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Inspiration

Five ways

to put your

best foot

forward

e've all heard the saying, "You only get one 2. Stress your important points: The average con-
chance to make a first impression." Variations sumer must see an ad a number of times before
on this phrase have been attributed to Will being motivated to make a buying decision. There-
W Rogers and Oscar Wilde, as well as to adver- fore, don't be afraid to repeat your important points
tising campaigns for men's suits and dandruff shampoo, during your presentation. Pick two or three points
among others. A recent Amazon search produced 2,413 you want to get across.
books with "first impression" in the title. The critical impor-
tance of first impressions is known by people in all walks 3. Be honest: Don't tell a merchant something just
of life. In the payments industry and most other business because you know it's what he or she wants to hear.
realms, awareness is virtually universal. Stick to the facts and remain honest, and you won't
have to worry that what you promise or describe
For the industry's hard-working feet on the street, the conflicts with what is possible. Focusing on honest
sales presentation is often the first opportunity an ISO business practices will allow you to make the most
or merchant level salesperson (MLS) has to make that sales and have the most satisfied customers.
all-important first impression. Some pros have done a
multitude of presentations and have thereby become so 4. Channel your energy: If you get nervous, use
skilled that they feel they could do them in their sleep. that energy to your advantage. Channel your
adrenaline and harness your anxiety to add enthu-
Advice from a veteran siasm to your presentation.
When you reach this point, it's time to review and then
adjust what you do and say during your presentations 5. Stand up straight: Good posture will add cred-
to make sure you continue to do your best. Indeed, for ibility to you and your service. Show your prospect
experienced MLSs and newbies alike, this kind of analysis that you're proud to represent your company, have
should be ongoing. In Good Selling! SM: The Basics, Paul H. faith in your service and be confident in your own
Green offered five tips for top-notch presentations. They selling skills.
are paraphrased as follows:
These steps assume you have done your homework, both
1. Ask for questions: Don't wait until the presenta- on your offerings and on your prospect's business needs.
tion is over to request questions. Tell the merchant However, don't assume you have all the answers when
to interrupt you whenever a question or a point it comes to the latter, because your understanding of the
of procedure needs to be clarified. That way, your merchant's situation will deepen as you welcome interaction
prospect is involved in your presentation, and it be- and listen to what the merchant reveals.
comes interactive. And if the merchant isn't asking
questions, ask them yourself. For example, say, "You
may be wondering how your store will close out a
day's transactions." Then explain how it works.
Kate Gillespie, President and CEO

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