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Inspiration
ChapterTitle

Get time on your side

ime issues enter the equation for ISOs and • Of course you're busy ‒ look how successful you
merchant level salespeople (MLSs) in several are! If you had all sorts of time on your hands you
ways. One is the common objection many reps wouldn't need my service.
T encounter when making phone or in-person • If a customer came in, would you be too busy to
calls: merchants say they simply do not have time to speak speak with him? I can generate more sales and
or meet with you, or even read materials you can drop off profits for you just as a customer can. Let me tell
for them to review later. Another concern is that ISOs and you how.
MLSs often feel the same time pressure as merchants. The
limited hours in a day make it necessary for merchants • I can see your business is doing well. This discussion
and payment professionals alike to prioritize with preci- can help make your business even more successful.
sion. • I understand you're busy. I can show you how to
make the most of the time you do have.
On occasion, merely acknowledging you understand a
merchant's imperative to spend time wisely because you These types of responses, adapted to your target market
have the same need in your business can get a merchant's and specific offerings, can defeat time objections and get
resistance to crack a little bit. Depending on the merchant's you on the road to making a sale.
verbal and nonverbal signals, following with a short phrase
about how your services can actually save a merchant time Time management tips
might inch you a little closer to gaining the merchant's ear.
When it comes to making the most of your days, our
The tried and true archives contain many helpful articles. Here are a few to
check out:
In Good Selling! SM: The Basics, Paul H. Green offered several
possible responses an agent can make when faced with • "Pushing the limits of sales seasonality," by Tom
merchant objections centered on time, as follows: Waters and Ben Abel, Jan. 26, 2015, issue 15:01:02
• I understand you're occupied now. How about • "Managing your most important asset," by Jeff
tomorrow at 9 a.m., or would 4 p.m. be better? Fortney, July 12, 2010, issue 10:07:01
• I know you are busy; that's why I've condensed my • "Get time on your side," by Vicki M. Daughdrill,
presentation. I'm able to show you how our service Nov. 28, 2008, issue 08:11:02
will help you in just three points. Let's run through
it now. The more you master your own time, the better you'll
be able to help merchants do the same ‒ with powerful
• I agree time is important. That's why I won't waste technology and services, as well as with valuable expertise
yours. I'll get right to the facts of how my service gained through experience.
will make your business more profitable and easier
to run.

Kate Gillespie, President and CEO

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