Page 54 - GS131102

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a very nice person. I say that because whenever I hear a Moving ahead
request like yours, what I am really hearing is that either
I have misspoken on something, or you don't see a reason If the merchant truly is on the fence, it is imperative that
to sign with me. If that's the case, I want you to know that you probe to obtain a yes or a no as swiftly as possible.
you can tell me no. It won't hurt my feelings." The retailer's reservations could stem from something as
simple as wanting to see paperwork before moving toward
A statement in this form both complements and clarifies a commitment.
your understanding of the situation. The merchant has
two choices: to agree with your statement and tell you he If you believe a merchant is, in fact, interested in doing
or she is not interested (and why) or to affirm interest in business with you, determine a specific time when you
doing business with you. can visit or call to follow up. Then close with a "greatest
fear" statement such as, "May I share one of my biggest
If the merchant is not interested, it is essential to find concerns? Do you know of anything that could arise
out why. Perhaps the prospect simply misunderstood between now and then that would cause you to change
something you said, or it may be that the merchant doesn't your mind? I don't want to waste your time."
want to switch service providers.
This tactic won't always result in a deal, but by giving the
To help garner an answer, one approach is to take it off the merchant permission to say no, you are no longer chasing
record. You could say something like, "I understand. Off smoke and mirrors. Remember, your time is limited, so
the record, could you please tell me what I may have said, don't spend it chasing maybes.
or perhaps what I didn't say, that caused you to feel this
way? It will help me in the future." Jeff Fortney is Vice President, ISO Channel Management with
Clearent LLC. He has more than 17 years' experience in the
Most prospects will share their reasoning, and if there was payments industry. Contact him at jeff@clearent.com or 972-618-
a misunderstanding, it will give you a chance to salvage 7340. To learn about how Clearent can help you grow faster and
the deal. However, if not, you will have learned a critical go further, visit www.clearent.com.
lesson that you can use going forward.

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