Page 48 - GS131201

ChapterTitleEducation

Get a life "Also, [remember that for] every
time you get kicked out of a
Another tip from the pros is to remember that there's more to life than selling business, there's another time to
merchant services. It's important to take some time away from selling and remember back on where you did
maintain a work-life balance. right by a client and they threw
you a referral for it. It's all about
AdamVetter encouraged forum members to compartmentalize. "This is our dynamics, and if there's no down,
work, and there are going to be negatives and bad days in any [career]," he there really isn't an up either. Maybe
wrote. "The key is, after a long day of repeated nos, that you know that you've that's too philosophical, but it's true
already gotten a bushel basket full of yeses in your [career], and that you will everywhere, not just in processing."
get more. And that we get to go home at the end of the day.
Get past the barriers

Anticipating common hurdles
in interpersonal communication
will make us better at selling
and communicating. Renowned
negotiator and mediator William
Ury identified five barriers to
cooperation in his book, Getting Past
No: Negotiating in Difficult Situations.
"Getting past no requires breaking
through each of these five barriers
… your reaction, their emotion, their
position, their dissatisfaction and
their power," he wrote. "It is easy to
believe that stonewalling, attacks and
tricks are just part of the other side's
basic nature, and that there is little
you can do to change such difficult
behavior. But you can affect this
behavior if you can deal successfully
with its underlying motivations."

The road to yes is paved
with nos

1Slick67 wrote that it helps to have
a hard head and thick skin to be
successful in this business. If you
accept the fact that you won't win
every deal, this can be a great way
to make a living. CCGuy reminded
us, "For every yes there are always a
lot of nos." He noted that when he is
cold calling, he sometimes gets one
yes out of 50 or 100 attempts. But
he added, "When you get a yes it is
awesome."

Dale S. Laszig is a writer and payments
industry executive specializing in busi-
ness development and sales performance
improvement. She manages channel
sales at Castles Technology and sales
effectiveness programs through IMPAX
Corp. and C3ET Credit Card Consortia
for Education & Training Inc. She can
be reached at 973-930-0331 or dale_
laszig@castechusa.com.
48