Page 44 - GS140201
P. 44
Education
StreetSmarts SM
Best practice takes practice
By Dale S. Laszig
DSL Direct LLC Adams then added his own priorities:
est practice in any discipline represents a hall- 1. Lack of fear of embarrassment
mark of ideal procedure and protocol. The pay- 2. Education
ments industry has established best practices 3. Exercise
B in everything from the Payment Card Industry
Data Security Standard to the Electronic Transactions "Education and psychological bravery are somewhat
Association's Certified Payments Professional (CPP) interchangeable," Adams wrote. "If you don't have much
exam. of one, you can compensate with a lot of the other." He
also noted that good health is a baseline requirement for
How do you apply best practices as you go about your success.
daily rounds selling processing services? Here are some Build your own system
opinions shared in GS Online's MLS Forum.
We're taught in professional sales to take a measured,
Greatness is habitual
incremental approach to achieving our goals. One
Stephen Covey's book The Seven Habits of Highly Effective common tactic is to take our sales quota and break it into
People offered a set of best practice principles; it has sold manageable parts, such as how many calls per day, visits
over 25 million copies since it was published in 1989. per week and new business presentations we'll have to
The book has been widely quoted and challenged, most make to achieve our number. That set of actionable items
recently by Dilbert cartoonist and author Scott Adams. forms the basis of our own best practices.
In How to Fail at Almost Everything and Still Win Big, Adams Steve Norell, a CPP-certified professional, shared his
wrote, "I think Covey described a good set of patterns for own customized system of best practices in a Forum
people to follow, but they are only a start." He went on to discussion:
summarize Covey's seven habits as follows:
"1. Never, never, never lead with [credit card] processing."
1. Be proactive. He emphasized this is especially important if you usually
2. Begin with the end in mind. begin with a statement such as, 'I can save you money on
3. Put first things first. (Set priorities.) your processing.'"
4. Think win-win. (Don't be greedy.)
5. Seek first to understand then be understood. Norell continued his list: "2. Find and market three to
6. Synergize. (Use teamwork.) five different products that [have] sizzle and merchants
7. Sharpen the saw. (Keep learning.) are interested in. Such as: a. smartphone apps; b. text
44
StreetSmarts SM
Best practice takes practice
By Dale S. Laszig
DSL Direct LLC Adams then added his own priorities:
est practice in any discipline represents a hall- 1. Lack of fear of embarrassment
mark of ideal procedure and protocol. The pay- 2. Education
ments industry has established best practices 3. Exercise
B in everything from the Payment Card Industry
Data Security Standard to the Electronic Transactions "Education and psychological bravery are somewhat
Association's Certified Payments Professional (CPP) interchangeable," Adams wrote. "If you don't have much
exam. of one, you can compensate with a lot of the other." He
also noted that good health is a baseline requirement for
How do you apply best practices as you go about your success.
daily rounds selling processing services? Here are some Build your own system
opinions shared in GS Online's MLS Forum.
We're taught in professional sales to take a measured,
Greatness is habitual
incremental approach to achieving our goals. One
Stephen Covey's book The Seven Habits of Highly Effective common tactic is to take our sales quota and break it into
People offered a set of best practice principles; it has sold manageable parts, such as how many calls per day, visits
over 25 million copies since it was published in 1989. per week and new business presentations we'll have to
The book has been widely quoted and challenged, most make to achieve our number. That set of actionable items
recently by Dilbert cartoonist and author Scott Adams. forms the basis of our own best practices.
In How to Fail at Almost Everything and Still Win Big, Adams Steve Norell, a CPP-certified professional, shared his
wrote, "I think Covey described a good set of patterns for own customized system of best practices in a Forum
people to follow, but they are only a start." He went on to discussion:
summarize Covey's seven habits as follows:
"1. Never, never, never lead with [credit card] processing."
1. Be proactive. He emphasized this is especially important if you usually
2. Begin with the end in mind. begin with a statement such as, 'I can save you money on
3. Put first things first. (Set priorities.) your processing.'"
4. Think win-win. (Don't be greedy.)
5. Seek first to understand then be understood. Norell continued his list: "2. Find and market three to
6. Synergize. (Use teamwork.) five different products that [have] sizzle and merchants
7. Sharpen the saw. (Keep learning.) are interested in. Such as: a. smartphone apps; b. text
44
