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P. 50
Education
First, know that when a prospect
says no to you it is not a direct attack
So how do you, as an MLS, keep from on you or your service. Also, if a
withdrawing into a protective cocoon after merchant expresses a complete lack
of interest on a cold call, it is usually
you strike out five times in a row? Several just a knee-jerk reaction, similar to
things can be done, but it all starts with the when you say no to food or drink
offered at someone's house, even
outlook you bring to the situation. though you really could go for a bite.
Second, always remember that each
sale is part of a much bigger picture.
You will never get every person to
buy from you, but with the right
approach and confidence in your
service you will find the right clients.
It's just a question of getting to them.
It may take two hundred phone calls
in one day to get five people to sit
with you, but if you gave up after the
first 10 rejections, you would never
have gotten a single yes.
Third, keep in mind timing can be
everything. When merchants say no
to you, they may actually be saying
not right now. Even if a sale doesn't
go through, never bury the lead or
burn the bridge. Keep in touch, and
follow up periodically to see if there
may eventually be more potential to
develop the relationship.
If you come from a position of value
and integrity, there will always be
opportunity on the horizon.
Ben Abel is Regional Director at Bank
Associates Merchant Services. Since joining
the team in 2006, he has risen through com-
pany ranks with a paradigm that his suc-
cess was measured by the success of those
around him. Ben is a dedicated and pioneer-
ing trainer whose methods of merchant ser-
vices consultation have helped many agents
expand their portfolios in terms of processing
volume, deal count and profitability. He has
been responsible for building many successful
long term relationships with VARs, develop-
ers and accountants and is always looking
for the next opportunity on the horizon. Ben
can be contacted at 347-866-9571 or ben@
bams.com.
50
50
First, know that when a prospect
says no to you it is not a direct attack
So how do you, as an MLS, keep from on you or your service. Also, if a
withdrawing into a protective cocoon after merchant expresses a complete lack
of interest on a cold call, it is usually
you strike out five times in a row? Several just a knee-jerk reaction, similar to
things can be done, but it all starts with the when you say no to food or drink
offered at someone's house, even
outlook you bring to the situation. though you really could go for a bite.
Second, always remember that each
sale is part of a much bigger picture.
You will never get every person to
buy from you, but with the right
approach and confidence in your
service you will find the right clients.
It's just a question of getting to them.
It may take two hundred phone calls
in one day to get five people to sit
with you, but if you gave up after the
first 10 rejections, you would never
have gotten a single yes.
Third, keep in mind timing can be
everything. When merchants say no
to you, they may actually be saying
not right now. Even if a sale doesn't
go through, never bury the lead or
burn the bridge. Keep in touch, and
follow up periodically to see if there
may eventually be more potential to
develop the relationship.
If you come from a position of value
and integrity, there will always be
opportunity on the horizon.
Ben Abel is Regional Director at Bank
Associates Merchant Services. Since joining
the team in 2006, he has risen through com-
pany ranks with a paradigm that his suc-
cess was measured by the success of those
around him. Ben is a dedicated and pioneer-
ing trainer whose methods of merchant ser-
vices consultation have helped many agents
expand their portfolios in terms of processing
volume, deal count and profitability. He has
been responsible for building many successful
long term relationships with VARs, develop-
ers and accountants and is always looking
for the next opportunity on the horizon. Ben
can be contacted at 347-866-9571 or ben@
bams.com.
50
50
