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Inspiration

Lorem ipsum

Demystify,

clarify,

compare

id you know there's a fancy word for fear It's the rep's job to answer all these questions and more.
of change? It's called metathesiophobia. It "Many prospects have questions running through their
derives from the Greek words meta, which heads that they never ask," Green noted. "Use specifics,
D means change, and phobos, for fear. No mat- cite details, ask questions. Make sure nothing goes
ter what it's called, fear of change is a widespread mal- unanswered."
ady that affects just about everyone to greater or lesser
degrees and frequency. Since the distinct aspects of your products and
services are new to the merchant, it is necessary after
Given the extent to which people tend to resist change, you've demystified your offerings to go back over the
you, as ISOs and merchant level salespeople (MLSs) who information you presented to clarify, for example, exactly
have carved out careers in the payments industry, deserve what your equipment does, how it will be set up, whether
respect for your resilience and flexibility. Change is ever it can be customized, when the merchant will be up and
present in our realm. And you keep diving in no matter ready, how the customer's systems and interfaces will be
how much disruption you face in the market. affected, what benefits the merchant will see, what kind
of training you'll provide, upgrades that are available,
Like ISOs and MLSs, merchants are entrepreneurial, and security features included, and more.
they adapt to change and even welcome it. Sometimes,
however, they are overextended and feel like one more Green also suggested that you ask the merchant to clarify
change, no matter how beneficial it might prove to be in his or her needs at this time, too, because you "can't meet
the long run, is just too much to tolerate. those needs if you aren't certain what they are."

When this occurs during a conversation with a merchant After demystification and thorough clarification, Green's
prospect, what is an enterprising sales rep to do? Paul H. final step is to "compare your prospect's current situation
Green provided helpful hints for just this circumstance in to the one they could enjoy if they signed an agreement
Good Selling TM: The Basics. He stated you need only do three with you. Once they have the whole picture, they will see
things to help merchants overcome resistance to change: that you can offer them a better product – if only they'll
demystify, clarify and compare. make a change."

Three steps explained Now you can add metathesiophobia-busting to your
Demystifying your offerings means anticipating and resume as one of your valuable professional skills.
answering merchants' questions. "For many people,
resistance to change stems from a fear of the unknown,"
Green wrote. "They might wonder: What exactly will
happen if I switch to a new terminal? What will this new
service do for me? Will my customers see a difference?
What benefits will I see? Is there anyone in my area who is Kate Gillespie, President and CEO
using the same piece of equipment or service? What kind
of training will I have to invest in?"

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