Page 37 - GS170501

Education

A successful sale occurs when you identify and sign a Merchants will ask very specific questions or broach topics
prospect that is a true fit. But keep in mind that a success- that rarely come up. It's OK to not have all the answers.
ful sales effort can also be when you identify a merchant It's better to admit you don't know the answer than to
that is not the correct fit and you walk away. The key is answer incorrectly. If a merchant asks about a specific POS
whether the merchant is right for your portfolio. solution, for example, it's fine to say you don't know and
follow with, "but I will research it." Once said, you have to
Once you have identified whether the merchant fits, you do so in a timely manner.
can then execute the next step of the plan.
Following my father's advice, it took the full two weeks
Take a step of Christmas vacation to complete the paper. I typed the

You can't become wrapped up in research. It's too easy last page at 2 a.m. on the Monday school resumed. Doing
to feel that you don't have enough information, aren't one thing at a time didn't make the process faster, but it
knowledgeable enough or are not yet comfortable enough did allow me to keep moving forward without feeling
with your offering to begin selling. This leads to lost overwhelmed. This advice and approach has been very
opportunities, diminished confidence and becoming helpful throughout my life. Every time something seems
overwhelmed. overwhelming I remember to take it One. Thing. At. A.
Time. I encourage you to do the same.
Unlike a term paper, credit card processing sales doesn't
require an academic level of subject-matter expertise. Jeff Fortney is Vice President, ISO Channel Management with Clearent
No one is expected to master all aspects of the payments LLC. He has more than 17 years' experience in the payments indus-
world. You need a working knowledge of the industry's try. Contact him at jeff@clearent.com or 972-618-7340. To learn
components, as well as a source of information for certain about how Clearent can help you grow faster and go further, visit
questions you can't answer immediately. www.clearent.com.

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