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Education
Start by asking: What don't I do well? A variation of that
question may be: What do I avoid doing? Examples of
common weak areas or activities include public speaking,
writing or even mathematical computation. Remember,
these are the skills we have that we haven't fully mastered.
It's not that we lack sufficient training in them; they just
aren't necessarily our forte. For example, it's rare to find
someone who enjoys cold calling. However, most will say
that it's part of the job, and there are ways to use your
talents to make it more successful.
Identify what you'll need
Make a written list of your weak areas. And before
taking the next step, ask a trusted adviser to review the
list and tell you if he or she thinks you are being too
critical, or conversely, not critical enough. Adjust your list
accordingly.
Bolster skills before Once identified, organize the list by prioritizing the skills
you will likely have to use in merchant sales, and set aside
you need them those you will likely never use. For example, you may be
expected to speak in front of a group, but I doubt you will
have to deliver your speech in a foreign language.
By Jeff Fortney Embrace opportunities
Clearent LLC Start with the first item on your list and identify one thing
say it all the time: Do what you do well often. It's a you can do that will help you use that tool effectively
simple reminder that in order to succeed we need to when necessary. When thinking about this step, I was
emphasize the skills that we do well, and deempha- reminded of an occasion several years ago involving a
I size those that we don't do well. sales rep I had trained. She had a strong fear of public
speaking. She invariably froze up and was unable to say
Many take this statement to heart. They look for ways to a word when called upon to make a speech. Yet she had
fine tune their strengths. They look for ways to use these been asked to speak at an association meeting, which was
abilities in different ways within the payments industry. a great opportunity.
For example, those who are naturally empathetic have
used this while listening to merchants. They can easily She told me she would probably pass on the invitation. She
and sincerely reflect the merchant's concerns and offer a knew it was a chance to open new doors in her career, but Open More Doors, Close More Sales, Retain Clients Longer
caring response. she just couldn't get over the fear that she would mess up
and end up wasting the opportunity. and Make More Money by Offering Consumer Financing!
Others have sound communication skills and translate
these into newsletters, as well as clear, concise Ultimately, I convinced her to give it a shot because she
presentations. was going to lose the opportunity anyway if she didn't Offer merchants the consumer fnancing program they
agree to speak at the meeting. We then spent the weeks are looking for and make 100 basis points or
Look at your weak areas before the event devising a strategy so she could overcome
her fear. No, she didn't picture the crowd naked (as is more every time they fnance a purchase! • 7 second on-line approvals
It only makes sense to use your talents to your benefit. But often suggested to folks who are intimidated by public • No income verifcation required
along with these skills, I bet your personal toolbox also speaking). Instead, she played with that advice and found BEST OF ALL, YOU CAN SIGN UP MERCHANTS • Up to 24 months same as cash
includes a few tools or skills that you aren't necessarily ways to make the audience laugh. WITHOUT NEEDING TO SEND US
comfortable with or knowledgeable about. There are also • Apply on-line with Instant E-Signature
probably a few things lurking in your toolbox that you Fearing that if she looked up from her script she might THE MERCHANT ACCOUNT! • Loans up to $20,000
tend to avoid at all costs. What happens when you are freeze, she knew her first sentence was critical to both • Re-payment terms for up to 6 years
forced to use them? helping her relax and setting the mood. Here's what we • No extra equipment or terminal required
came up with, "So, many of you know that I have a fear
The truth is, even though you should do what you do well of public speaking. I tend to freeze up. I've been told that • Prime and Sub-Prime, A thru D credit approvals
often, there will be many occasions when the use of other there is a trick to overcoming this fear that involves one's
tools will be necessary. It's best to address the skills you're wardrobe. So, I will pause now as all of you remove your
uncomfortable with now so that there is a foundation for clothing. Oh wait, I don't think that is how it's done."
their use when the time arises. Now is the best time –
before the year gets too far along.
56
Start by asking: What don't I do well? A variation of that
question may be: What do I avoid doing? Examples of
common weak areas or activities include public speaking,
writing or even mathematical computation. Remember,
these are the skills we have that we haven't fully mastered.
It's not that we lack sufficient training in them; they just
aren't necessarily our forte. For example, it's rare to find
someone who enjoys cold calling. However, most will say
that it's part of the job, and there are ways to use your
talents to make it more successful.
Identify what you'll need
Make a written list of your weak areas. And before
taking the next step, ask a trusted adviser to review the
list and tell you if he or she thinks you are being too
critical, or conversely, not critical enough. Adjust your list
accordingly.
Bolster skills before Once identified, organize the list by prioritizing the skills
you will likely have to use in merchant sales, and set aside
you need them those you will likely never use. For example, you may be
expected to speak in front of a group, but I doubt you will
have to deliver your speech in a foreign language.
By Jeff Fortney Embrace opportunities
Clearent LLC Start with the first item on your list and identify one thing
say it all the time: Do what you do well often. It's a you can do that will help you use that tool effectively
simple reminder that in order to succeed we need to when necessary. When thinking about this step, I was
emphasize the skills that we do well, and deempha- reminded of an occasion several years ago involving a
I size those that we don't do well. sales rep I had trained. She had a strong fear of public
speaking. She invariably froze up and was unable to say
Many take this statement to heart. They look for ways to a word when called upon to make a speech. Yet she had
fine tune their strengths. They look for ways to use these been asked to speak at an association meeting, which was
abilities in different ways within the payments industry. a great opportunity.
For example, those who are naturally empathetic have
used this while listening to merchants. They can easily She told me she would probably pass on the invitation. She
and sincerely reflect the merchant's concerns and offer a knew it was a chance to open new doors in her career, but Open More Doors, Close More Sales, Retain Clients Longer
caring response. she just couldn't get over the fear that she would mess up
and end up wasting the opportunity. and Make More Money by Offering Consumer Financing!
Others have sound communication skills and translate
these into newsletters, as well as clear, concise Ultimately, I convinced her to give it a shot because she
presentations. was going to lose the opportunity anyway if she didn't Offer merchants the consumer fnancing program they
agree to speak at the meeting. We then spent the weeks are looking for and make 100 basis points or
Look at your weak areas before the event devising a strategy so she could overcome
her fear. No, she didn't picture the crowd naked (as is more every time they fnance a purchase! • 7 second on-line approvals
It only makes sense to use your talents to your benefit. But often suggested to folks who are intimidated by public • No income verifcation required
along with these skills, I bet your personal toolbox also speaking). Instead, she played with that advice and found BEST OF ALL, YOU CAN SIGN UP MERCHANTS • Up to 24 months same as cash
includes a few tools or skills that you aren't necessarily ways to make the audience laugh. WITHOUT NEEDING TO SEND US
comfortable with or knowledgeable about. There are also • Apply on-line with Instant E-Signature
probably a few things lurking in your toolbox that you Fearing that if she looked up from her script she might THE MERCHANT ACCOUNT! • Loans up to $20,000
tend to avoid at all costs. What happens when you are freeze, she knew her first sentence was critical to both • Re-payment terms for up to 6 years
forced to use them? helping her relax and setting the mood. Here's what we • No extra equipment or terminal required
came up with, "So, many of you know that I have a fear
The truth is, even though you should do what you do well of public speaking. I tend to freeze up. I've been told that • Prime and Sub-Prime, A thru D credit approvals
often, there will be many occasions when the use of other there is a trick to overcoming this fear that involves one's
tools will be necessary. It's best to address the skills you're wardrobe. So, I will pause now as all of you remove your
uncomfortable with now so that there is a foundation for clothing. Oh wait, I don't think that is how it's done."
their use when the time arises. Now is the best time –
before the year gets too far along.
56
