Page 47 - GS170802

Education

Rigorous honesty isn't sufficient to sell a merchant services product mix.
Neither is a large contact list. Newbies need to be told
How do you address this? First, look inward before even what is required before they start, instead of learning it
considering hiring newbies, and answer these tough the hard way.
questions: How do I sell? Do I sell price? Is that the best
way to be successful today? Am I prepared to train a Effective support
new agent to be successful or am I just looking to grow
a portfolio? Do I have a strong foundation of industry If you're just getting started on your payments journey,
knowledge and know how to effectively share it without ask a lot of questions. Recognize there is much you don't
overwhelming someone? Am I willing to tell someone that know, but need to understand to be successful. The key
they aren't a fit for me? question for prospective payment partners is: What will
you provide to help me gain the working knowledge I
Be honest. Determine whether the sales approach you need to be successful? If they don't have a structured plan,
have used to build your portfolio will translate to success they aren't a good fit.
today for someone new to the business. You can't sell cost
savings as a pure play today and be successful in the mid- We need new people in our business. And newbies need to
to long-term. be given every opportunity to succeed. It's up to all of us to
position them for success or, at worst, give them the ability
Also, be realistic. Not all great salespeople make great to recognize they won't succeed. It's up to those of us with
sales managers. When you hire reps, don't expect them experience to give them direction, and it is up to them to
to be clones of you. They have their own skill sets, which put it to use. It benefits us all.
need to be amplified. Telling them to go get statements is Jeff Fortney is Vice President, ISO Channel Management with Clearent
a recipe for failure. LLC. He has more than 17 years' experience in the payments indus-
try. Contact him at jeff@clearent.com or 972-618-7340. To learn
Be able to recognize those who don't have the skill set to about how Clearent can help you grow faster and go further, visit
succeed in the payments world. The ability to sell, alone, www.clearent.com.
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