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Inspiration

Pause to evaluate • Build rapport: People will buy from people they
like. Genuinely show interest in how their day is
every presentation going, talk about a common extracurricular pastime,
or just crack a joke that lightens the mood.
• Ask thoughtful questions: Give the prospect ample
opportunity to discuss their business, concerns, and
hen scheduling in-person sales calls, how needs. You'd be surprised what you can learn in
much time do you allow between appoint- between the lines.
ments? Do you stack presentations back to
W back with only enough time to get from one • Paint a happy ending: After listening, show them
location to another? If so, you may be striving for maxi- that their goals can be accomplished with your
mum results, but you could be doing yourself a disservice. solution. Be the author of their story.

"Remember, the time after an appointment is just as "At the end of each day, take the time to replay your day
important as the time before," Paul H. Green wrote in Good and find at least one thing you've learned that will make
Selling! TM: The Basics. "And, if you didn't get the sale, the your selling efforts even better tomorrow," Green said.
time after is even more important." Remember, even on days when everything went just right,
you can always learn something new.
You can use time directly after each call to identify
specifically what went well and areas you'd like to
improve, compare and contrast what occurred during the
call to what you intended, and reexamine your plan for
your next call, making adjustments to your approach if
necessary.
Kate Gillespie, President and CEO
Having a short post-call checklist handy can help with
your evaluation. It can ensure you'll remember issues of
importance to you, as well as note new areas of particular
interest or concern. You can do a more comprehensive
evaluation later.
HIGH RISK.
"You can use all your experiences, even the negative ones,
to push you toward more sales," Green wrote. "If you didn't HUGE REWARD.
get the sale, don't be discouraged. Remember, for every 'no,'
you're a bit closer to a 'yes'! … Analyze what transpired
and try to define the moment when the rejection solidified
in your prospect's mind."

Signs of rejection
If a rejection took you by surprise, here are several
indications a merchant is leaning toward rejecting your
offer. The prospect:
• Avoids discussing budget
• Provides only vague, evasive answers
• Refuses to connect you with other decision-makers
• Tries to end the conversation quickly
• Is unwilling to commit to a follow-up date Take the leap over to more accounts and better residuals.
National Bank Services is the leading provider of high-risk payment
processing solutions for Agents, ISO’s and their valued merchants.
It may not be possible to salvage a sale once a client shows
signs that a rejection is coming. You may sense it's time
to just wind the interaction up quickly and move on, or
you might determine it's worth attempting to re-engage
the merchant. If you go for re-engagement, the best way to
sell is to "actually listen more and purposefully talk," Sales CONTACT THE HIGH-RISK EXPERTS TO GET STARTED TODAY
Hacker, a website resource for sales professionals, stated, 818-540-2806 www.nationalbankservices.com
further advising sales reps continue to:

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