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Inspiration

Persist, but pay attention

hen a prospect spurns you, stating his or • What do you like best about your current service?
her merchant services provider is just fine, Well, let me tell you how we can expand on that
at what point do you conclude it's time to and give you the best possible service.
W let go of the sale and just focus on making
a good connection? Do you hang in there and try to over- • Of course you're satisfied, and the service is fine.
come this objection, or do you shift gears right away? But don't you want more than just the status quo?
Don't you want something better for your business?
According to Paul H. Green, often when a merchant Heed their cues
expresses satisfaction with the status quo, the individual
merely doesn't want to face making a change, so it makes Of course, persisting doesn't mean becoming rude. Words,
sense to persist. "Your job is to make them do what human body language, facial expressions and tone of voice will
nature compels them not to do: Do something! Make a convey when further nudging will make a merchant
change!" he wrote in Good Selling : The Basics. receptive or have the opposite effect. When you sense the
TM
sale is slipping away, don't become desperate and reach
And why should they overcome inertia and switch to for the bottom in the price game. You want a long-term
your services? "Because your service will WOW them, business relationship, not a quick sale, and sometimes
rather than just meet their basic needs," Green stated. you won't be able to establish rapport at all.
"There are many companies whose service is fine. The key
is showing your prospect that your service is exceptional." As Jeff Fortney put it in "Race to the Top," The Green Sheet,
Tell them what they're missing Sept. 8, 2014, issue 14:09:01, "When asked what the most
important action a salesperson in any profession can
Green provided several potential responses to merchants take, I always say, 'Know when to walk away.' As much
who express lack of interest; you could say, for example: as you may want to sign everyone, sometimes a steep
learning curve, unreasonable merchant demands or the
• Great. I like to deal with merchants who make effort required make it prudent to choose not to sign an
good decisions. But, when the decision was made account."
to go with company X, maybe you didn't know
about us. That may have been the best choice then, So state your case and don't give up quickly. But also know
but now we offer … it will sometimes be right to just let a prospect go. Persist,
but pay attention, and you'll win in the end.
• I think I understand what you're saying. You don't
want to go through the effort of changing. Well, I
can give you a variety of reasons why this change
will be good for you, your business and your
personal well-being. You won't waste time and
resources chasing payments, and you'll have more
time for a personal life. Kate Gillespie, President and CEO

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