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Education

be more of an ongoing coaching Additionally, building a successful sales engine will directly have a
approach. However, you certainly positive influence on the valuation of your business.
need to teach them enough so that
they can confidently approach mer- In closing, I would like to take this opportunity to thank The Green Sheet
chants and present your offering. for asking me to write for Street Smarts . It has indeed been an honor to
SM
Your training program should also be a part of it, and a very gratifying experience to be able to share with
be made available online for agents you some of the lessons I have learned throughout my career. I hope you
who are not in your local market. enjoyed reading my articles as much as I enjoyed writing them. I wish
each and every one of you lots of success and happiness.
4. Recruit new agents: Now that you
have the basics in place, step up your
recruiting efforts. The success of this Aaron Nasseh is the founder and Chief Executive Officer at Finical Inc. His extensive sales
program depends on your ability to and management experience includes having previously served as the General Manager of
recruit. You may start with your lo- CardPayment Solutions and Vice President of Sales at iPayment Inc. He may be reached at
cal market by placing job postings; anasseh@finicalinc.com or at 818-330-4055.
however, do not limit this to your lo-
cal market. I strongly encourage you
to expand it as much as possible.
5. Coach them to sell: The success
of your sales team is dependent on SnapShot of 2017 Up Coming Events
their selling skills, so instead of
training them to be customer service
reps, teach them the art of selling.
Skilled salespeople always thrive in
merchant services because, in real-
ity, merchant services sales is not
a tough sale, compared with many
other services. I'm not suggesting
there is no competition in the mer-
chant services industry. I'm very
aware of the competitive nature of it,
but most of the people you are com- September 27-28, 2017
peting with in our industry are not Omni Rancho Las Palmas
particularly skilled sales profession-
als. They're trained to go out and Resort & Spa | Rancho Mirage, CA
collect statements, not make sales. https://westernstatesacquirers.net/
By my definition, if you have to col-
lect a statement and go back on a sec-
ond appointment, you're not a very
skilled salesperson.
Simple, but not easy
This may appear too simple to some of
you, but the truth is that it is literally
this simple – but not that easy to execute.
However, if you diligently follow these
five simple steps – and never take your
foot off the accelerator when it comes to
recruiting – before you know it, you'll
have dozens of MLSs working under your October 22 -25, 2017
office and producing accounts.
The Venetian
It does take time to build up your sales
team, but when you do, it will be well Las Vegas | NV
worth your efforts. There you have it. You www.money2020.com/register
now have a sales team working under
you and producing accounts, without
you having to sign up a single merchant.

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