building a
business growth potential for entrepreneurs and leaders sub-agent program. For others, the focus will be on adding
who adapt their businesses and embrace this new world. new team members to support a broader geographic
Looking forward to 2014, I see a few key items that will marketplace or even establishing a new vertical specialty.
impact our world within payments, especially as it relates Merchant needs are beginning to converge with new
to the day-to-day strategies of growing ISOs, successful technologies, and it's going to require more qualified
merchant level salespeople and resellers. experts, or trusted advisers, to ensure that these merchants
implement the most effective and impactful solutions for
Adding value through technology their respective businesses.
First and foremost, technology is and will continue to
impact offerings as well as the way that sales professionals It's often said that fear of change is the top reason for
present new solutions to their vast customer base. Think resistance to change, but this is not simply change, it's a
about it from a consumer perspective – how much has whole new world of opportunity that is now being opened
your personal life changed due to technology (think to merchant level salespeople and other sales professionals
smartphones, tablets, notebook computers, DVRs, etc.) in the payments space. It's the next chapter and, for those
over the past few years? Yeah, it's changed a lot. who want to succeed and overachieve, the time is now!
As Dale Carnegie said, "Success is getting what you want.
Well, those same devices are driving parallel change in Happiness is wanting what you get."
your professional world as well. Smartphone usage among
customers is yielding new opportunities for merchants As Merchant Warehouse Senior Vice President, Sales, Michael
to deliver incremental value, seamless integrated loyalty Gavin is responsible for day-to-day management of the company's
and more via mobile commerce applications and mobile direct sales, as well as leadership of all sales activities within
payment acceptance. the company's agent channel. He has served as a key leader
within the organization since joining the company in late 2000.
In addition, tablets and cloud-based technologies are Merchant Warehouse's Genius Customer Engagement Platform is
bringing new solution options. These include affordable, a single, intuitive platform that integrates every transaction tech-
easy-to-use POS systems and even mobile POS options to nology, loyalty program and more. Contact Michael at mgavin@
the merchants you support, adding to your tool kit in terms
of what you can deliver as part of your holistic offerings to merchantwarehouse.com. For more information on the company,
add value for your merchant relationships and help you visit http://merchantwarehouse.com.
grow your business.
Did you know?
Using a consultative approach
Another key evolution we're witnessing, and which will
accelerate in 2014, is the move away from the traditional That 36,000 people visited
transactional sales approach focused on price and service the Green Sheet’s website
to secure merchant accounts. For agents and resellers who last month.
want to sell today and cultivate long-lasting merchant
relationships, now is the time to shift your focus to a
consultative sales approach.
24
24
24
It's an ever changing Today's discerning merchants demand solutions, not just
products. As sales professionals you have an incredible
opportunity to capitalize on this need and desire, provided
that you augment your traditional approach with one that
world – predictions is focused on identifying prospect needs through focused
for 2014 questions and listening techniques.
solutions to meet any need – it's not just about credit card
By Michael Gavin And, it's also critical to ensure that you have a full suite of
processing anymore. Merchants are demanding more. And
Merchant Warehouse they're increasingly inclined to rely on trusted advisers to
have been in this industry for over a dozen years guide them through the process and provide solutions that
now, and I've truly never been more excited about allow them to eliminate inefficiencies, improve business
the opportunities that lie ahead in the world of pay- management, and even attract and retain customers.
I ments. Of course, opportunity also typically reflects Today's focus is on value and driving incremental revenue
a state of change, and, for some, that often leads to trepida- to the merchant's bottom line.
tion and fear. Positioning for growth
There's no denying that the world of payments is changing Another major shift I foresee in the coming year is growth.
and evolving, presenting new sales challenges and For small, independent agents, this may mean building a
business growth potential for entrepreneurs and leaders sub-agent program. For others, the focus will be on adding
who adapt their businesses and embrace this new world. new team members to support a broader geographic
Looking forward to 2014, I see a few key items that will marketplace or even establishing a new vertical specialty.
impact our world within payments, especially as it relates Merchant needs are beginning to converge with new
to the day-to-day strategies of growing ISOs, successful technologies, and it's going to require more qualified
merchant level salespeople and resellers. experts, or trusted advisers, to ensure that these merchants
implement the most effective and impactful solutions for
Adding value through technology their respective businesses.
First and foremost, technology is and will continue to
impact offerings as well as the way that sales professionals It's often said that fear of change is the top reason for
present new solutions to their vast customer base. Think resistance to change, but this is not simply change, it's a
about it from a consumer perspective – how much has whole new world of opportunity that is now being opened
your personal life changed due to technology (think to merchant level salespeople and other sales professionals
smartphones, tablets, notebook computers, DVRs, etc.) in the payments space. It's the next chapter and, for those
over the past few years? Yeah, it's changed a lot. who want to succeed and overachieve, the time is now!
As Dale Carnegie said, "Success is getting what you want.
Well, those same devices are driving parallel change in Happiness is wanting what you get."
your professional world as well. Smartphone usage among
customers is yielding new opportunities for merchants As Merchant Warehouse Senior Vice President, Sales, Michael
to deliver incremental value, seamless integrated loyalty Gavin is responsible for day-to-day management of the company's
and more via mobile commerce applications and mobile direct sales, as well as leadership of all sales activities within
payment acceptance. the company's agent channel. He has served as a key leader
within the organization since joining the company in late 2000.
In addition, tablets and cloud-based technologies are Merchant Warehouse's Genius Customer Engagement Platform is
bringing new solution options. These include affordable, a single, intuitive platform that integrates every transaction tech-
easy-to-use POS systems and even mobile POS options to nology, loyalty program and more. Contact Michael at mgavin@
the merchants you support, adding to your tool kit in terms
of what you can deliver as part of your holistic offerings to merchantwarehouse.com. For more information on the company,
add value for your merchant relationships and help you visit http://merchantwarehouse.com.
grow your business.
Did you know?
Using a consultative approach
Another key evolution we're witnessing, and which will
accelerate in 2014, is the move away from the traditional That 36,000 people visited
transactional sales approach focused on price and service the Green Sheet’s website
to secure merchant accounts. For agents and resellers who last month.
want to sell today and cultivate long-lasting merchant
relationships, now is the time to shift your focus to a
consultative sales approach.
24
24
24
