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ReadersSpeak

Where can I get training?

have good sales skills and want to give merchant
services a try. But I know that the industry is
complex and I need training. What's the best way
I to get it?
Jasper Wright
Las Vegas
Jasper,

You are right. The quality of training can make or break
a merchant level salesperson's (MLS's) career. There
are no MLS or ISO licensing requirements imposed by
local, state or federal governments, and thus no schools
formed to help hopeful payment professionals become
established, but a number of resources are available to
motivated sales reps. Here are several possibilities:

1. Rely on your ISO: ISOs often provide initial and
ongoing training for their MLS partners. For many,
this is the best way to get a solid start in the indus-
try. However, all training efforts are not equal. It's
important to thoroughly research ISOs you're in-
terested in working with. Interview the individu-
als who would be training you, as well as reps who
are working with the ISOs now, and find out what
kind of reputation each company has.

2. Make use of trade associations: The U.S. re-
gional acquirers associations, as well as the Elec-
tronic Transactions Association, hold annual
tradeshows geared toward educating profession-
als on all aspects of the industry, as well as provid-
ing networking opportunities. The ETA also offers
classes through ETA University and the compre-
hensive Certified Payments Professional program.

3. Read, read, read: Through the years, industry
veterans have written about what constitutes good
training, as well as how to choose the right part-
ners. To get started, search for "training" and simi-
lar words or phrases using the search engine on
our home page, www.greensheet.com.

4. Contact trainers and consultants: Some indus-
try experts are dedicated to training payment pro-
fessionals. They stay abreast of what is required
to succeed in our changing industry. Join the MLS
Forum via our home page, and ask members who
currently specializes in training.

What's your take on training?

Were you satisfied with the training you received
when you entered the industry? Why or why not? Tell
us about your best and worst training experiences at
greensheet@greensheet.com. And if you have news, please
send a press release to press@greensheet.com.

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