Page 46 - GS180602

Education

the merchant. The mood doesn't change. You ask the usual questions and get Ask questions about the store. What
rote answers. At this point, the odds of signing this merchant are less than 50 is working and what isn't working?
percent. (Notice, you have neither mentioned
the magic words nor even explained
A different scenario why you are there.) In total, this
Here's what could happen if you threw away the script. Instead of introducing may take five minutes, but you have
yourself, you spend a few minutes admiring the wares or just looking around. already begun developing rapport. It
When approached, you ask if the individual is the manager. Once you speak is tempting at this time to introduce
with the manager or owner, compliment the person on the store, the inventory, yourself and go back on script.
the layout or anything else you find that is unique. Don't. Instead, try saying, "I always
appreciate a well-run business. I
deal with businesses every day,
helping them improve functionality
and control their costs. My name is
(first name only), could I ask you a
couple of questions?"

This may raise concern for the
merchant, but remember, you are
there to help improve functionality,
which includes the collection of sales
proceeds. Avoid the key words until
absolutely necessary. You are there
to improve the merchant's functions,
not to sell solely payment processing.
Price may be a component, but it will
be the last component.

Should the merchant revert to the
script and ask, "So, you are here to
save me money?" Answer, "I have no
idea whether we should do business
together" or "Not sure I could do that
or even if it's wise." In most cases,
they won't know how to respond.
If you hear other script questions,
don't answer them. Instead, surprise
them with, "It sounds like others
have come in and talked to you to
about processing. Isn't it sad that
all they had to talk about was your
statement?" Again, surprise them.

Going off script will lead to other
surprises, and it will get the
prospect's attention. Once you
have done so, the odds of success
rise significantly. The merchant
may even surprise you. I know
the increased revenues will seem
surprising, too.

Jeff Fortney is a Payments Professional with
over 25 years in the payments world. He can
be reached at 972-618-7340. His email is
jfortneysr@yahoo.com.

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