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Education
move on. Let go of worries
about things you may have
missed or could have done Very few people will admit to being
better in the review process.
pessimists. It's not a badge worn proudly.
• Be fair. This doesn't mean And the sales profession can easily amplify
ignoring your principal goal
of profitability. Remember, pessimism. Just think of how often
merchants are not taking you hear the word "no." It assaults your
you or your expectations
into consideration. They are confidence every day.
looking out for themselves.
Prepare and present a fair
proposal for each merchant.
Don't pre-judge a merchant's out of payments by the fact that this is a "no" business. The optimist will be
reaction based on criteria under constant attack. Optimists should temper their optimism slightly so they
that you alone have in place. can withstand the "no" assault that they will hear from merchants far too often.
• Don't take rejection Be careful not to quickly label yourself as either an optimist or a pessimist. Take
personally. In fact, you may the time to answer the basic questions mentioned herein, and ask your mentor
want to say no to the merchant or ISO partner for an honest opinion. Then, take the answer to heart, so you can
if you are not willing to alter your sales process as needed. This will help ensure you are fully leveraging
meet his or her demands. your most important sales tool: you.
• Never assume anything.
Jeff Fortney is Vice President, ISO Channel Management with Clearent LLC. He has more than 17
The optimist
years' experience in the payments industry. Contact him at jeff@clearent.com or 972-618-7340.
It is said that an optimist sees the rose, To learn about how Clearent can help you grow faster and go further, visit www.clearent.com.
but not the thorns. As a result, his or
her optimism can be the primary
roadblock to success.
It's easy to see how an optimist can
succeed in the payments arena.
Optimists have no fear and will talk to
any merchant, regardless of size. They
see opportunity in every merchant,
which isn't necessarily a bad thing. Processing
However, the roadblock occurs when Network
optimism overrides common sense. The everywhereProcessingNetwork SM
For example, say a merchant calls you POS eProcessing Network –
and asks about processing. He says he Accounting Enabling Merchant Processing Through
saw your website and felt you would be 123 Payment Gateway Innovation and Support
perfect. He completes the application Customer
over the phone, gives you an email Data No matter what type of payment you want
Manager
address to send it to, and promptly Bill Pay to accept or how you choose to transact,
returns the signed application along eProcessing Network is the payment
with several statements. Smart gateway for you. Our PCI-compliant solutions
Phones
& services enable you to process payments
The optimist might say this is a great Recurring anywhere, anytime, helping your merchants
opportunity. However, common meet the daily demands required to manage
sense would say this might be a risky Tablets their business efectively. ePN is here to
merchant because this is an approach Websites partner with you and help you establish
commonly used to set up fraudulent strategies for the success of you and your
accounts. This is why it's critical Inventory merchants.
that the optimist tempers a positive (800) 296-4810
outlook in certain situations. In-Store eProcessingNetwork.com
Computers
There is one caveat that I would like eProcessing Network – Cloud-Enabling Payments Everywhere SM
to mention. An optimist can be driven
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move on. Let go of worries
about things you may have
missed or could have done Very few people will admit to being
better in the review process.
pessimists. It's not a badge worn proudly.
• Be fair. This doesn't mean And the sales profession can easily amplify
ignoring your principal goal
of profitability. Remember, pessimism. Just think of how often
merchants are not taking you hear the word "no." It assaults your
you or your expectations
into consideration. They are confidence every day.
looking out for themselves.
Prepare and present a fair
proposal for each merchant.
Don't pre-judge a merchant's out of payments by the fact that this is a "no" business. The optimist will be
reaction based on criteria under constant attack. Optimists should temper their optimism slightly so they
that you alone have in place. can withstand the "no" assault that they will hear from merchants far too often.
• Don't take rejection Be careful not to quickly label yourself as either an optimist or a pessimist. Take
personally. In fact, you may the time to answer the basic questions mentioned herein, and ask your mentor
want to say no to the merchant or ISO partner for an honest opinion. Then, take the answer to heart, so you can
if you are not willing to alter your sales process as needed. This will help ensure you are fully leveraging
meet his or her demands. your most important sales tool: you.
• Never assume anything.
Jeff Fortney is Vice President, ISO Channel Management with Clearent LLC. He has more than 17
The optimist
years' experience in the payments industry. Contact him at jeff@clearent.com or 972-618-7340.
It is said that an optimist sees the rose, To learn about how Clearent can help you grow faster and go further, visit www.clearent.com.
but not the thorns. As a result, his or
her optimism can be the primary
roadblock to success.
It's easy to see how an optimist can
succeed in the payments arena.
Optimists have no fear and will talk to
any merchant, regardless of size. They
see opportunity in every merchant,
which isn't necessarily a bad thing. Processing
However, the roadblock occurs when Network
optimism overrides common sense. The everywhereProcessingNetwork SM
For example, say a merchant calls you POS eProcessing Network –
and asks about processing. He says he Accounting Enabling Merchant Processing Through
saw your website and felt you would be 123 Payment Gateway Innovation and Support
perfect. He completes the application Customer
over the phone, gives you an email Data No matter what type of payment you want
Manager
address to send it to, and promptly Bill Pay to accept or how you choose to transact,
returns the signed application along eProcessing Network is the payment
with several statements. Smart gateway for you. Our PCI-compliant solutions
Phones
& services enable you to process payments
The optimist might say this is a great Recurring anywhere, anytime, helping your merchants
opportunity. However, common meet the daily demands required to manage
sense would say this might be a risky Tablets their business efectively. ePN is here to
merchant because this is an approach Websites partner with you and help you establish
commonly used to set up fraudulent strategies for the success of you and your
accounts. This is why it's critical Inventory merchants.
that the optimist tempers a positive (800) 296-4810
outlook in certain situations. In-Store eProcessingNetwork.com
Computers
There is one caveat that I would like eProcessing Network – Cloud-Enabling Payments Everywhere SM
to mention. An optimist can be driven
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