Page 37 - GS171001

Education

industry is constantly evolving, and you must continue to goldenrod paper works best, since you can refer to the
study the craft of selling and keep up with the changing colored flyer in a follow-up call. A simple flyer with your
technology." Most of all I spell out that to become successful information and a little teaser on pricing and services
in sales, you must continue to push and not waste time on works best.
nonsense.
Always try to hand the flyer to the person who seems
So, the first step is to insure you are working with the to be in charge. Tell the person you are working in the
right crew. There are a lot of good companies in our neighborhood and you would like to meet for five minutes
marketplace. Find a company that wants you to learn and when you come back to install a new processing system
practice, not one that just wants to throw you into the field for one of that business's neighbors. When the individual
to swim – and fail. This is going to be a career, so find a asks who the neighbor is, say you cannot reveal that
home where you feel wanted. because it would break that merchant's confidentiality.

Next, insist on coming to meet the folks
who will be controlling your income.
Insist on getting training, whether in
person or by phone and web. Without
training you are dead in the water
and sure to fail. Too many potential
agents say they know sales, but do
they actually understand the power of
building residual sales?

Once you feel comfortable with the
initial knowledge received in training,
you need to practice. Football players,
basketball players, attorneys and
doctors all practice their craft, so why
shouldn't you? To master the merchant
sales conversation and be able to
overcome objections, I recommend you
go into the field and stop by as many
physical locations as you can over the
course of a week. When you begin,
drive at least one hour away from your
home to an area that you are unlikely
to return to. So if you goof up, get
tongue-tied or just feel overwhelmed,
your business won't suffer, because
you won't be coming back.

My rule of thumb is not to practice
on people in businesses I know. This
isn't the insurance industry. Get a lot
of experience before approaching your
warm base. You will feel much better
talking to your uncle Jake or cousin
Leslie once you know what you are
doing.
How do you get comfortable
in the field?
So how do you get accustomed to
walking in merchants' doors? I still
strongly believe in an old-fashioned
flyer to give to whoever appears to be
the owner or manager of the business
you're targeting. You want to leave
something behind. Printing a flyer on
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