Page 39 - GS180901

Education

she wants to switch or you reach the request a demo before he offers a check. But consider this: by being bold you
signature and guarantee area and showed that you were placing his needs for a total solution over your need for
the person wants to sign. a quick sale. That will carry weight ‒ both in this opportunity and for any con-
nections he might offer you.
If you hear, "That sounds great. I'd
sign today if …" Get the answers the Bill Pirtle is the author of the training book Credit Card Processing for Sales Agents. He is the District
person seeks from your mentor or Manager for Clearent in the Detroit/Ann Arbor Toledo Market. His email is bpirtle@clearent.com.
ISO resource person. Your primary
goal is to prepare for an appoint- He can also be reached at 248-444-8009 or on LinkedIn.
ment with a tougher crowd, but if a
friend or family member is seeking
substantive answers to real issues,
getting the answers may bring a sale.
If the appointment goes well and
you present the solution, but it is
not enough to close a deal at this
time, use the "practice" experience to
its full benefit. Ask what was miss-
ing from your presentation or what
Uncle Bob thought of it overall. Then,
before you close the meeting, ask if
he knows anyone who might benefit
from your product or service.

Whatever happens during a practice
appointment, real appointment or
cold call; always, always thank the
merchant for his or her time. Being
respectful of people from merchants
to gatekeepers can only benefit you.

Evaluate and learn
Once you conclude a practice ap-
pointment, return to your car and
go over the details in your mind. If
a mentor is with you, discuss the ap-
pointment. Jot down feedback you
receive. If you received leads, check
to make sure you have contact names
and permission to use the name of
your friend or family member. Note
whether your friend or family mem-
ber offered to call the referral or
whether you asked the person to do
so.

Use each call to learn something new.
Expect that even on practice appoint-
ments, you may have surprises. Be
ready for them. If someone is ready
to sign, don't seem surprised. Have
materials on hand for anything you
offer.

Is it possible you will turn a yes into
a maybe? Absolutely. If you share a
bold idea with Uncle Bob, he might

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